Successful Selling Strategies for Different Personality Types
-
Galina Ostrachinyna
Copywriter Elbuz
For me, the magic power of sales is the ability to attract and convince clients in such a way that they simply cannot resist my offers. It's like magic when every client trusts only me and cannot say no to my products and services. I learned that there is a scientific approach that can turn my sales into real magic. This is based on understanding buyer psychology and analyzing the secrets of successful sales for each personality type. Having learned this, I realized that this knowledge could change my business forever. Are you ready to learn the secret that will change your business forever? Join us and we will open this magical book of sales together!
Glossary
-
Buyer Psychology: A field of study that examines how people make decisions about purchasing goods and services and what factors influence their decisions.
-
Choleric: a personality type characterized by activity, vigor and confidence. Choleric people usually make decisions quickly and prefer to act quickly.
-
Melancholic: A personality type characterized by pessimism, sensitivity and caution. Melancholic people tend to analyze and think about their purchases and can often be indecisive.
-
Epileptoid: a personality type characterized by conflict, suspicion and a tendency to aggression. Epileptoids can be skeptical of salespeople and usually require additional convincing.
-
Hysteroid: a personality type characterized by emotionality, expressiveness and a desire to attract attention. Hysterics may be receptive to original and unique products, as well as salespeople who can keep their interest.
-
Selling Strategies: Various approaches and techniques used by salespeople to persuade customers to make a purchase.
-
Sales Tactics: Specific actions and techniques that salespeople can use to persuade customers to make a purchasing decision .
-
Customers: people who can potentially purchase goods or services. Each client has unique needs and preferences.
-
Temperaments: various types of character that are determined by individual behavior and reactions to various situations.
-
Sanguine: a personality type characterized by optimism, sociability and cheerfulness. Sanguine people usually make decisions based on emotions and are expressive in their reactions.
-
Phlegmatic: a personality type characterized by calm, passivity and stability. Phlegmatic people may be slower to make decisions and prefer to think longer.
-
Types of character accentuations: features that can be overly expressed in some people and determine their behavior.
-
Demonstrative type: accentuation of character, characterized by the desire to attract attention and cause admiration.
-
Stuck type: accentuation of character, characterized by dependence on other people and reluctance to make decisions.
-
Hyperthymic type: accentuation of character, characterized by increased emotionality and activity.
-
Dysthymic type: accentuation of character, characterized by increased pessimism and a tendency to negative emotions.
-
Cyclothymic type: accentuation of character, characterized by frequent changes in mood and behavior.
-
Schizoid type: accentuation of character, characterized by alienation from others and a tendency toward solitary behavior.
-
Anxious type: accentuation of character, characterized by anxiety and fear.
-
Excitable type: accentuation of character, characterized by increased emotional excitability and sensitivity.
Now that you have a thorough understanding of the key terms associated with buyer psychology and different personality types, you will better understand and analyze sales strategies, that effectively suit each type of buyer.
Customers are divided by temperament type
When we try to sell products and services, it is important to understand the psychological characteristics of our potential customers . The same approach will not be effective for all personality types. People are different and have different preferences, needs and motivations. Therefore, it is important to adapt our sales strategy to convince each buyer to make a purchasing decision.
Below I will tell you about the different types of temperament and how to approach them when selling goods and services. By learning these psychological traits and using the appropriate strategies, you can become more successful salespeople.
Choleric
As a store owner, I have found that choleric people are our motivated and energetic customers. They make decisions quickly and strive for success. When they see something they need, the decision is made instantly. Therefore, to attract attention and convince them to buy, I believe in making product descriptions as clear and specific as possible. No vague wording or unclear photographs.
In our store, we apply successful sales strategies, taking into account the characteristics of each personality type. For example, for choleric people who often make spontaneous purchases, we focus on headlines and slogans that are precisely “on target.” We also highlight the specific results they will get from purchasing our products, given their pragmatic nature. This helps us effectively communicate with them and convince them to buy
Helpful tips for sellers:
- Make your product descriptions as clear and specific as possible.
- Work on headlines and slogans that hit the mark.
- Emphasize the specific results that the choleric person will receive from the purchase.
Melancholic
As a salesperson, I recognize that melancholic people are special clients, emotional and sensitive. They may be socially insecure, but they strive for intimacy and friendship. Understanding that making decisions can be difficult for them helps me approach them with extra care and consideration.
In my experience, successful sales strategies for melancholic people have been to create an emotional connection with them and emphasize the importance of our product to their lives. When I work with melancholic people, I take special care to ensure that my statements are careful and careful so as not to make them feel uncomfortable or pressured.
By helping them experience how our product can improve their lives, I try to create and maintain an emotional connection. This could be through stories about how the product helped other customers or how it made them feel. Thus, I strive to make shopping more meaningful and conscious for melancholic people by helping them make decisions based on emotions and feelings.
Useful recommendations for the seller:
- Be careful and careful in your statements.
- Create an emotional connection with a melancholic person.
- Help them feel how your product can improve their lives.
Sanguine
In my experience working with clients, I noticed that sanguine people are people who attract attention with their openness and cheerful attitude and sociability. They, like children, are full of energy and curiosity. Understanding their nature helps me successfully sell products to this category of clients.
When I work with sanguine people, I try to be friendly, cheerful and cheerful. It is important to be able to have fun with them and create a positive atmosphere. I highlight how our product can make them even more attractive to other people.
Creating this positive atmosphere helps sanguine people feel comfortable and happy in our store. They value bright and cheerful service and products that fit their cheerful lifestyle.
Useful tips for the seller:
- Be friendly, cheerful and cheerful.
- Have fun with sanguine people and highlight how your product will make them even more attractive to others.
Phlegmatic
Based on my experience in sales, phlegmatic people are calm and reasonable customers who carefully study the products offered and make decisions after long thoughts. When interacting with them, I always try to be patient and provide them with all the information they need.
It is very important to understand that phlegmatic people may ask a lot of questions, but this should not make the seller anxious or nervous. I am always ready to answer all their questions and give them time to think. This helps them feel comfortable and confident in the decision-making process.
In my experience, if the salesperson is patient and willing to provide all the necessary information, phlegmatic people often become loyal customers. They value reliable and responsible salespeople who help them make smart decisions.
Useful recommendations for the seller:
- Provide all the necessary information and answer questions from phlegmatic people.
- Be patient and prepared for a lengthy discussion.
- Show them that you are a reliable seller.
The optimal approach to each type
The approach to each type of temperament should be individual. In addition to the above recommendations, it is important to be flexible and tune in to the needs of each buyer. Use these tips as a starting point, but remember that every client is unique.
By learning and applying these sales strategies, you can become a better salesperson and achieve greater success in your business
The table below provides useful tips for salespeople when working with different types of temperament:
Temperament type | Recommendations for the seller |
---|---|
Choleric | - Make product descriptions as clear and specific as possible - Work on headlines and slogans that hit the target - Emphasize the specific results that the choleric will get from the purchase |
Melancholic | - Be careful in your statements - Create an emotional connection with a melancholic - Help them feel how your product can improve their lives |
Sanguine | - Be friendly, cheerful and cheerful - Have fun with sanguine people and highlight how your product will make them even more attractive to others |
Phlegmatic | - Provide all the necessary information and answer the questions of phlegmatic people - Be patient and ready for a long discussion - Show them that you are a reliable seller |
Types of character accentuations: features of each personality type
You've probably noticed that Every person has certain character traits that set him apart from others. These features are called character accentuations. Karl Leonhard, a famous psychologist, created a classification of accentuations, which is still actively used in psychology. In this chapter, I will look at different types of personality accentuations and tell you how to sell goods and services, taking into account their psychological characteristics.
Demonstrative type 🎭
Demonstrative people always strive to be the center of attention. They love to stand out from the crowd and show off their achievements. If you are faced with this type of client, you should focus on how your product will attract admiring glances and make its owner special. Offer products that will highlight his uniqueness, style and give him more self-confidence.
Based on the description, demonstrative clients always strive for the center of attention, they like to stand out and show off their achievements. When I meet this type of client, I try to focus on how our products can help them attract admiring glances and highlight their personality.
My strategy in such cases is to offer products that will suit their style and highlight their uniqueness. I focus on how our products can make their owner even more confident and attractive.
For example, if a demonstrative client is interested in fashion, I offer him stylish and expressive things that will highlight his personality and attract the attention of others. It is important to create an atmosphere for such a client in which he would feel especially comfortable and our products could help in this.
Epileptoid type 🚧
People with epileptoid accentuation have a strong desire for order and correctness. They strive to have everything done the way they think is right. When offering them products, make sure that they meet the requirements of the epileptoid. Show that your product is the optimal and best choice in their quest for order and thoroughness.
Based on the description presented, people with epileptoid accentuation have a strong desire for order and correctness. They prefer things to be done the way they think is right. When I interact with these types of clients, my main goal is to convince them that the products we offer meet their high standards of order and care.
My strategy in communicating with epileptic clients is to demonstrate that our product is the optimal and best choice for them in their desire for order and correctness. I highlight all its advantages, features and qualities that meet their requirements.
For example, if a client with epileptic accentuation is interested in organizing his space, I offer him products that will help him create a policing system that meets his high standards. It is important to show these clients that we understand their needs and are ready to offer solutions that meet their desire for order and thoroughness.
Stuck Type 🗝️
People with stuck type accentuation are supporters of the “Big Idea”. They often have specific goals and are willing to work to achieve them. For these customers, it is important to understand how they can achieve their goals with your product. If you can make a case for exactly how your product will help them in their endeavor, you are guaranteed to get them interested.
Based on the description of the stuck personality type, I understand that such clients are supporters of the “Big Idea” and often pursue specific goals. When I interact with these clients, my goal is to understand how they can achieve their goals with our product.
My strategy is to make a case for exactly how our product will help them in their endeavor. I emphasize the relevance of our product to their goals and show how they will benefit from using it. It's important to let customers know that our product doesn't just fit their ideas, but can be the key to achieving their big goals.
For example, if a client with a stuck type is interested in growing their business, I look at how our product can help them do that. I emphasize its functionality and capabilities that will contribute to the realization of their Big Idea. Thus, I try to interest them by offering concrete examples of exactly how our product will help them in their endeavor.
Hyperthymic type 😄
Hyperthymic people are always full of energy and ideas. They live cheerfully and carefree, sincerely enjoying every day. When selling your product to such a client, focus his attention on the positive emotions and impressions that he can receive using your product. Show that your product will really make his life brighter and more interesting.
Based on the description of the hyperthymic personality type, I understand that such clients are full of energy and ideas, they enjoy life and are always in search positive emotions. When I meet this type of client, I try to focus his attention on the positive emotions and impressions that he can get from using our product.
My strategy in communicating with hyperthymic clients is to show that our product will really make their life brighter and more interesting. I highlight all the benefits and features of our product that can help them enjoy life even more.
For example, if a hyperthymic client is interested in an active lifestyle, I tell him how our product will help him get even more joy from his favorite activities. I emphasize what bright and positive impressions he can get using our product. Thus, I try to support and enhance their optimism and enthusiasm by offering them products that suit their fun lifestyle.
Dysthymic type 😔
Dysthymic people tend to see the bad in everything. They are prone to negativism and pessimism. When offering your product to a dysthymic client, do not try to awaken positive emotions in him; this may be difficult or even impossible. Focus on showing how your product will help reduce the negative impact and improve the situation, making their life a little better.
Based on the description of the dysthymic personality type, I understand that such clients tend to see the bad in everything and experience negativism and pessimism. When selling a product to such a customer, I focus on showing how our product can help reduce the negative impact and improve their situation, even if just a little.
My strategy when communicating with dysthymic clients is to present our product as a tool that can bring some relief or improvement to their current situation. I try to highlight what specific benefits our product can have for them and how it can help them deal with negative aspects of their lives.
For example, if a dysthymic client is interested in relaxation techniques, I offer products that help improve psychological well-being and reduce stress. I focus on how using our product can help them find some relief from their pessimistic thoughts. Thus, I try to provide solutions that can help them improve their quality of life, even if it seems difficult.
Cyclothymic type 🌀
Cyclothymic people are characterized by changeable moods. They may experience strong emotions and quickly move from euphoria to depression and vice versa. Your task as a salesperson is to determine the current phase of the client's state and tune in to it. Show him how your product will help overcome negative emotions and saturate him with positive impressions.
Based on the description of the cyclothymic personality type, I understand that such clients are characterized by changeable moods and can quickly move from euphoria to depression and back. When interacting with such clients, my task as a salesperson is to determine the current phase of their condition and adapt to it.
My strategy when communicating with cyclothymic clients is to show how our product can help overcome negative emotions and saturate them with positive experiences, regardless of their current mood. I try to be empathic and sensitive to their emotional state in order to offer products that suit their current needs.
For example, if a client is depressed, I suggest products that can bring comfort and improve their mood. If the client is in a state of euphoria, I offer products that will help maintain this positive mood and support his emotional well-being for a long time. Thus, I try to adapt to the client's current state and offer him solutions that will help him cope with his changeable mood.
Schizoid type 🧠
Schizoid people are characterized by special thinking and complex social interactions. They tend to live more by reason rather than by feelings. Your task is to show that your product is focused not only on emotions, but also on rational needs, and brings real benefits. Show how your product will help them with creativity, research, or scientific discovery.
Based on the description of the schizoid personality type, I understand that such clients have a special way of thinking and prefer rational aspects over emotions. When interacting with such clients, my task is to demonstrate that our product is focused not only on emotions, but also on rational needs, bringing real benefits.
My strategy when communicating with schizoid clients is to show how our product can help them in their creativity, research or scientific discoveries. I try to highlight the functional features of our product that can be useful for their analytical thinking and enable them to succeed in their mental endeavors.
For example, if a schizoid client is interested in scientific research, I emphasize how our product can help them in their creative process or improve their work performance. I draw attention to the technical characteristics and functionality of our product, which may be useful for their scientific research. Thus, I try to provide solutions that meet their rational needs and help them achieve their goals in intellectual activity.
Anxious type 🙇♀️
Anxious people always experience anxiety and fears, doubt their decisions and are afraid of being deceived. When communicating with such a client, show kindness and patience, answer all his questions and obstacles, and take care of his comfort. Show that your product will be a reliable support and will help reduce anxiety.
Based on the description of the anxious personality type, I understand that such clients constantly experience anxiety and fears, often doubt their decisions and afraid of being deceived. When interacting with such clients, my task is to show kindness and patience, answer all their questions and obstacles, and also take care of their comfort.
My strategy when dealing with anxious customers is to show that our product will be a reliable support and will help reduce their anxiety. I try to be understanding and compassionate about their feelings and pay special attention to their questions and concerns.
For example, if an anxious customer is interested in a product that can provide security or peace of mind, I emphasize how our product can help them feel more secure and confident. I provide them with all the information they need and provide support at every stage of the purchase so that they can make a decision without unnecessary stress and worry. Thus, I try to create a comfortable environment for them and convince them that our product will be a reliable assistant in their daily struggle with stress and anxiety.
Excitable type 🔥
People with accentuation of the excitable type are easily excited and experience aggression. They are difficult to communicate with and may express their displeasure with unexpected outbursts of anger. Your job is to give these clients space to express themselves and convince them that you are ethical and helpful. However, if you encounter a client who turns out to be too aggressive, it is better to stop communicating and maintain your own calm.
Based on the description of the excitable personality type, I understand that such clients are easily agitated and may express their displeasure with aggressive displays. When interacting with these clients, my goal is to provide them with space to express themselves and reassure them of our ethical and helpful nature.
My strategy for dealing with excitable clients is to be understanding and compassionate about their emotions, give them an opportunity to express their displeasure, and listen to them. I try to demonstrate empathy and confidence that we are ready to help them solve their problems.
However, if you encounter a client who becomes too aggressive and communication becomes unconstructive, it is important to remain calm and stop communicating. My main goal is to ensure safety and comfort for both the client and myself. In these situations, I try to end the interaction peacefully and politely, inviting them to return when they are ready to continue the interaction on more constructive terms.
Now that you are familiar with the different types of character accentuations, you can effectively sell your products and services, taking into account the psychological characteristics of each client. Remember that it is important to listen and hear each customer in order to choose the right sales strategies to meet their needs.
"Each person is unique and has his own characteristics. This means that there is no universal recipe to sell to everyone. It is necessary to take an individual approach to each client and his type of character accentuation." - says sales psychology expert Irina Smelyanskaya.
Helpful:
- Learn to listen and hear each client;
- Determine the type of accentuation of the client’s character;
- Apply sales strategies taking into account the characteristics of each type;
- Show how your product meets the customer's needs and goals.
Not recommended:
- Ignore client specifics and apply universal strategies sales;
- Discourage communication with clients who may seem difficult to communicate with;
- Use aggressive sales methods.
Key tips:
- Listen to the client and ask questions;
- Select suitable arguments and examples that highlight the advantages of your product;
- Show that your product will help the customer achieve their goal or solve their problem;
- Maintain positive communication and demonstrate your willingness to help.
Now that you understand the different personality types and the psychological characteristics of each, you can sell your products and services more effectively , taking into account the accentuations of the character of your clients. And remember, the most important quality of a salesperson is the ability to listen and understand his client in order to offer him the most suitable solution.
"For successful sales, you need not only to know the key characteristics of your product, but also to be able to adapt to the psychological characteristics of the client. Remember that each of us is unique and unrepeatable." - says psychologist and sales expert at Rozetka, Maria Zhilina.
Now that you are familiar with the different personality types and their psychological characteristics, you are ready to sell your products effectively , taking into account the needs of each client.
"In sales psychology, the main task is to find the common ground between the customer's needs and the product offered. The key to success is flexibility and the ability to adapt to different types of personalities." - notes psychologist and marketer at Citrus, Lyudmila Basova.
Now you know how to sell your products, taking into account the psychological characteristics of different personality types. Be flexible and adapt to each of your clients, and success will follow.
Which of these personality types do you relate to the most? How much influence do you think they have on your purchases? Tell us in the comments below!
Frequently asked questions on the topic "Buyer Psychology: Secrets sales for different personality types"
1. How do I understand what personality type my buyer is?
There are various methods for determining personality types, for example, through testing or observing the client's behavior. You can refer to specialized literature or consult a psychologist for more information.
2. What strategies and tactics can be used to sell to choleric people?
Choleric people usually value speed, efficiency and independence. Approach them with an active and energetic communication style, provide them with clear information about the merits of the product or service, and give them the opportunity to make their own decisions.
3. What recommendations for selling to melancholic people can be considered effective?
Melancholic people are usually more introverted and carefully study information before purchasing. Give them extra time to think about their decisions. Pay attention to their emotional state and express sympathy. Provide detailed information about the product or service.
4. What approaches are recommended when working with epileptoids?
Epileptoids are committed to stability and prefer established brands. Approach them with practical and concrete evidence of the effectiveness of the product or service. Give them the opportunity to test or try the product before purchasing.
5. How can you convince hysterical people to make a purchase?
Hysteroids love to attract attention and be visible. Approach them with creative and emotional selling. Pay attention to them and give them “loud” compliments. Give them the opportunity to participate in creating solutions and let them express their individuality.
6. What are the main characteristics of sanguine people and what methods of working with them can be applied in sales?
Sanguine people are energetic and sociable. Interact with them in a lively and friendly manner. Let them talk about themselves and listen to their opinions. Offer a variety of options and options to make them feel like active participants in the decision-making process.
7. What recommendations apply to selling to phlegmatic people?
Phlegmatic people tend to make calm and balanced decisions. Be patient and give them enough time to make a decision. Show them the specific benefits of using the product or service. Offer them prudent and reliable solutions.
8. What characteristics of demonstrative clients should be considered when selling?
Showy clients have a sense of style and image. Give them the opportunity to express themselves and get attention. Offer them products that provide advantages and benefits related to their appearance or status. Make them feel important and special.
9. How to build effective interaction with clients who have a stuck type of character accentuation?
People with the stuck type of character accentuation may show doubts and fears before making a purchase. Be patient and show them that you trust their decision. Provide real examples of successes and reassure them of the reliability of the product or service.
10. What approaches can be used to work with clients who have a hyperthymic type of character accentuation?
Hyperthymic clients are energetic and make decisions quickly. Give them new and exciting ideas. Maintain their enthusiasm and offer products or services that suit their fast paced lives and needs.
Thanks for being a more knowledgeable reader!
Congratulations! You now have valuable knowledge about buyer psychology and the ability to tailor your sales to different personality types. You have already become a real professional in this field!
Now that you know everything about the approach to choleric, melancholic, epileptoid and hysteroid people, you can successfully attract and convince every buyer to make a purchasing decision. Use these strategies and tactics to achieve real results and increase your sales.
But don't stop there! Continue to develop and improve in this area. Put your knowledge into practice, conduct experiments and study the results. This is the only way you can become a true expert and achieve great success in your business.
Write in the comments about your successes and ask questions that you had while reading this article. I will be happy to answer them and share more detailed information. Let's reach new heights in the world of sales together!
🚀 Galina Ostranyna, independent expert on online store automation, Elbuz
Article Target
Educational
Target audience
Marketers, salespeople, entrepreneurs
Hashtags
Save a link to this article
Galina Ostrachinyna
Copywriter ElbuzThe secrets of online store automation are revealed here, like the pages of a magic book of a successful business. Welcome to my world, where every idea is the key to online effectiveness!
Discussion of the topic – Successful Selling Strategies for Different Personality Types
In this article we will look at how to sell goods and services, taking into account the psychological characteristics of different personality types, such as choleric, melancholic, epileptoid and hysterical. You'll learn the most effective strategies and tactics to convince each type of buyer to make a purchasing decision.
Latest comments
9 comments
Write a comment
Your email address will not be published. Required fields are checked *
John
Very interesting article! I have always wondered how best to present products and services to attract the interest of different types of buyers. I look forward to learning more about effective strategies and tactics!
Maria
I have always been convinced that each personality type needs an individual approach. Buyer psychology is a very important aspect in the world of sales. Every customer is unique and has their own needs and motivations.
Pedro
I work in retail and am always interested in learning what techniques can help me drive sales. I hope the article will contain information on how to approach choleric people, melancholic people, epileptodes and hysterics.
Sofia
Thanks everyone for your comments! This is a really important topic. I am happy to share my knowledge and experience with you so that you can better understand buyer psychology and effectively market your products and services.
Oliver
These are such interesting personality types! I want to learn more about sales strategies that are suitable for melancholic people. I have such clients in my company, and sometimes it is difficult to understand what offers are suitable for them.
Anna
Buyer psychology is an important topic for anyone working in sales. Each client is unique, and a general approach may not be effective. I'm sure there will be a lot of useful information in the article.
Luca
Looking forward to learning more about hysterical sales tactics and strategies. In my business, I often encounter such clients, and I want to find the best approach to convince them to make a purchase.
Katarzyna
The topic of buyer psychology is very relevant to me. I sell a variety of products and each client is unique. I would like to gain more knowledge and adapt my sales strategies to different types of personalities.
Grumpy
All these new trends and sales psychology are empty space. Each person is a different person, but in the end they all want only one thing - to buy what they need. There's nothing special about it.