Over the past three months I have been taking a Marketing course in Business Development that has trained me in sales, specifically managing and obtaining strategic accounts. Projects in which I garnered techniques and strategies for obtaining accounts included a global cultural project and a Key Account Manager (KAM) strategic account plan. The foundation of each project however, required in depth communication and an analysis of the company and its employees. In order to be successful at this, I realized that the ability to identify and communicate with different personality types and different cultures was essential. Thus, the most significant knowledge that I have obtained was to research the cultural background of the client and next, utilize the following personality style characteristics in order to make the product or service appealing to them; after all no two people are the same and therefore, it is essential to satisfy each client’s needs if you want to be successful. The most significant and impacting project that I did was my global cultural project, here my group and I examined business practices in Iran. Upon utilizing the basic culturally acceptable practices, I realized culture and personal styles go hand in hand.
In order to increase your ability to close a sale, it is necessary to be able to adapt your personal style to that of your client. Once you have met the initial cultural expectations in terms of greetings and basic culturally acceptable practices, categorizing the client into one of the following, will enable you to adapt your sales approach to be more appealing to them. The following are four typical personality styles:
The Thinker: This person values logic, ideas and systematic inquiry. This individual is generally very neat and dresses rather conservatively. Therefore in order to be more appealing, you should present the facts of your service or product in a logical manner, and should you not close the deal on the spot, then encourage them to “think it over”.
The Intuitor: This individual values ideas, innovation , theory and concepts, and can be identified by their rumpled attire and any abstract art adorning their office walls. Therefore, when appealing your product or service to them, it is essential to demonstrate the purchase according to buyer’s big picture or objectives. Moreover, when closing a deal be sure to make the buyer aware of how time sensitive the purchase is.
The Feeler: This individual is sensitive towards people and therefore, it is essential to demonstrate the impact your proposal has on people. It is easy to identify feelers, they typically dress in current or informal styles and generally they will have mementos and photos adorning their office. Finally, to make your proposal more appealing, you should be more EXCITED and appeal to the individuals emotions.
The Sensor: Individuals with this personality value action, thus, to make your presentation more persuasive, be specific and to the point. These individuals are typically associated with desks that are chaotic and rather a mess, while their attire is generally more casual and relaxed work clothes (no jacket, loose tie etc.) .
Taking this course and learning how to appeal to different cultures and identify and adapt to different personality types has provided me with sales skills that enable me to obtain customers’ trust. This is evident, as I utilized these skills at my new sales job at a jewelry store, where my manager was impressed and complimented my approach in dealing with customers. Thus, i believe that my new skills are an asset in the sales industry.
For more information on business practices in Iran, click on the link below: