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Bây giờ, với tất cả các quy hoạch này, và tất cả các ý tưởng mà bạn đã thu thập được, bạn sẽ cần phải lắng nghe cẩn thận những gì khách hàng thực sự nói và không lọc những gì bạn nghe. Điều này có nghĩa rằng toàn bộ kế hoạch mà bạn đã đặt lại với nhau có thể cần | Identifying Personality Types Over the Phone 49 this person to say yes to give in but no will be the real answer and you will get no follow-through. This customer needs time to make a decision that will stick in the long term. Kinds have often experienced being taken advantage of in past experiences and this affects their ability to make quick decisions. It takes a long time to gain their trust. Strategy Because of the desire to be nice to all parties involved this customer will need to feel that you will help him or her with others in the decision-making team. Recognize that Ks rarely make decisions alone. You will need to find out who the other players are but the Kind customers will likely happily tell you. Be sure to tell them Take your time in your most patient voice and mean it. Ask these customers how their day is going and listen for the answer. Refer to something they told you about themselves in a prior call there are excellent databases to help you keep track of these little personal details . Let them get to know you personally your company etc. You will find them sincere in their interest to them a product is the whole package rep company and product. Knowledge on all these fronts will lower the perceived risk for Kind customers. Most important Don t push your K customers in your phone calls. They will give in under duress but it will be a meaningless win on your part. They won t follow through so the sale is lost. Practice Now that you are beginning to get a sense of these different personality styles try classifying others you know or work with for practice. Each time you meet someone new or speak to someone for the first time on the phone try to silently continues 50 Selling to Anyone Over the Phone label that person s style as quickly as possible from your conversation. Then after you have had a bit more time to get to know the person check yourself to see if you were correct on your initial impression. The more quickly you can assess a customer s
