Selling to Anyone Over the Phone

Questions for Personality Styles

Precise— Ps respond to questions monosyllabically. They give limited information in a monotone voice without elaboration. Seven questions from you might elicit only twenty-four words. Ask process/procedural and fact questions. This person, you can be certain, will know the number of stations that will need the software, procedures and time for the decision, users and the levels of expertise, and more.

Kind— Ks will give you a lot of answers relating to the people around them. You can ask them the following type of questions: “Tell me about what your team has been looking at so far.” “Share with me how the people in your organization see these products.” “How will upgrading your software affect the worker’s time?” ...