To communicate effectively with other people

Motivators analyticals have all of this research and

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Motivators
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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.
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