February 02, 2016
February 02, 2016
He quickly answered, “Because it makes sense...” At that moment he confirmed my suspicions that he was an Analytical personality style.
It would be easy to dismiss the Analytical personality style as a bookworm, a techie, a person with too much information because then we would be thinking their depth of knowledge is somehow not relevant.
But their focus on detail is what makes their sales ability an asset. No other personality style will delve into as much product knowledge and history as the Analytical.
Sure, an antique dealer who is trying to get thousands of dollars for a vintage pair of eyeglasses really needs to be able to share all the reasons to justify the price. Or a luxury jeweler, or stained-glass craftsman or even a plastic surgeon.
Analyticals, like the Amiables, are introverted; they share information as a defense mechanism. Consequently the more nervous they are or under pressure, the more they will try to calm themselves by reciting facts about a product.
The challenge is only a third of the world really appreciates all that information. 63% or so of the population buys because of emotion, not details.
You can’t feel a fact – most buy on emotion.
And for that reason an untrained Analytical can be a liability for your sales floor.
With an ingrained sense of striving for perfection – which is good, they inherently feel they need to share all that information to everyone. That can make them seem stern and judging instead of friendly and helpful.
Analyticals, as their name implies, size up the situation, open the file in their minds that holds all the information and logically shares everything they know with the customer.
But there's only so far you can go with logic..
And the more logic and facts you use, the less emotion enters the conversation.
And you can't fact yourself into a sale.
Analyticals see things as they are, but the Expressives and Amiables in particular want to see things as they want them to be. That means it isn’t the watch, its what the watch will do for them. That means engaging a customer’s imagination.
Unfortunately, Analyticals have a linear thought process that leads down to a logical conclusion; they expect their customer will follow them down their road. But customers rarely approach buying with just logic.
There are multiple reasons people buy things: to make them look better, feel better, or make someone else do the same. Those are often emotional, not necessarily logical, reasons.
Here’s where logic hurts you. Say an Analytical works in a fine jewelry store. A guy walks in and says he’s looking for an engagement ring for no more than $2000. The Analytical salesperson answers, “Sure, we have a lot right over here.” They give all the features of the ring and close the $2000 ring sale. They turn to their manager and say, “I am a great salesperson.”
The danger of the Analytical is that they leave money on the table because the customer only said they needed a $2000 ring. For that reason, the Analytical doesn't feel the need to show an $8000 ring.
When the manager challenges their wisdom in not showing anything higher priced, the Analytical says, “They never said they wanted a more expensive ring. I could have missed the sale if I didn't show them what they said they wanted. I'd be seen as pushy.” In an Analytical’s mind, the customer got just what they asked for. It's logical.
If you're an Analytical personality, here are some tips to help you:
Analyticals are frequently found as managers or as department directors because they know their stuff. For that reason, they can be assigned the role of “mentor” or “coach” to their employees. That can be dangerous too as they may unknowingly kill the spirit of the Driver and Expressive because those personalities won’t conform to a logical, cookie-cutter, fact-based sales approach.
The good news is that once an Analytical is exposed to a better way to sell, they can execute very well because they love to learn.
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