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Tip #10 – Closing

It is critical to understand that all customers (and people) are not the same. Responding to their unique needs, values and motivations will allow you to create a strategic advantage.

ORIENTATION: Security

  • Avoids risks and controversy
  • Operates methodically
  • Acts deliberately
  • Solicits others’ opinions
  • Documents everything
  • Is precise and detailed

DEALING WITH THIS BUYER:

  • Respond quickly
  • Be expedient
  • Keep well informed
  • When proposing new ideas, minimize the risk and provide ample proof

ORIENTATION: Affiliation

  • Is cordial and loyal
  • Confides with/ involves others
  • Enjoys entertainment
  • Avoids conflict
  • Develops relationships
  • Is people-oriented

DEALING WITH THIS BUYER:

  • Be a friend to this person
  • Pay attention to non job-related items
  • Set aside ample time for building a strong relationship

ORIENTATION: Power

  • Is aggressive and authoritative
  • Results-focused
  • Enjoys problem-solving
  • Focuses on self
  • Takes credit
  • Requires rewards

DEALING WITH THIS BUYER:

  • Focus on how you are going to make this person successful in the eyes of their company
  • Listen carefully and incorporate their guidance and direction

ORIENTATION: Actualization

  • Takes risks
  • Accepts consequences
  • Shares ideas and credit
  • Is open and honest
  • Gives guidance
  • Creates a positive environment
  • Demands excellence

DEALING WITH THIS BUYER:

  • High trust is an important value
  • Be honest and direct
  • Avoid “over-promising”and “under-delivering”
  • Stress the benefits of your proposal in relation to their company’s needs
  • Work hard for this person and they will reward your efforts

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