Are you decisive, determined and competitive by nature? When someone gives you a challenge, do you find yourself rising to the occasion? Do people count on you to make things happen and hit your numbers?
If so, your personality style is likely that of a "Driver."
Remember, there's no right or wrong personality style. Successful people are in each of the four styles (Analytical, Driver, Amiable and Expressive), but in general they're successful because they use the unique traits associated with their personality style to produce results.
What are the implications if you're a Driver salesperson?
Well, you probably enjoy getting the results moreso than the process you use to get them, so your thinking will be more independent. You may find yourself obsessed by getting the job done and assuming what your client's needs are, rather than taking the time to find out exactly what they are. Said another way, you'll tend to move the sales process along strongly, assuming that your clients will fall in line and eventually place the order.
If you're successul, which you often are, your clients will sometimes have buyer's remorse because they weren't fully heard during the sales process. Or it's possible that a sale that has appeared to be going well will suddenly disappear off the radar, and your clients suddenly stop returning your phone calls for no apparent reason.
In a word, your personality tends to be more dominating, and people react to that by avoiding situations in which they perceive outside pressure or force.
You'll also be more likely to ask for the sale too soon so you can move on to the next one. Keep in mind that this can be quite off-putting for some people.
So you need to watch yourself more, and make sure to check in with people, asking lots of questions to make sure they're entirely comfortable with your recommendations before proceeding to the close. After the sale, you must talke some time for follow up as well, to re-cement the sale and make sure your clients are satisfied with their decision.
To sum things up, just be responsible for your desire to get to the goal, and make sure that your clients are on the same page as you are.
(Reminder: In the weeks to come, we're also going to explore how successful salespeople "match and mirror" their clients when they interact. This will most particularly benefit the Driver.)
Next week: The "Amiable."
Send any questions, comments, stories, or sales problems to
dan@optimumbizdev.com, and I'll personally send you a response!
LAST WEEK'S HOMEWORK: If you're an Analytical, did you catch yourself deliberating and making sure all your i's were dotted and your t's were crossed? If you're not analytical, did you notice people who are?
THIS WEEK'S HOMEWORK: If you're a Driver, notice how hard it is not to be someone so goal-focused! If you're not, find people who are and try to see the world through their eyes.
Please take a minute and let me know how you're doing out there. How have these tips been helping you?
