During a recent sales training workshop I conducted, we discussed the various personality styles and how they affected a person’s sales efforts. One style that is common in sales that require technical expertise is that of the critical thinker.
These analytical individuals love data and details and usually prepare extensively for important sales calls and meetings. Once they are face-to-face with their prospect or customer, their typical approach is to dump all that research and information on the other person.
However, they usually end the sales dialogue by saying something such as, “So, Mrs. Smith, I’ve given you all the information and specs on the nine new products we’re launching later this month. I’ll leave that with you, but if you have any questions, let me know.”
Then they leave the customer’s office and wait patiently for a return call or an order. However, Mr. or Ms. Critical Thinker, that is not asking for the sale.
Yes, I know it sounds like it in your mind, but you haven’t actually asked the other person to make a buying decision. You see, all you have really done is give your contact the details and information.
I know that constitutes asking for the sale in your eyes, but unless your customer is also a critical thinker like you, they probably won’t even read through those details. Shocking isn’t it? I mean how can they possibly ignore all of that great data?
Too much detail?