The buyer personality will help sales person to determine what kind of presentation need to be prepared or present during the presentation stage. Right presentation will definitely increase the changes of closing. But how to ensure sales person doing the right presentation to the buyer? One can consider to know the personality of your buyer before you start your presentation.
Based on the research, we can categories buyer personality into 5 different type:
1. Appetatic Buyer
The are the buyer that you want to avoid, they are one out of twenty buyer demonstrate this kind of behavior. When you face this buyer, they will always mentioned that your products are too expensive. After you have given them discount say another 50% discount, this customer will still saying it is expensive. Even you give them extremely low price, they are still saying your product is too expensive. Our advise to you is to quietly and find a creative and polite way to leave this kind of customers.
2. Self Actualizing Buyer
This are the buyer who knows exactly what they want. They are very clear about their requirements, pricing and term. Once your product is able to meet those requirements, they will automatically buy from you. They are about 5% of our buyer are in this category, so make sure you can fulfill their need so you will get the order in the shortest possible time.
3. Analytical Buyer
There are buyer who are care about numbers and facts more than anything else. They want you to show them figures, statistics etc so that they are convinced. For this kind of buyer, the sales person need to prepare extra presentation material based on numbers and facts. You should over prepared the presentation that shown you have done all the preparation about the facts and figures.
4. Relationship Buyer
If analytical buyer only interested on your presentation that show numbers and facts, the relationship buyers are more interested in talking to you as a person. Presentation are only the medium for him to talk to you more and to understand about you and also your company. If the anlytical buyer only spent 45 minutes for the presentation, the relationship buyer will have to spend more than 2 hours for the presentation. Understand this personality will help you to know that you need more stamina to talk and discuss topic sometime which are not relevant to your presentation.
5. Entrepreneur Buyer
Entrepreneur buyer are practical buyer, they look at the comparison of all alternative products that present to them and make logical comparison. They always make sure that their buying decision are fulfilling the company goals and objectives. Further to this, the decision are consistent with the entrepreneur decision. Some indicator they use are ROI, Saving, etc
Based on the above buyer behavior, it is very important for the seller to explore their buyer behavior and make the necessary changes during the presentation. Creative way of making presentation will help seller getting closing faster and easier.