Wednesday "What/Why/How" – Personalities for Business Q&A: Dominant Personalities

Q: If you are a naturally dominant personality how should you sell to another dominant personality?

A: Reds will most often butt heads with other Reds. If you are a Red and trying to sell to another Red, you have to decide early in the game to let them “win” in whatever ways you can. Let them be right. Let them have the ideas. Let them maintain control. There is often a power struggle when two Red are at the same table. So if you want to win the sale, let them win the game. Also, search for common ground. If you can establish a common goal, the two of you can end up on the figurative team rather than playing the power game. Demonstrate clearly how your product/service will meet their needs, increase productivity, and prove to be a good value.