If you’re a small business owner or manager, chances are you play the role of salesperson quite often. The better you are at sales, the more successful your business will be.

If you use a “one size fits all” approach when handling leads, chances are you’re limiting your sales potential. You need to recognize different personality types and change your presentation accordingly.

I divide prospects into 4 personality types and to make it easy to remember I use animals and their behavior to help remember them.

The animals are: Owl, Love Bird, Cow and Rhino

Owls are wise. They get that by asking questions. They want to know all the details.

So if you’re dealing with an owl, you better know your product. The good thing is that if you answer all their questions, they are usually ready to buy.

Many sellers get along well with their customers. They talk sports, remember their children’s names and treat themselves to lunch whenever they can. These customers are Love Birds. It’s called relationship selling and it works. When you discover common interests with your prospect, you create a connection. When two people find that they have things in common, they tend to trust each other, and we all know that trust is a very important factor in closing a sale.

The Cow personality type is a bit difficult to relate to. Cows have a herd mentality. They take their direction from what others around them are doing. They like recommendations and are probably the easiest to sell. But there is a problem with cows. After a sale, if they talk to friends or even your competitors, they may have second thoughts – you know, buyer’s remorse, and want to cancel or change the order. So you should make sure that they understand the features, terms and conditions.

The Rhino is our fourth personality type and can be the most difficult to manage. He is usually busy and wants to get to the “bottom line” or price as quickly as possible. He doesn’t have the patience to listen to your sales pitch and wants to take control of the conversation. So how do you handle a rhinoceros? By being a rhinoceros. Show him that your time is valuable too. Get to the point quickly and convince him that the benefits of the product or service are worth taking the time to consider.

To be successful in sales, you must be able to recognize and deal with all 4 personality types. Ask yourself this question. What personality type am I? Chances are, most of your customers will be a lot like you. To be a top salesperson, you must be able to sell all types of prospects. To do that, you need to recognize and adapt to all four personality types.

Once you master this concept, you’ll be on your way to becoming a top producer.

Leave a Reply

Your email address will not be published.