This week I sat through the most boring sales presentation known to man. I told the salesperson prior to the demo that I had a background on the topic, and I showed up for a demo of the product. However, the salesperson resolutely stuck to their PowerPoint, refusing to deviate even one iota. It resulted in a magnificent waste of time for both of us.
Now if you’re familiar with DISC personality profiling, I rank almost equally on D and I. I am a dominant influencer. That means I want you to get to the point quickly, and be social and friendly while you do it. The salesperson was clearly an S or a C. Someone who is Steady and/or Conscienscious (LOTS of C was certainly in there.) This personality likes to do things in a certain order, and make sure every detail is covered. We see the world in very different ways. Which is fine unless you’re a salesperson. You need to develop the ability to present information in the way a customer wants it. That’s what will help you make the sale.
And that got me to thinking about the way we present to our customers that we connect with through social media. Social networking gives us a tremendous opportunity to find out a great deal about our customers and prospects. We can observe the way they communicate, see what’s important to them, and get a good idea of what they need. This enables us to customize our presentation when it comes time to talk about what we have to offer, whether it’s the products or the opportunity. Are you watching for the signs?
Here are some things to look for as you interact with others online:
- Are their status updates typically short, or do they contain many details? (D if they get to the point, C if they contain many details)
- When you converse, does the person spend a lot of time on small talk before getting to the point, and join a lot of online groups? (I)
- Does the person complain through status updates about people he/she has met who are inattentive to details? (C)
- Is the person incredibly friendly online, with lots and lots of connections? (I)
- Does the person engage in a lot of online games? (Possibly an I)
- Does the person seem very predictable, and does not engage in much drama online? (S)
Once you understand the personality tendencies of an individual, you can better craft your sales messages in a meaningful way. For example, if you’ve determined that someone is a C, be sure to provide all the details of your product/opportunity, and how it works. If the person seems to be a D (and believe me, we’re easy to spot. We usually encourage you to get to the point quickly.), focus quickly on the way your product or opportunity meets my stated needs. Particularly if you are using some sort of media to make your presentation, you may not have the advantage of body language to tell you how your message is being received. So do your homework! It could make a lot of difference in your results.
Now I am far from an expert on personality profiling. And if you’re interested in learning more, there are many folks who specialize in this. I just find it an interesting thing to consider, based on how much we can learn about people online these days, and the dynamics involved in online communication.
What do you think? Take a minute a comment…would love to hear your thoughts! 🙂