Don't let them overwhelm customers with their knowledge.Do encourage their patient nature to stick with customers who may not know what they are looking for.Do encourage their technical knowledge of your products to highlight the little things most salespeople ignore.Do encourage their natural problem-solving ability.Don't teach them 1960s closing techniques to try to make a customer buy.Do encourage them to lead customers to new choices they may not think they can afford.Do use their natural fearlessness to juggle more than one customer.Do use their innate ability to meet and greet customers in your store. Here are the dos and don'ts of training your employees by personality style. Understand that they are the least likely to be natural-born salespeople and are most afraid of engaging strangers-so be patient. Teaching them how the other three personalities operate can show them how to avoid frustration and conflict. Predominantly Amiable personalities want to get along with zero conflict. Use their easily distracted nature, multiple interests and enthusiasm for new products as a sparkplug for the rest of your crew. Don't try to train them like an Analytical-it'll only rain on their parade. If an employee is predominantly an Expressive, you want to harness his or her fun. Be prepared to answer each of their many questions. If an employee is predominantly an Analytical, you need to train with a clear system of A to B to C so that engaging a customer makes sense and isn't scary. Your job is to help these personalities round off gruff edges, reducing the chance that they come off arrogant. If an employee is predominantly a Driver, his or her No. First, however, you need to leverage their innate abilities to get them to sell. Those who master personality styles are able to have meaningful conversations that value both the customer and the salesperson. The downside is that they don't stand out or make demands, and it takes a lot to make them visibly upset-so you never know when they are considering quitting. Amiables learn about others without sharing many details of their own lives and possess a strong desire to be liked. The Amiable personality is by far the most common personality you will find in stores. Why? Because on a beautiful day, they will probably call in sick. They are also the least likely to be found in retail these days. He tries a lot of things, is easily bored and possesses unbridled enthusiasm. The Expressive is like the character of Jack in Titanic. Surgeons, CPAs and most craftspeople are often Analyticals. The Analytical's Achilles' heel is that this person can come off cold and uncaring. There's the Analytical, like Spock on Star Trek, who is logical and has a detailed system to process information.
0 Comments
Leave a Reply. |
AuthorWrite something about yourself. No need to be fancy, just an overview. Archives
February 2023
Categories |