Psychology of the showroom reveals four types of salespeople |
THE FREE SPIRIT |
THE NEGOTIATOR |
THE PERFECTIONIST |
THE DIPLOMAT |
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THERE ARE FOUR TYPES of personality that trade partners most often adopt when dealing with customers , according to a new whitepaper which aims to give the window and door industry an insight into the psychology of the showroom .
The Negotiator , The Free Spirit , The Perfectionist and The Diplomat have been identified in The DNA of the Showroom , published by Origin , alongside the UK ’ s leading sales psychologist , Bryan McCrae . The whitepaper aims to help door and window showrooms boost their profits by giving them a better understanding of their own sales styles , strengths and weaknesses , as well as
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how to interact with different customers .
Bryan McCrae , the UK ’ s leading sales psychologist , said : “ We ’ ve all come across people that we easily ‘ click ’ with and others that take a little more time to warm to . It ’ s the same when selling . By applying a specific model involving different personality types to the showroom , as other industries have with great success , we aim to give salespeople a few tips that will help them better engage with customers and ultimately increase sales .”
Ben Brocklesby , Sales and Marketing Director at Origin , said : “ We have found that showroom retail staff are likely
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to be one of four personality types , with a set of characteristics that , when identified , improve the flow of conversations with customers and , in turn , drive sales .”
Beginning with a set of questions about approaching customers , the DNA of the Showroom follows a three-step process to help identify which salesperson personality type our trade partners best fit into .
The Negotiator - An assertive , confident salesperson who takes control from the outset and will often lead the conversation with customers . The Negotiator means business .
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The Free Spirit - Driven by innovation and ideas , this salesperson is enthusiastic and knowledgeable , but often expects the customer to distinctively to make the ultimate decision .
The Perfectionist - Methodical and organised , with a love of simplicity and perfection . This salesperson works hard to ensure that his bi-fold doors and windows are finger-print and smear free .
The Diplomat - He or she will avoid any conflict at all cost . Diplomatic , thoughtful and amiable , this salesperson aims to please by making consensus decisions .
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