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About this lesson
Now that you know who you are going to contact it is time to begin reaching out to them. In this video you will learn proven techniques for connecting with The Captain personality type and how best to interact with them when building a sales relationship.
Identify the Personality Trait – The Captain
You need to get personal with your clients. There are different personality types and you need to know how to identify these personality types. Why is this important? Because people buy from people who are like them or they see as similar to them.
The first personality type is "The Captain."
When to use
As a sales professional, you should always adapt your sales style based on the personality type of the client. This doesn’t mean change your core values or beliefs of who you are and how you are going to sell. Those things all stay in place. This just means adapt your style to make the client feel comfortable.
There are 4 personality types. The first one is The Captain.
- Traits of The Captain
- Bottom-line oriented
- Positives of The Captain
- Get things done
- Powerful leaders
- Rarely quit
- Big vision
- Challenges of The Captain
- May be seen as callus.
- May be seen as pushy
- Sometimes they can be so focused on getting things done, they can miss details
To sell to The Captain you need to come back at them with similar traits. Be powerful, bottom-line oriented, assertive. Get right to the point with The Captain. You need to match the energy of The Captain.
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