BEST IN SALES AUDIOBOOK 2 of 6 Personality Profile and Frame of Reference

Audiobook 2 of 6 in THE PERFORMANCE SERIES – BEST IN SALES

Personality Profiles and Frame of Reference

How do you communicate with and influence customers based on their individual personality profiles? And in a sales conversation, whose frame of reference should you expand first – your own or the customer’s?

In your personal life, you interact with many different people. With some, you naturally connect and feel comfortable. Others may seem very different from you, and you may not naturally seek a closer relationship with them.

The same applies to your customer relationships. Both you and the customer can sense whether the “chemistry is right”, and this can easily influence your relationship and the business you do together. As a salesperson, you can benefit greatly from understanding different personality profiles and adapting your communication accordingly.

In this audiobook, you will learn about four different archetypes, each with its own characteristic traits. As a salesperson, you may well have an Enthusiastic profile, but most of your customers probably do not. Professional buyers, for example, may have a profile that is diametrically opposed to yours, making it more challenging to establish a natural connection.

Have you ever regretted a decision you made or an opinion you expressed in a business meeting or among friends? Have you ever changed your mind about something you were previously convinced was right? Of course you have, we all have. And so have your customers.

They have established views about what they prefer and which products or services they need or want. Unless you are simply taking orders, this is the situation you face every time you start a sales conversation.

Your job as a salesperson is therefore to influence the customer to do something they had not intended to do.

This audiobook gives you insight into why customers hold particular views and what you need to do to change those views so that they become interested in buying what you offer. You will also learn the sequence in which this needs to happen during the sales conversation.

You will learn how to:

• understand why people are different by nature and why customers respond differently
• recognize different personality profiles through their behaviour and communication
• adapt your communication to the customer you are talking to
• understand how the customer’s Frame of Reference influences the conversation
• expand the different Frames of Reference in the right sequence

Your benefit:

Better sales communication starts with understanding who is actually sitting across from you. You learn to recognize different personality profiles and adapt your communication so that you can connect more effectively – even with customers who are very different from you.

At the same time, you learn how the customer’s Frame of Reference influences the buying decision, and how you can expand it so that the customer sees new possibilities and considers solutions that were not relevant when the conversation began.

Most importantly, you learn the sequence in which the Frames of Reference need to be expanded in order to influence the customer towards a positive buying decision.

Playing time: approx. 20 minutes