Selling can gift us with many challenges, and the Thinker Buyer Type presents us with one of the most difficult. There are many subtleties which set the Thinker Buyer Type apart from the other buyer types and if you miss with a Thinker, you may never get other chance. The inquire is: How do you sell to the Thinker without manufacture any mistakes? This article will give you some ideas.
5 Areas to pay attentiveness to when selling to a Thinker
1) Get down to business - The Thinker is regularly not very open with personal facts and is regularly not comfortable with small talk. Most Thinkers like to get down to enterprise quickly. You can try to build a tiny rapport in the starting and at assorted times during your visit, but make it brief and, if the Thinker doesn't open up at all, stick strictly to business.
2) Slow down and be specific - The Thinker takes in facts slowly, assimilating each new piece of facts with the ones before it. He is adding things up in his head, keeping track of things. The Thinker is also finding for specifics. He likes to add specific numbers and ideas, not normal numbers or abstract ideas. If you do your presentation rapid fire and use generalities, you'll alienate the Thinker quickly. Your presentations should be very specific with proof to back all things up. If you don't know all the details, and can't speak the language, you best have technical habitancy who do. What to do and what not to do when presenting to a Thinker:
o Use a slow pace.
o furnish lots of backup facts and proof.
o Use detail.
o Focus on the logical reasons to move ahead.
o Be prepared. We're not saying you shouldn't be prepared for other buyer types, but Thinkers can pick you to pieces on details. With a Thinker, you need to be able to acknowledge every conceivable question.
o Use technical language, but be sure they understand what you are saying, and you understand what they are saying.
o Be specific with numbers and facts and ensure they are correct.
o Compliment the Thinker's knowledge level. Talk to them as though they know more than you do.
o Don't give generalizations or ballpark numbers.
o Don't overstate or exaggerate. Thinkers like exact data; they don't like over adornment or "gray areas."
3) Point out your weaknesses - All products and services have strengths and weaknesses. Cover your strengths, obviously, but you also need to point out the weaknesses. Why? Thinkers will find them. They read the study manuals, go on-line and read about your goods the pluses and minuses. If you don't point out something and they find it after the fact, and most Thinkers will find it, it's then a lie by omission, you will never do enterprise with that person again.
4) Don't push for a quick decision - Thinkers need time to think and to Ant. Eject and analyze all the facts you've given them. Make sure you do ask them what they need to make a decision and make sure they have it, but don't push, most Thinkers don't want to make an immediate decision with you sitting in front of them. You will need to be religious and specific with result up.
5) Watch what gifts you give to Thinkers - Many times no gift is the way to go. Most Thinkers quantify all things and if you get them a nice gift for an assurance course for example, they'll infer the cost of the gift and think they paid too much. The most important thing to a Thinker is that you do your job. If the goods you sell is very expensive, a gift may be in order, just make sure you don't go overboard in this department with a Thinker.
