Apr 17, 2018
How To Read A Buyers Personality with Alex Swire-Clark
#212
Alex
Swire–Clark is a
Certified Human Behavior and Sales expert. He uses behavior
concepts to unlock the communication potential in sales
professionals. In this episode we discuss how to read a buyers
personality.
Alex is also the host of the
Rapport Advantage Podcast, transforming the way leaders build
relationships.
DISC Profile
In our conversation we talked about buyer temperament. One way
to discover this is to use the DISC profile personality
model:
Dominant – big gesture direct goal
setters
Inspiring – people oriented
Supportive – flexible, low drama, easy
going
Cautious – number and process
driven
People have a preponderance towards one personality type.
However people are a blend of these temperaments.
Buying questions during a sale?
Ask these questions dependent on the personality type:
D – WHAT?
I – WHO?
S – HOW?
C – WHY?
How to Assess Personality
One way in understanding how to read a buyers personality is to:
- Look at dress
- Look at their office decor
- Evaluate their email style
Selling Process and Focus
Things of note mentioned in the podcast:
- Facts drive rapport with D and C personality types.
- Conversation and sharing drive rapport I and S types. Slower pace for S.
- The blend guides your process
- Majority of people are reserved and people oriented
How To Find Alex Swire-Clark
Send an email to contact@alexswire-clark.com with the subject line “Sales Babble
Coupon” and get 15 % off a $13 assessment !!!
Twitter:
@raportpodcast
14: Dynamic Sales Refresher –
Pat Helmers
In this episode Alex Swire-Clark and Pat discuss some fantastic tips on selling and discusses the SORT method for helping your prospects see the value in what you are offering.
The Rapport Advantage #14 April 10, 2018
Sales Personality Test
Here are past episodes that talk about how to read a buyers personality.
- How Salespeople Overcome Procrastination with Eric Twiggs #178
- Four Ways To Fix a Bad Reputation with Pamela Gockley #158
- Selling For Introverts with Alen Mayer #61
- Selling With Personality with Irene Anderson #47
- SB028 – Great Sales is a 3-Pointed Hat an Interview Leanne Hoagland-Smith
- BANK, A Sales Personality Test for Sales Professionals, An Interview with Dr. Nancy Zare #5
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