Personalities

Pitch Perfect – How to sell to different personality types

When is a sales pitch not a sales pitch?
Answer? When it’s been created for the wrong type of person.

We all know that everyone is different, and to create a good sales pitch you must understand the company you are pitching to, and the person on the other side of that desk.

If you look around your office, you will see a big mixture of personality types. While there are some that like a no-nonsense and upfront approach to selling, there are others that want to get to know the customer, form a relationship and then start their pitch.

Just as each salesperson is different, so is your next potential customer. So, while one is checking their watch two minutes into your pitch, there will be another that is lapping it up and eager to talk more. One will stay disappointingly quiet, and yet end up becoming your best customer, while another will chat your ear off and then go quiet when it comes to the crunch. Successful sales professionals know that changing the way they approach a pitch with each customer can have a big effect on the outcome.

But how do you know which approach is right for your next potential customer?

A good sales pitch doesn’t just happen on the day – you must do your research well in advance. If you do some work before you talk to the customer, you will be able to tailor-make your presentation, so it suits both the company and the people you are talking to.

Here are some of the ways you can research your next pitch:

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1.) Take a test:

To find out what makes your customers tick, you should investigate each personality type. The easiest way to do this is with a quick test, like our Sales Personality Quiz. It will give you an insight into how you think, how your colleagues think, and, most importantly, how your customer thinks.

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2.) Do Your Research:

Before presenting your pitch, do some research on the company, such as their latest news and developments. This will give you an idea of the company’s history and the direction it is heading in. You can find out this information by looking at the company website and searching for it on various business news sites.

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3.) Hunt down the head honcho:

Do you know who the actual decision-makers are, and who is giving final approval on a sale? Make sure you speak to someone who is the decision-maker. This can be a big issue for salespeople, but it often means you must spend time building up trust and a good relationship

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4.) Have a chat before the pitch

This could just be a relaxed meeting over a coffee, so you can ask the right questions and ensure you have the information you need to tailor-make your sales pitch. If you have done our Sales Personality Quiz you will also be looking at the customer’s body language and their way of talking, to help you decide the type of person you are pitching to.

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5.) Social Media Holds The Solution:

Check out any social media platform that you think could be useful – most people are on LinkedIn, Twitter, Instagram, or Facebook. Have a look and see what they have been up to – you could both be fans of running or support the same football team. By doing some social research you could have some good talking points to help seal the deal.

Going into a sales pitch without doing some research beforehand can mean that you fall short of the customer’s expectations. One way to research the person you are pitching to is to have a look at our Sales Personality Quiz. Answer the questions about yourself and you will see how your body language and expressions give away the type of person you are. It’s not just a bit of fun for you to do with your colleagues – soon you will be able to spot each personality type, and this means you can become an expert at creating sales pitches that suit each customer.

At PCS we create software solutions that help support each publishing department, from advertising and editorial to finance and circulation. PCS is here to support each team to become more streamlined, more efficient – and more successful.

To find out more about our range of software solutions get in touch with our team today at hello@pcs-publishing.com or call 01902 374757.

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