From the course: Management: Top Tips

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The four types of customers

The four types of customers

From the course: Management: Top Tips

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The four types of customers

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- Now of course, if you're building rapport with somebody at the beginning of a sales meeting, their personality is going to affect this process and people vary quite a bit. A model I like for this is the four types of people, different approach for each of the four types. So the first type is the quiet but logical person. The Analytical. And when you're explaining something to them, they want to have lots of detail, lots of information, comparison charts, spreadsheets, lots of facts, maybe information they can take away and read later, that kind of thing. That's what they want. Now very different to the Analytical would be the more outgoing, logical person, which you might call the Controller. So these people, their decision making is very tough and decisive. It's all based on key facts. In fact, they'll use words like key facts and bullet points, bottom line, plan of attack, that sort of thing. So they want a short meeting, probably a one page summary with bullet points, and just…

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