Wednesday "What/Why/How" – Personalities for Business Q&A: Selling to Different Personalities

Q: Once you determine the personality or color of a prospective client, how do you alter or modify you sales pitch based on that color. Example, I sell custom cosmetics. How would you sell this item differently to each of the four colors?

 A: Great question! To sell effectively, you have to demonstrate the value that you provide. But to demonstrate value, you must understand what specifically your client values most. Take a look at what tends to matter most to each personality type. And cosmetics is a great example. If you are selling to a Yellow, show them dramatic color combinations and techniques for drawing attention to specific attributes like eyes, cheekbones or lips. For Blues, focus more on the quality of the product itself, how it’s made, and the guarantee that you offer. With Reds, show them the value by demonstrating how much time – and money – you can save them. For Greens, show them why your products are quick and easy and how you make make-up simple. The trick is to think about each client and why they would love your product….and it may not always be the thing you love most about it. The sales section of the book Personalities for Business goes into much more detail, and if you want even more just wait until the Personalities for Business Workbook Series comes out this fall!