If you relate with every customer in the same way, you will lose out on many opportunities as their will be a void communicating with certain personality types. If you learn how to communicate effectively with all personality types, however, you conceivably will have the potential to establish a working relationship with most of them. This is something that many of us know, yet during “live” situations we seem to forget.
People vs. Process
Some of your potential clients are all about the person. They often have little interest with the way in which things are done. They want to communicate with you. They need to understand what you’re about and are interested in learning how you interact with others. They formulate an opinion based on a feeling that they get from speaking with you, even if that opinion remains at an unconscious level. They often make decisions based on “gut instincts,” including when it comes a decision about where to price their home and with whom to list.
The Home Selling Process
Others are much more interested in the process. They don’t give much thought about general feelings when it comes to hiring you. They are interested in learning how you plan on getting from point A to point B. What are you going to do to market their home? What is your strategy on finding buyers? They want all the details and when you talk with them about pricing, you better have in-depth statistics to substantiate your recommendations. They are methodical decision makers, and won’t make one until they’ve had the opportunity to analyze all the facts.
The Art
Communicating with a “people person” or one who is more interested in the process is not so difficult if you are one or the other yourself. The challenge of course occurs when that is not the case. Most of us, even successful salespeople, are not both. Communicating with one who is the opposite of you takes, for lack of a better term, patience and is an art form. Learning how to do so is an attribute that places you at the upper echelon of your craft.
Which personality type presents the biggest challenge for you?
