Share information wisely yet accurately to strike a balance between under and over selling
Fear of giving the wrong information or fear of losing a customer are some of the insecurities that these 3 types of head-centred salesmen experience. This fear is what drives them to ensure that they know all about what they are selling, so as to provide accurate information and be unwavered when questioned by their clients. These salesmen ensure they gain a comprehensive understanding and knowledge to stand unwavered in the entire sales process. Equipped with facts and figures, they become confident of what they are selling, and of themselves when selling it.
Type 5 salespersons have a very matter-of-fact approach in selling which allow clients to perceive them as trustworthy. Telling it as it is, clients can be reassured of getting the right information but not an engaging, customized experience which they could look forward to in a closer working relationship.
Type 6 salespersons offer their clients very detailed responses as they are both knowledgeable and resourceful in nature. It may seem like a waste not to share their knowledge which could end their clients up in a long-winded, time consuming conversation with them. Moreover, sharing immense information with their clients may cause them to feel overwhelmed and unfocused on the selling point.
Type 7 salespersons are enjoyable to converse with as they are known to give off good vibes and have a very optimistic outlook. Their focus on the positive also makes them hesitant in sharing the negative points, causing them to become vague in speech and preventing clients from gaining a full understanding.