Sell Clients What They Want
Biz-Tips - by Dr. Kevin Nunley

Clients want to feel comfortable during a selling process. Just because you might like to be approached a certain way, doesn't mean that your client will. Every client wants to be sold in a way that fits them personally.

There are four common personality types that customers fall into; Expressive, steady, dominating, and analyzers.

Expressive people view the world positively.
They are comfortable socially and like to interact with others. They are often recognition-oriented and seek out situations where they can be the center of attention. And want to be sold by a sales person who shows interest in them as a person.

Steady people are not risk-takers and are often resistant to change. They want to be sold in a way that is non-threatening. They must feel that you are trustworthy and credible. Make sure that you listen to them and are sincere.

People who fall into the "steady" category are positive like the expressives. However, they are more comfortable being behind the scenes, not in the "spotlight".

Dominators are usually very suspicious. They feel that people are out to get them. They don't like wasting time and are eager to get on with things. They often make decisions very quickly and hardly ever change their minds.

A dominating person would be sold by someone who is prepared and organized. A sales person must be direct and get to the point with them. They want a salesperson to respond to their ideas. Make sure that your facts are straight and you provide them with references.

Analytic people expect you to provide them with a lot of information. They want you to be well-prepared and thorough. Make sure that you ask clear, logical questions. Above all, avoid pursuing them, and give them time to think.

People who are considered "analyzers" are also suspicious. They, however, are very detail oriented. Analyzers are perfectionists and love facts and details. They don't show a lot of emotion, and don't like people who do.

About the Author: Media reporters are prowling the Net looking for stories. Have Kevin write your professional press release. Put it on your site, register it with search engines, and harvest the free publicity that comes your way http://DrNunley.com Reach Kevin at  kevin @drnunley.com or 801-253-4536

Most marketers agree.... road signs you put on the net should include something free. It's a proven fact, on the Internet that people do not buy the first time they visit. Judith Tramayne-Barth

Load your copy with words that grab emotionally and trigger the impulse to buy--surprisingly many wants to study every detail about your gizmo before even considering to... Bob McElwain

Click here for more GREAT email marketing tips

Wiseman:
If you can cause someone else to do a difficult job, you will certainly save yourself a great deal of trouble. And "Borrowing a knife to kill" means making use of others' resources for one's own gain.

"If you want to do something,
make your opponent do it for you".
 

The king of Zhen (722 - 481 B.C) employed the "Killing with a borrowed knife" strategy to pave the way for an invasion of state of Kuai.

King of Zhen first prepared a list of names of wise officials and brave generals of Kuai with description of rewards they would receive should Kuai fall.

The king of Zhen then secretly made sure that the spies from the king of Kuai got to know of the hidden list.

The king Kuai manage to obtain the list and suspect those on it of plotting against him and executed every one of them. Shortly thereafter, the king of Zhen conquered Kuai.


Questions to Ponder?
---------------------

Borrowing a knife to kill may seem too devious; fundamentally, it is adapting to new circumstances or making use of other's resources for your own gain and sometime without your opponents knowing it or aware of the opportunity you have created for others to exploit.

Here is a classic example of applying
“Borrowing a knife to kill”
in today’s modern society;

Microsoft recently *announced that it will terminate support for their seven-year-old Exchange 5.5 software and IBM took advantage of it by introducing a better replacement multiple OS platform (Domino’s) product with a 30% discount.

*May 17 2004, Asia Computer Weekly
-----

Bi-monthly "Minute Wisdom".
To unsubscribe, click reply with subject: REMOVE

Until the next issue....
Have a Grrrreat Day!

It won't take much time or effort and you'll see results almost immediately and enjoy a permanent increase in your sales volume for a very small increase in your expenses... Bob Leduc

"If he who has a thing to sell, goes and whispers in a well--he won't be so apt to make the dollars as he who climbs a tree and hollers!"--Anonymous. Tooting Your Own Horn... C.J. Hayden

An autoresponder is useful for responding to people who send you inquiries through email. They are an essential tool in any webmaster's toolbox and can enhance your visitors experience

Click here for more GREAT email marketing tips