| When it comes to making the sale, the most effective | | | | often more talkative, enthusiastic, or emotional. It is |
| sales people already know the importance of building | | | | important when dealing with an expressive |
| rapport, establishing trust, and building a connection with | | | | temperament to include a lot of enthusiasm in your |
| their clients and customers. It is important to establish a | | | | presentation and allow plenty of time for them to |
| friendly relationship and learn to relate to your | | | | share their ideas as well. The expressive |
| customers without being too personal. When giving a | | | | temperaments are often impulsive shoppers and can |
| sales presentation, ideally the first fifteen minutes | | | | make quick decisions concerning purchases. These |
| should be devoted to listening to your client and getting | | | | types of temperaments are frequently concerned with |
| to them. Learning about their hobbies or personal | | | | what other think of them, and may have a difficult time |
| interests can be a great way to establish common | | | | focusing during lengthy presentations. |
| ground and also help to break the ice when meeting | | | | The passive temperament is often referred to as the |
| clients for the first time. | | | | "watcher." They enjoy lengthy presentations, time to |
| Using active listening skills are one of the most | | | | make a decision, and lots of information. Introverted by |
| important aspects of building rapport and developing an | | | | nature, it is important to give the passive temperament |
| effective relationship with your potential client. In | | | | extra security and peace of mind through reassurance. |
| addition, listening to the customer talk can also give you | | | | The passive temperament is often very sensitive to |
| important insight into their temperament and give you | | | | sales pressure, and extra warm up time may be |
| direction in how to go about with the rest of the sales | | | | needed in order to establish a common ground. These |
| presentation. When it comes to dealing with customers, | | | | kinds of people do not like to make decisions, |
| there are basically four different types of personalities | | | | frequently procrastinate, and are often quite |
| and behavioral styles to keep in mind: aggressive, | | | | comfortable with the way things are. |
| expressive, passive, and analytical. Most people fall into | | | | On the other hand, the analytical temperament, or the |
| one of these categories, and knowing which | | | | "thinker" usually also prefers a more gradual |
| temperament you are dealing with can help you to | | | | presentation style and may also require more time to |
| build rapport and implement an effective sales strategy | | | | warm up and build rapport. In addition, these personality |
| that is suited to their style. | | | | types often like to research or gather more |
| The aggressive temperament is often impatient, very | | | | information prior to making a purchase and enjoy |
| busy, and has little time for your presentation. These | | | | making informed decisions. It is important when dealing |
| are your "just the facts" type of clients. You want to | | | | with this type of temperament to provide as much |
| keep your introduction and warm up very brief, be | | | | information as possible and answer all of the client's |
| very straightforward, and tell them exactly what they | | | | questions. |
| need to know. People who are more expressive are | | | | |