I've seen personality types be broken down from as many as 4 to 16 different ways. Everyone seems to use different titles for what I believe are similar character traits. Still knowing this information in whatever form it takes can be very useful when crafting a sales strategy to sell to an individual or a group of individuals.

From the book called "Please Understand Me II - Temperament, Character and Intelligence" by David Keirsey comes "The Myers - Briggs Questionnaire." Known as the "Myers-Briggs Type Indicator", it became famous in psychology circles for identifying 16 different types of personality or character traits. Myers-Briggs uses a combination of these letters below to represent 16 different personality types.

E = Extraverted or I = Introverted

S = Sensory or N = Intuitive

T = Thinking or F = Feeling

J = Judging or P = Perceiving

Are the same as:

E = Expressive or I = Reserved

S = Observant or N = Introspective

T = Tough-minded or F = Friendly

J = Scheduling or P = Probing

Another example is that prospects are known as being one or a combination of these four categories. Over the next four issues I will cover each of these four types plus strategies and ideas for working with them.

There are four general prospect or buyer types of personalities and you may want to plan different strategies before and while working with each type. Although there are no hard and fast rules as to which type of person or title fits which type of prospect type, it is possible to make some general observations about the characteristics of each type.

Prospect Type: Analytics

The third type of buyer is known as an Analytic. Analytics are often programmers, analysts or technical evaluators. Analytics use a structured, factual, deliberate, systematic, thorough, methodical approach to decision-making.

Analytics have a tendency to slow down the sales cycle since they want to be able to weigh all alternatives and understand the complexities of a situation prior to making a recommendation.

Analytics tend to be conservative, practical, organized, and efficient and pride themselves in using common sense.

Selling Strategy

• Approach them in an indirect, non-threatening way.
• Explain your reasoning using logic.
• Give them details in writing.
• Allow them to think, inquire and check the accuracy of claims before they make decisions.
• Compliment them on their thoroughness and correctness when possible.
• Get their assessment and get them involved in the process when possible.
• Be prepared to clarify fine points and provide assistance when necessary.
• Give them a reasonable time limit to find the best or correct solution.
• Be prepared to explain both "why" and "how".

Ideas For Working With Analytics

• Focus on accuracy and providing a sense of order. Be prepared to prove your points with numbers.
• Show them how your product or service meets high standards.
• Demonstrate why your product or service is a logical investment.
• Emphasize the track record of your solution.
• Acknowledge their demand for logical actions.
• Set up a Sales M.A.P. (mutually agreed upon process) and then clarify each time and date specific milestone.