The 4 Personality Types of Buyers & How to Sell to Them

These people value personal relationships and want to trust their business partners. They will dive into finding unexpected solutions but won't do much research before a meeting.

Traits:

They are great listeners and might ask personal questions to get to know you outside your professional role. They are friendly, calm and patient during meetings.

How to sell to them:

• Pitch a vision.
• Take the time to build rapport.
• Use examples of similar clients who successfully used your products—flesh out the story.
• Walk them through the decision-making process.
• Give them personal guarantees.

Expressives tend to make decisions taking their emotions into account. They are often concerned with others' well-being. They are creative, outgoing, and spontaneous. They value mutual respect, loyalty and friendship.

Traits:

They want to feel connected and bond on a personal level, but they are also sure of their beliefs and speak more in statements.

How to sell to them:

• Present case studies.
• Emphasise an ongoing relationship.
• Facts and figures are less important than how the buying decision affects their business on a human level.

Analytics love data, facts, and figures. They'll research you and your business before meeting and ask a lot of detailed questions. They want to understand the available options and won't make a quick decision. 

Traits:

They are concerned with facts, not emotion, and won't spend time getting to know you on a personal level.

How to sell to them:

• Don't rush them. Be prepared for a longer selling process.
• Assume they are prepared and have done their research.
• When you make a claim, back it up with data.
• Provide detailed information.