Selling to Anyone Over the Phone

Salesperson’s Quick Reference Extra: The Salesperson ↔ Customer Match

Following is a guide for handling the different customer types, once you know your own.

1. The Energized Salesperson

E ↔ A If you are an E and the customer is an A, the elements you have in common are:

• High energy

• Aggressive

• Not concerned with details

E ↔ K If you are an E and the customer is a K, the elements in common are:

• Likes people

• Courteous

• Warm

E ↔ P If you are an E and the customer is a P, you have nothing in common naturally. For this opposite situation, you must change your style entirely. Of course, this takes a lot of energy to do, and choosing to go this extra mile when the stakes are high separates the big money salespeople from the lesser ones.

Remember: Most ...