Read to discover how to boost your sales pitch with expert profiling strategies.
How good is your pitch?
This week I worked with a client who was travelling to the US to pitch an idea to assist a few businesses to streamline their booking system.
It could be worth mega millions.
Most people would imagine the coaching session consisted of constructing a scripted pitch and sticking with that.
Not so!
It was mostly about ONE important and forgotten aspect of selling.
Profiling!
Profiling the person you are with so you know the right path to take in your conversation so they will take action.
When you can successfully and quickly profile a prospect, you will be able to develop the perfect pitch and boost sales.
Understanding who wants to hear what, and knowing how to connect with different personalities is key to building relationships.
Being able to step into the world of your prospect or client and understand how they want to receive information is a vital component in sales success.
This is what we focused on in the coaching session.
It is going to make all the difference to her success.
“Relationships are the only thing that matters in business and in life.”
Jerry Weintraub
Boost Sales with Expert Profiling!
Consider these personality profiles found in my book, ‘Good Girls do Sell’ and how you would communicate with each one:
The Analytical Melancholic
The Analytical is polite but reserved, logical, fact and task-oriented. This person’s focus is on precision and perfection. Other strengths include persistence, diligence, caution, and a systematic approach. This person is definitely not a risk-taker. The Analytical needs to be right and won’t openly discuss ideas until confident in a decision.
The Amiable Phlegmatic
Devoted, consistent, dependable, and loyal, the Amiable is a hard worker and will persevere long after others have given up. He or she is a team player, cooperative and easy to get along with, trustful, sensitive, and a good listener. Working in groups with cooperative individuals, the Amiable tries to avoid confrontation. Amiables can be indecisive, slow to make decisions and don’t take risks.
The Driver Choleric
The Driver is a high achiever – a mover and shaker who is not averse to risk. The individual is extroverted, strong-willed, direct, practical, organized, forceful, and decisive. Look for someone who tells it the way it is and is very persuasive. A driver is task-, rather than relationship-oriented and wants immediate results. The Drivers desires respect and results and dislikes feeling that he or she is being taken advantage of.
The Expressive Peacock
The Expressive, a verbally adept personality, is engaging, accommodating, supportive of others, persuasive, socially adept, and relationship- rather than task-oriented. He or she loves to be one of the gang, and is always ready for something new and exciting, especially if the gang is ready to participate. Additional strengths include enthusiasm, diplomatic skills, and the ability to inspire others. His or her main need is to be appreciated and accepted.
At Tuesday night’s April 23 webinar, I will share how you can win over each of these different personalities and build respectful relationships quickly.
As well I will be sharing effective sales strategies drawn from over 30 years of experience in coaching and building a thriving business.
Register today to attend and learn Top Techniques to Make More Sales Without Selling Anything!
To learn more about the upcoming Complimentary Coaching Q&A and FREE WEBINAR, use these links to register your attendance.
While you are here check out Janeen’s books.