As professionals building strong merchant portfolios, you know preparation is paramount. You have a business plan, short- and long-term goals and action steps written down. You have objectives for each workday and for each appointment. Before each sales call, you make sure your industry knowledge is updated, gain mastery of your own products and services, research your targeted verticals, and learn everything you can about your prospects.
Preparation lays the groundwork for success. However, it doesn't guarantee success. Every situation has an element of unpredictability. You must be ready to think on your feet and respond appropriately as your presentations unfold. This can be extra challenging when you're meeting a potential customer in person for the first time.
In Good Selling!SM: The Basics, Paul H. Green wrote, "[H]ow do you know how to present yourself if you are meeting this person for the first time? Well, upon introduction, take a few minutes to size up the merchant and figure out what makes him tick. Then you can gear your presentation to be the most effective for that 'type' of person."
Green identified three personality types: the Coordinator, Manager and Associate. He described their traits and how to work with them, as follows:
So when you meet someone for the first time, adapt to the person's speech and body language, and use your knowledge of personality types to help make your strong portfolio a reality.
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