There is no such thing as a foolproof, one-size-fits-all sales strategy that works on every prospect.
Every potential customer has their own unique set of circumstances that motivates them to seek a solution for their pain.
The good news is that all of your dream customers fall into 1 of 4 categories of sales prospect personality types.
These personality types represent a decision-making style and a core set of traits.
Familiarize yourself with these 4 types of sales prospects so that you can make selling a breeze.
The 4 Types of Sales Prospects
Spontaneous prospects are those who decide quickly based on a few key factors that matter most to them. When they are engaging with others, they want to cut through the unnecessary formalities and get to the point. These prospects know what they want. All they want from you is confirmation that they can get it from you and your business.
Spontaneous Personality Traits
Spontaneous prospects are straightforward and sometimes impatient. These individuals value professionalism, but they don’t want to waste their time with someone who hesitates to get to the facts.These prospects are confident, and they respect salespeople who can match their energy.
How to Sell to Spontaneous Prospects
- Always provide accurate information to Spontaneous prospects. It’s better to admit that you don’t know something, with a promise that you’ll follow up later with the answer, than it is to fudge the details.
- Be efficient during your time with Spontaneous prospects. They’re not interested in overly friendly interactions.
- Impress Spontaneous prospects with details about how your solution will solve their problem.
- Long, drawn out conversations will feel like a waste of time to Spontaneous prospects. Keep things short and to the point.
Methodical prospects move a little slower through their decision-making process. They enjoy getting to the facts as much as they enjoy building rapport. These prospects are great listeners who value a guided experience as they consider their options.
Methodical Personality Traits
These warm and thoughtful prospects value your expertise. Put them at ease with a mix of details about your solution and case studies that help them understand how other people have benefitted from it. Keep your conversations laid back and share a little personal information to help Methodical prospects get to know you better.
How to Sell to Methodical Prospects
- Behave like an expert guide and walk them through the process with patience.
- Build rapport with Methodical prospects so that they will feel comfortable with you.
- Share the details of case studies with these prospects so they get a feel for what it’s like to be one of your customers.
- Help them visualize how your solution can improve their life.
Humanistic types are driven by their emotional connection to people and things. When they are considering a purchase, they want to know about the experiences other people have had with the same solution. Case studies, word of mouth, and reviews are very influential in the decision-making process of these prospects. When they are interacting with salespeople, they want to know about those anecdotes that will help them imagine how your offer may solve their problems.
Humanistic Personality Traits
Humanistic types are outgoing, expressive individuals who want to feel a connection with you. They are interested in how your company treats its employees as much as how its current customers feel about you. Humanistic prospects consider the broader implications of what it means to purchase from you.
How to Sell to Humanistic Prospects
- Focus on developing a relationship with these prospects. The more they learn about you, the more they will like you and feel comfortable placing their trust in you.
- Share details about how your business treats the people within it and the surrounding community. These stories matter to Humanistic prospects.
- Highlight your case studies. Your happy customers are your best salespeople for winning business with Humanistic prospects.
- Ask questions that help Humanistic prospects envision how it will feel to get the outcome they desire with your solution.
Logical types are most concerned with the facts and fine details about your offer. The more details they can get, the better. These prospects are natural researchers, and they will do their homework well before meeting with you.
These types want to go over your offer and your business with a fine-tooth comb before they feel comfortable making a purchase. They may take longer to buy than the other personality types, but when they have committed to purchasing your solution, they are unlikely to be unsatisfied with that decision.
Local Personality Traits
These prospects have a direct conversational style that may feel formal. They are good listeners who are eager to get their questions answered. Be comfortable answering the same questions from different angles. Logical prospects like to make sure all their bases are covered.
How to Sell to Logical Prospects
- Be prepared to take a little longer to close the deal with these prospects, who need enough time to get the answers to their questions.
- Speak plainly about the benefits of your offer. Outlandish claims are a turn off for Logical prospects.
- Don’t be afraid to go deep into the details of your offer. Logical prospects will hang on every word.
- Be warm in your interactions, but avoid appearing disingenuous. Logical prospects will trust you more if you keep the emphasis on the facts rather than on being a smooth salesperson.
Learning more about these 4 personality types will help you provide your prospects with the right information they need at the right time, so that they make a smooth transition into a customer.
6 Signs That Your Prospect Isn’t Ready to Convert
Despite your best efforts, you will encounter prospects who just aren’t ready to make the buying decision. This is why it’s so important to qualify prospects so that you know when it’s worth it to continue with the sales conversation, and when it’s best to put it on hold.
Any prospect can display one or more of these signs no matter their personality type. These signs are conditional and could change in the future.
Remember, disqualifying a poor fit prospect is ultimately a good thing because it saves you time and money. It can also build trust between you and the prospect when they realize you are more interested in closing the deal with integrity by ensuring they are making an informed decision, than you are with closing a deal for your own sake.
1. They’ve got it all figured out
The internet makes it so easy for your prospect to educate themselves on various product and service options that might solve their problems. This is a great opportunity for businesses that excel at creating good, educational content to stand out in the marketplace. The downside is that some prospects feel so knowledgeable about their problems and the available solutions that they have difficulty accepting when they don’t have enough information, or when their perception is wrong. This type of stance makes it hard for you to do your job during the sales process. When you’re dealing with prospects like this, it’s best to redirect the conversation to the experience they can expect with your product versus another outcome.
2. They haven’t done their homework
On the other side of the spectrum, there are prospects who are a little too easygoing about their purchases. Not only do they lack enough information about the solutions that are available to them, they are not 100% clear on what problem they are trying to solve. Prospects like these are interested in relief, but they need more time and more education before they can make a purchase. Spend more time in conversation with them until it’s clear that they have a better understanding of what it is they truly need.
3. They’re in a hurry
In a fast-paced, modern society, most people are busier than ever. But if your prospect is too busy to give enough attention to the consideration of your offer, take caution. Inattentive, chronically busy prospects who make a purchase may do so without having all the information they need to be satisfied with their decision. This can cause problems for your business in the future if a disgruntled customer decides to bad mouth your team. It’s better to follow up with these prospects when they can digest the information you’re sharing with them than to encourage them to leap before they look.
4. They’ve got FOMO
Fear Of Missing Out is a phenomenon that happens when someone is afraid to miss out on an opportunity, or when they are afraid of making the wrong choice. You will encounter prospects who express a high level of interest in your offer, yet they hesitate to buy because of a nagging feeling that they may miss out on a better deal. You can attempt to dispel these fears by emphasizing how wonderful it will feel to experience the relief your prospect has been searching for all this time. If they are still unconvinced, follow up with them later to ask if they found a solution that they felt comfortable buying. If not, you may be able to convince them to stop wasting time and buy your offer.
5. They procrastinate
Similar to the prospects with FOMO, there are prospects who are afraid of commitment because of lingering concerns about your offer. If these people are willing to continue the conversation with you, there is an opportunity to help them overcome the procrastination by providing the answers to their objections. But if they keep putting off a chance to talk, it’s best to move on to a prospect who is more confident in their decision.
6. They’re thrifty
Nearly all of your prospects will want to save as much money as possible on finding a solution to their problem. However, there is a certain prospect who is so concerned with saving money that they will settle for an inferior solution if it means they can spend less money on it. No matter how wonderful your product or service is, you won’t be able to win over this prospect unless you’re willing to compromise on the price.
Using the BANT System of Qualification
You can pick up a lot about how your prospect is feeling about your business and your offer by paying attention and trusting your gut. However, you need a tried and tested process for qualifying your prospect that goes beyond your perception. Your prospects are only human, and so are you. It’s possible to misread a circumstance and miss out on a sales opportunity.
There are various sales qualification methods you can use, but the BANT method is one of the most straightforward ways to vet your prospects.
Let’s explore the meaning behind the BANT acronym:
1.Budget – Does your prospect’s budget fit the price point of your offer? If your prospect doesn’t have the ability to make the purchase without strain, it’s best for both of you to hold off on moving forward.
2.Authority – Does your prospect have the final say in the buying decision? If not, it’s important to get connected with the person in your prospect’s company who has the final say. If that isn’t possible, your prospect isn’t ready to move forward with a sales conversation.
3.Need – Does your prospect actually need what you’re selling? Or are you pursuing a poor-fit?
4.Time – If your offer is time-sensitive, a slow-decision maker isn’t someone you should prioritize.
By using these 4 factors to assess your prospects, you will be able to have a better understanding of what they need to hear from you during the sales process. Prospects who have an easy time relating to you will find it easier to trust you, which goes a long way in closing the deal.
Remember, if you find reasons to disqualify a prospect, that doesn’t necessarily mean you should cease all communication with them. Circumstances change, and it’s possible that they will be ready to buy from you in the future. Make a commitment to solidifying your relationship with your potential customers by sending them useful information on a regular basis. When the time is right, they’ll know who to turn to for the solution they need.
Effective selling begins with knowing your potential customer types so that you can communicate with them in a meaningful way. Develop an understanding of the 4 sales prospect types and you’ll have a great foundation for engaging with prospects to determine whether they’re ready to have a sales conversation. And if you want to take your sales campaigns to the next level, use the Datanyze chrome extension. Sign up now to build a list of high-quality, ethically sourced leads and get the insights you need to have an edge.