Issue link: https://digital.copcomm.com/i/636348
February 1 - February 22, 2016 11 Working World l WorkingWorld.com JOB OPPORTUNITIES • Do encourage their patient nature to stick with customers who may not know what they are looking for. • Don't let them overwhelm customers with their knowledge. The old saying, "Don't tell a customer how to build a watch when they just want to know the time" applies to Analyticals. • Don't allow them to deride a customer's choice just because they don't know as much as your employee does. • Don't allow them to show customers a cheaper place to buy something you carry – because they will. It's logical. EXPRESSIVES • Do use their energy and creativity to help customers see things in a new light. • Do use their enthusiasm to sell new products. • Do use their ability to mix and match to show customers how they can personalize a purchase. • Don't let them overstate facts just to make a sale. • Don't allow them to present too many options to a customer or they may overwhelm them with choice. • Don't let them be so eager to meet people that they smother them with enthusiasm. Teach them how to modify their energy based on the customer's personality style. AMIABLES • Do use their caring nature to understand what their customer is trying to solve. • Do use their patient nature to help customers feel appreciated and valued. • Do use their ability to listen to really hear how the salesperson can help. • Don't let their fear of risk keep them from approaching a customer or pitching the most expensive product. • Don't allow them to wait for customers to come get them; get them out from behind the counter. • Don't allow them to be content to just show customers what they ask for. Encourage the Amiables to offer your products, today, at full price. IN SUM There are no good or bad personality types—we all have elements of each. And while the Driver and Expressive have the highest risk tolerance, it does not mean that they are the only ones who can sell. That's because personality types feel comfortable with people who can talk to them the way they like to be talked to. So an Amiable selling to an Amiable, with proper training can sell just as much as a Driver – sometimes more. The varying personality types that comprise your staff need to be handled in a very specific, tailored manner. By understanding the unique motivators of Drivers, Analyticals, Expressives and Amiables, you can begin to better manage your retail sales and customer service employees. ABOUT THE AUTHOR: Bob Phibbs is the CEO of The Retail Doctor, a New York consultancy. As a speaker, sales consultant and author of The Retail Doctor's Guide to Growing Your Business, Bob has helped thousands of businesses since 1994. With over thirty years' experience beginning in the trenches of retail and extending to senior management positions, his presentations are designed to provide practical information in a fun and memorable format. For more information on Bob, please visit www.RetailDoc.com. APPOINTMENT SETTERS NEEDED FOR LEADING HOME IMPROVEMENT COMPANY • Los Angeles • Looking for EXPERIENCED telemarketers and canvassers to schedule appointments over the phone and in the field Earn $1000+ Weekly. PT and FT Available • Daily, Weekly and Monthly Bonuses • • Spiffs on Every Deal • • Close Deals and Move up • • Paid Training • • All sales experience considered • Call us today and start tomorrow! (213) 985-6273