| The buyer personality will help sales person to | | | | they are convinced. For this kind of buyer, the |
| determine what kind of presentation need to be | | | | sales person need to prepare extra presentation |
| prepared or present during the presentation stage. | | | | material based on numbers and facts. You should |
| Right presentation will definitely increase the | | | | over prepared the presentation that shown you |
| changes of closing. But how to ensure sales | | | | have done all the preparation about the facts and |
| person doing the right presentation to the buyer? | | | | figures. |
| One can consider to know the personality of your | | | | 4. Relationship Buyer |
| buyer before you start your presentation. | | | | If analytical buyer only interested on your |
| Based on the research, we can categories buyer | | | | presentation that show numbers and facts, the |
| personality into 5 different type: | | | | relationship buyers are more interested in talking |
| 1. Appetatic Buyer | | | | to you as a person. Presentation are only the |
| The are the buyer that you want to avoid, they | | | | medium for him to talk to you more and to |
| are one out of twenty buyer demonstrate this | | | | understand about you and also your company. If |
| kind of behavior. When you face this buyer, they | | | | the anlytical buyer only spent 45 minutes for the |
| will always mentioned that your products are too | | | | presentation, the relationship buyer will have to |
| expensive. After you have given them discount | | | | spend more than 2 hours for the presentation. |
| say another 50% discount, this customer will still | | | | Understand this personality will help you to know |
| saying it is expensive. Even you give them | | | | that you need more stamina to talk and discuss |
| extremely low price, they are still saying your | | | | topic sometime which are not relevant to your |
| product is too expensive. Our advise to you is to | | | | presentation. |
| quietly and find a creative and polite way to leave | | | | 5. Entrepreneur Buyer |
| this kind of customers. | | | | Entrepreneur buyer are practical buyer, they look |
| 2. Self Actualizing Buyer | | | | at the comparison of all alternative products that |
| This are the buyer who knows exactly what they | | | | present to them and make logical comparison. |
| want. They are very clear about their | | | | They always make sure that their buying decision |
| requirements, pricing and term. Once your product | | | | are fulfilling the company goals and objectives. |
| is able to meet those requirements, they will | | | | Further to this, the decision are consistent with |
| automatically buy from you. They are about 5% | | | | the entrepreneur decision. Some indicator they |
| of our buyer are in this category, so make sure | | | | use are ROI, Saving, etc |
| you can fulfill their need so you will get the order | | | | Based on the above buyer behavior, it is very |
| in the shortest possible time. | | | | important for the seller to explore their buyer |
| 3. Analytical Buyer | | | | behavior and make the necessary changes during |
| There are buyer who are care about numbers | | | | the presentation. Creative way of making |
| and facts more than anything else. They want | | | | presentation will help seller getting closing faster |
| you to show them figures, statistics etc so that | | | | and easier. |