Building on MBTI theory “What to look for as indicators of your customers type in the sales call”…This provides sales teams with a clear “shopping list” of behavioural indicators for each type of customer and how to adapt their sales approach accordingly.
Making MBTI work with Customers
The intensive one-day programme sales teams will be introduced to MBTI pairings: –
EXTROVERT ~ INTROVERT
SENSING ~ INTUITION
THINKING ~ FEELING
JUDGING ~ PERCEIVING
the objective is to provide the sales team with a simple “shopping list” of behavioural indicators for each type…an example is shown below..
You may note that a buyer in a given organisation :
- Likes to see all of the detail/numbers behind any argument
- Appears to be rushed and his desk is always awash with piles of papers
- He always turns down social invitations – politely
- You have never heard much from him in over two years of trading about his private life or hobbies.
- He gets stressed prior to meetings with many attendees and layers of senior management.
So – what does the above indicate…?
- Fact 1 could indicate a Judging or Thinking preference
- Fact 2 could indicate a Perceiving preference
- Fact 3 could indicate an Introversion preference
- Fact 4 could also indicate an Introversion preference
- Fact 5 could indicate an Introversion preference
The above example demonstrates how caution is required when trying to determine a buyers MBTI type [ this buyer has shown both J & P indicators ] – people often act very differently in work environments – in particular, organisations have cultures or behavioural norms to which employees feel they have to adhere –so your buyer acting in an analytical or aggressive way may be little or nothing to do with his underlying type and more to do with a work “face”.
For this reason we suggested that the sales team never draw conclusions unless they had at least three separate indicators of a buyers type.
What do you get?
The sales team are provided with a “How to Sell” guide for each type…
Selling to Introverts
Selling to J Preferences
Practical application through case study. Teams are challenged to develop their tactics for successful selling across a number of areas :
- Type of presentation [ PPT on PC/ formal paper based / pure verbal delivery etc ]
- Length and style of presentation [ eg. detail vs big picture, short but with supporting leave piece with detail etc ]
- Language [ the key words/phrases that they would aim to use ]
- Delivery style [ pace, pitch, tone etc ]
- Ideal location/environment
CHOOSE A SERVICE
Our Services help you maximise value, optimise satisfaction and minimise account attrition: