Ever had a customer you could sell anything to, and another you couldn't reach at all? The first one was probably wired like you. The second one wasn't, and your own personality style is what held the sale back.
There are four styles, and roughly three-quarters of your shoppers don't share yours. Here's how they show up in your store:
Drivers want to drive the car. They control the level of interest. Don't take too long to get to the point - cut to the chase, they want the result and the credit. They don't care what it costs as much as it will be the best solution. They are strong, decisive, but on a bad day, brash and arrogant.
Analyticals are fact-based, the engineers and CPAs and surgeons of the world. They have a process that goes from A to B to C, and a hundred questions. They know products cold and can come off a little chilly. You're essentially selling to Spock in Star Trek.
Expressives are the excited dog at the dog park. Throw the ball, over here, look at this. Enormous energy, endless interests, great fun in a sale, and can be a lot to keep them focused. They see the possiblities in everything. While I always recommend to have one on your sales floor, just know they don't always finish what they start so team them with an Analytical.
Amiables are the teachers and firefighters, the salt of the earth, more interested in your happiness than their own. They won't demand your attention, but will want to know what is popular and what other people consider good. As an associate, if they're mistreated long enough, they quietly quit.
None of these is better or worse. They're different, and the selling skill is modifying your own style instead of expecting the shopper to modify theirs.
I'm a driver. When an analytical has a hundred questions, I don't get impatient; that person needs detail, so detail is what they get.
Flip it around: when an analytical salesperson buries me in specifications, they've lost me, because facts were never what I was buying.
Figure out which one you are. Take my personality quiz. Then stop selling to the 25% who happen to be like you and start adapting to the 75% who walk in.
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