Apr 17, 2018
How To Read A Buyers Personality with Alex Swire-Clark
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
Alex is also the host of the
Rapport Advantage Podcast, transforming the way leaders build
In our conversation we talked about buyer temperament. One way
to discover this is to use the DISC profile personality
Dominant – big gesture direct goal
Inspiring – people oriented
Supportive – flexible, low drama, easy
Cautious – number and process
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
- 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
14: Dynamic Sales Refresher –
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,
Sales Personality Test
Here are past episodes that talk about how to read a buyers
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To Read A Buyers Personality with Alex Swire-Clark #212
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