In this article we’re going to talk about the 4 types of clients and how to deal with each type. This information will be useful for sales managers, project managers, business owners and anyone who needs to engage in negotiations from time to time.
Everyone can be divided into 2 categories (logical and emotional) and 2 subcategories (dominating or adapting). Logical people have great memories and analytical thinking skills. They are talented in mathematics and languages. Emotional people are creative, intuitive and imaginative. Dominating people usually take the lead, while adapting people feel a strong need to be the part of a group.
Let’s discuss each type now.
1.Director (logical and dominating).
A director deals in absolutes and doesn’t tolerate mistakes. He also doesn’t like it when someone gives him advice. He uses psychological pressure and likes people who can deal with it. Directors also like to compete and their prestige is very important to them. They generally use short sentences and constructively listen attentively but might interrupt at any time. Directors like facts and quick results.
How to Deal with a Director:
You should be well prepared for any negotiation with a director as they won’t give you more than one mistake. You should also be concise and persistent. Underline the value of your proposal. It can also be helpful to propose different options, so the director can choose. Be energetic. Prove that you’re professional. Don’t waste their time.
2.Socializer (emotional and dominating).
Socializers like to talk a lot and love to make new friends. They are initiators. Socializers like to have a good time and love to attract attention. Because of this, they don’t like to be alone. Bright colored clothes, unique cars, and expensive accessories are part of their style. Socializers are not organised, are not great listeners and don’t pay attention to details. They are very emotional and optimistic. Socializers like to help people. They’re very ingenious and love to take risks. Socializers know how to persuade people and like to make categorical statements. They can come to decisions quickly, but he can change their minds at any time.
How to Deal with a Socializer:
You should inspire socializers to action. Give him new ideas. Be creative. Let them do most of the talking. Refer to the opinions of other people while making your proposal. You should be confident in the negotiations with a socializer. If a socializer promises to sign a contract, find witnesses so he can’t back out later, because his name is very important to him. Help them feel comfortable throughout the negotiations, talk clearly and write down all details. It can be useful to use some psychological pressure with this type of client.
3.Analytical (logical and adapting).
Analyticals usually ask a lot of detailed questions. They assess your competence slowly over time. Analytical people can also be persuaded easily. They are punctual and love facts, which they alway check. They tend to want to be perfect. They complies with instructions and follow the rules, with exactness. They have strong critical thinking skills so they are slow in their speech, moves and decisions. They are composed, cautious and speak softly. They generally are risk averse and change their focus quickly making them seem less persistent.
How to Deal with an Analytical:
If you have any certificates or diplomas they will impress an analytical person. You should express your thoughts clearly and in great detail. You should speak slowly, work with facts and figures that you can prove. Show to your customer the full vision. Tables and charts work good. Be logical. Don’t push the client to make a quick decision. Don’t try to dominate. Show how you can help the bottom line, and underscore the benefits of your proposal.
4. Relater (emotional and adapting).
Relaters feel a strong need to be the part of the group. They appreciate relationships with people. They love to talk and will talk a lot, but they will never take the lead. Relaters are faithful and thoughtful. They don’t like changes. They’re able to concentrate on their tasks and are great listeners. They avoid any disagreements or quarrels partly because relators are not interested in facts and details. They don’t like to make any decisions or take responsibility and can cause significant delays. They are sentimental but can hold a grudge.
How to Deal with a Relater:
You should speak slowly. Be friendly. You can ask private questions to show that you are interested in their life and offer your assistance with something not related to the job. Underline your desire to help. Show that you’re trustworthy. Don’t be persistent and rude and don’t use psychological pressure. Be professional.
As retailers, we deal with many different personality types on a daily basis. Here we’ve discussed the four basic personality types. Of course, each customer is unique and can embody 2 or even 3 personality types at once. But, there is always one dominant basic type. Try to determine which psychological type your client belongs to and use these tools during your negotiations to help seal the deal!