- How do you know what you can do?
- Sympathy in the sales pitch: The chemistry must be right
- Communication and cooperation: Put on the right glasses
- A question of psychology: authoritarian or relationship type?
- Personalities in the sale: similarities and anti-types
- Self-knowledge is the first way to success
- Top books on the subject
- Read text as PDF
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How do you know what you can do?
Imagine the following situation in sales. A colleague of yours who has taken over another area has given you an important one customers "inherited". You are looking forward to your first visit to this customer, because your colleague has raved about the good cooperation based on partnership.
And then the unexpected: you meet this person for the first time and you don't get along with him at all. He gets straight to the point, intimidating you with his authoritarianism Behavior and slams his Ask around your ears, you could hardly exchange a few kind words. You don't even know if he is Family has or what hobbies he likes to pursue. Instead this is Conversation finished after half an hour and you're sitting in your car at a loss. With whom should one be able to work in partnership?
Sympathy in the sales pitch: The chemistry must be right
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As you read this example, this one is yours Customer actually not unsympathetic? Rather, you have the feeling that you would get along with him just fine? Then imagine the other extreme. You're visiting this customer for the first time and they just don't get down to business.
Instead, he even asks you about your family! You think you can't hear properly. After all, that's what this is about Business, not about you privacy. Finally you can about that Shop talk - but your customer doesn't seem to be really interested in your product. He doesn't even ask about the price or any discounts or additional services.
Communication and cooperation: Put on the right glasses
Do you know such situations? You don't come with a customer at all clear, while another colleague has a really good rapport with him. Conversely, there are people with whom you are immediately on the same wavelength. Why is it that there is chemistry between some people and not between others? Often in the first three minutes of an encounter it is already decided whether we will get along with another person or not.
You can learn to behave in the first three minutes so that your interlocutor understands and accepts you. It does not have to be a miracle! All you have to do is put on another "pair of glasses".
A question of psychology: authoritarian or relationship type?
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Let's go back to the examples: Seen through the new glasses, the customer in the first example was a so-called red guy and you were a green guy. The authoritarian Red thinks and acts result-oriented. He comes fast down to business and wants to use his time effectively. Personal “chatter” gets on his nerves. In the second example, it was exactly the opposite: you yourself took over the position of the red guy and your customer was a green guy in this case. Green is a relationship type. He wants to build trust in the person he is talking to before doing business with one another - and that takes time.
In reality there are of course more than two different personality types. Everyone gets along best with those who are most like them. If you share ways of thinking and behaving with someone, you can quickly find a common denominator for a good conversation. And the other way around: If you meet your "anti-type", you often see no way for a successful and satisfactory conversation.
Personalities in the sale: similarities and anti-types
You will then not be able to use the advantages that the individual personality types offer you as a manager or salesperson. For day-to-day work, this means that potential new customers or committed ones Employees get lost because the chemistry between you isn't right. And in concrete terms, this means that you are doing without business and Money! But how do you win customers and employees that you would have broken your teeth with in the past?
If you know yourself and know how to perceive yourself and your fellow human beings and how they perceive you, you will realize why you can not cope with some people. And you can deliberately think about what you want to change.
Self-knowledge is the first way to success
Do not worry! It's not about questioning your entire behavior and changing your personality completely! The point is that you expand your options for action. Where you have reached the limits and could not keep up with your behavior, you should now get a free ride!
This gives you the key to your future Success even in the Hand: Stop looking at your customers through your glasses and put them on! If you consistently apply this principle, you will expand your horizons immensely. When you share your customers and employees with others Eyes see, you can behave differently towards them. Because then you can understand and respect their behavior. As a result, you will respond better and more individually to others and be more persuasive to do what you want.
Top books on the subject
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