To communicate effectively with other people

Motivators analyticals have all of this research and

Info icon This preview shows pages 1–3. Sign up to view the full content.

Image of page 1

Info icon This preview has intentionally blurred sections. Sign up to view the full version.

Analyticals have all of this research and knowledge, yet generally have no one to share it with! Analytical people rarely partner with other analytical people. So they do all this research on a product and their partner could care less about their efforts. Here is an opportunity for you to be the one who cares! Simply ask them, “What have you learned?” or “Where have you shopped?” They will be thrilled that you asked and will start sharing everything they know. This is where the line “Tell me about…” is so powerful. We can learn a lot about our products and our competition by simply asking the Analytical shopper a few pertinent questions and their opinions. Remember: Asking someone’s opinion is considered the silent compliment. The Belonging (or Relater) Personality Type Many times this personality is referred to as the “Relater.” Relaters/Belonging types have a strong need to feel part of a group. I like to use the “my” test on this personality type. This means when a customer refers to “my accountant,” “my doctor,” “my garage,” “my electrician,” “my lawyer,” or “my store,” your store becomes part of their network. These people are usually three calls away from getting anything they want. They always know someone who knows someone who knows someone –- the classic example of “three degrees of separation.” How to Deal with the Belonging Type The reason we refer to this shopper as the “Belonging Type” is because they take an ownership position in anything they do. The easiest way to sell to this personality type is to simply ask them, “What is your opinion of this product and do you think we should carry it?” Their response might be something like, “I think it looks good and I think you should carry it. I might like something like that. Let me see it.” The bottom line is to include them in any way you possibly can, because they want to feel a part of the decision making process. One word of caution: The Belonging Type of customer can come into the store when the owner is not there and report back to the owner if someone isn’t doing their job. On the plus side, they are wonderful customers to have and a sensational source of never-ending referrals. Remember: Inclusion is the name of the game with the Belonging customer. The Socializer Socializers are exactly as the name implies. They are outgoing, love to talk and love to make new friends. The Socializer wants to build a relationship with people who work in the store. This personality type places likeability as one of the most important buying criteria. If they don’t like you they are not going to do business with you. The most important thing to the Socializer is to build friendships. If you talk to them like an Analytical personality, with facts and figures, they will shut right down.
Image of page 2
Image of page 3
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern