November 3, 2011

Decision Making part 2

As any good salesperson knows, no one likes to be sold but people like to buy. In my last blog, I mentioned the Analytical and Craftsman usually need a strong push to make any buying decision. There are many ways to accomplish this without the client feeling any pressure from the salesperson. When the salesperson can apply pressure to the client, when needed, without the client ever feeling that they are being pressured, it is a sign of a great salesperson.

There are a few ways to accomplish this. The main idea to keep in mind is that the client must never feel that the pressure to buy is being applied by the salesperson but by the circumstances involved in the buying decision. The Shopping Channel on TV does an excellent job of marketing to the Analytical and Craftsman, who make up the prime market for that show. Keep in mind that three of the main characteristics that apply to both personalities are:

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  1. a fear of loss;
  2. they prefer low or no types of risk;
  3. they are more apt to follow the rules set forth to them.


The show does three things to target these characteristics.

First, they have a countdown timer shown on the screen so the client has a short limited time period to buy the item. This places tremendous pressure on the person to take advantage of this special offer NOW!

Second, they often state that there is a limited number of items for sale, and the salesperson typically adds, “When they’re gone, they’re gone. ” Both of these sales tactics concentrate on the buyer’s major fear of loss.

Third, there is either a counter shown on the screen or the salesperson mentions how many items have already sold. And the number always grows steadily. This is done to lower the risk factor because the buyer figures that it must be a great value because so many people are buying it (Craftsman and Analytical are major followers.)

If your target market consists mainly of the Analytical and /or Craftsman, keep these points in mind as you market and sell to them.

Until next time – To all you Cs and As, don’t take any unnecessary risks!

Who am I kidding? Of course you won’t.

As any good salesperson knows, no one likes to be sold but people like to buy. In my last blog, I mentioned the Analytical and Craftsman usually need a strong push to make any buying decision. There are many ways to accomplish this without the client feeling any pressure from the salesperson. When the salesperson can apply pressure to the client, when needed, without the client ever feeling that they are being pressured, it is a sign of a great salesperson.

There are a few ways to accomplish this. The main idea to keep in mind is that the client must…

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