How to Capitalize on Your Selling Style and Sell Anything to Anyone
Any individual can succeed in sales if they have the desire and skills to succeed. However, different personalities are naturally endowed with a set of strengths and preferences that colors their approach to life, including their approach to sales.
Obviously, if a Green salesperson only sells the way he prefers to sell, he is only reaching the Green buyers. He is completely ignoring the Orange buyers, Gold buyers, and possibly offending the Blue buyers. Greens represent less than 6% of the total population; ignoring the other temperaments effectively ignores the preferences of 94% of potential customers. So the key to sales success is to recognize and capitalize on your strengths, and then adopt the characteristics of other personality types to meet the demand of a particular sales situation.
Blue Sellers
- Are customer-oriented
- Sell themselves first
- Are helpful, nurturing consultants
- Listen carefully and show empathy
- Take the sale personally
- Are concerned with relationships
- Pay close attention to the customer
- Are not pushy or offensive
Gold Sellers
- Are company-oriented
- Sell the company first
- Are well-prepared and organized
- Are professional and focused
- Pride themselves on punctuality
- Are detailed and exact
- Demonstrate dependability
- Are reliable
Green Sellers
- Are product-oriented
- Sell solutions to problems
- Sell the product first
- Are knowledgeable and competent
- Like new and innovative products
- Are good with technical details
- Talk about ideas and possibilities
- Are logical and practical
Orange Sellers
- Are action-oriented
- Sell the immediate benefits first
- Are good at improvising
- Are flexible and fast-paced
- Are smooth and persuasive
- Enjoy the thrill and challenge of the sale
- Make an impact on their customers
- Are enthusiastic, energetic and playful