How to Identify the Buying Styles of Your Customers and Sell More Stuff
Like most everything else in life, an individual’s buying style is largely determined by their personality style. Different personality styles are motivated to buy for different reasons. They expect different things from salespeople. Consequently, when determining how you are going to sell yourself, your product, or your idea to someone, you need to consider their individual buying style.
If you don’t know someone’s personality style, make sure your sales pitch includes something for every color. Word it in such a way as to touch the hearts of every Blue, inspire confidence in the Golds, challenge the Greens and excite the Oranges. Watch to see which approach draws the greatest response, then shift the balance of your presentation to reflect that color.
Blue Buyers
- Have an open-door policy
- Are reluctant to turn someone down
- Talk about relationships and people
- Prefer cozy, warm communication
- Don’t like to be pressured
- Make decisions with their heart
- Easily detect insincerity
- Enjoy personalized attention
Gold Buyers
- Don’t like their time wasted
- Don’t like surprises or games
- Need a reason for buying
- Are motivated by duty and guilt
- Like responsible, trustworthy people
- Want to know the pros and cons
- Focus on the bottom line
- Expect polite, well-planned presentations
Green Buyers
- Ask a lot of questions
- Meet to learn and gain wisdom
- Can’t be rushed into a decision
- Look for loopholes and flaws
- Appear cool, aloof and skeptical
- Want data, facts and figures
- Want to see the “big picture”
- Dislike redundancy and small talk
Orange Buyers
- Are willing to take risks
- Want a clear, brief overview
- Need to see the immediate benefits
- Like to be kept on the edge of their seat
- Make decisions on an impulse
- Like new, different and bold things
- Like to haggle and negotiate
- Like to be the center of attention