Discover how natural reactions influence the dynamic between a seller and buyer
However, just like chemistry, not all elements get along with each other. Sometimes your personal sales style bonds strongly with a customer, and sometimes well, you know.
Take your research to the next level by exploring both sides of the sales equation.
Buyer
Seller
Bu
Buddy
Buddies put a lot of focus on social interaction and engagement when buying. They are enthusiastic, creative problem solvers, team players, and relationship-builders. They like the big picture, and they're not shy about taking up a lot of air time on conference calls.
"Hey, great to catch up!"
"Let's grab lunch next week."
Storytellers understand that Buddies focus on relationships first. Passionate stories will excite the the Buddy and keep the conversation lively.
Because the Buddy is more focused on the relational aspect of the exchange, Experts may feel frustrated with the lack of air time to go over technical details.
Listeners can sit back and let Buddies do the talking. Since the Buddy is so relational, and typically pretty enthusiastic, they are happy to drive the conversation.
Dr
Driver
Drivers solve problems with a seller in a decisive, active, and assertive manner. They are proactive, results driven, and want to win. And they are likely pretty demanding and want things to happen their way and on their timeline.
"Can you have that to me by EOD?"
"Do we have a work plan in place?"
Seeing as the Driver prefers to move quickly, and can be fairly demanding, they may become frustrated with the Listener's laid back approach.
In
Innovator
Innovators couldn't care less about procedures and policies when buying—they're good at thinking outside of the box and coming up with unconventional ideas and solutions. They tend to be imaginative and informal in their approach to problem solving, whether independently or with a team.
"Let's shake things up a bit."
"If it's inefficient, let's fix it."
Because Consultants believe in a holistic sales approach, they can become frustrated with the Innovator's desire to switch things up all the time.
Since Innovators can be a tad on the disorganized side, Compadres can make them feel reassured that they will take care of the details with friendly charm.
Ex
Executive
Executives have very little time–for anything, really. They're glued to their phone constantly and may only care about a seller to the extent that they are making their life easier.
"Can you email that to me again?"
"I've got a hard 2pm stop."
Because Executives are pressed for time, they don't have the luxury to sit back and listen to the Storyteller's tales.
An
Analyst
Analysts place large importance on facts and data when buying. It can take a lot of processing and examining the situation from various angles for them to sign an contract. They tend to follow policies, procedures, and established standards as a rule of thumb.
"Do you have figures to back that?"
"I'll see if we can support that platform."
Both Consultants and Analysts can have quite methodical tendencies, so these two are bound to understand the other's perspective.
Experts come to a meeting with all the facts and data ready to best help the Analyst come to a decision on their own terms and timing.
Analysts tend to be a bit introverted, so the Compadre's desire to connect and be buddies may intimidate the Analyst and cause them to walk away from a sale.
D
Dreamer
The Dreamer spends the majority of their time with their head in the clouds, and their achilles heel is how disconnected they can be from the basic laws of physics (timelines, costs). Dreamers are often surprised by things they "shouldn't" be surprised by if excellent expectations aren't set clearly up front.
"What if we could take it up a notch?"
Because Buddies want to form a relationship with the seller before they buy, they may become bored with the Expert's data and facts driven approach.
C
Consultant
Consultants are patient and take their time to develop a rapport with buyers by demonstrating a deep understanding of the buyer's pain points. They build credibility via expertise and experience–analyzing the buyer's dilemma and presenting practical solutions.
"I think this will be our best approach."
"Let's figure out what works best for you."
Since Executives are pressed for time, they appreciate the Consultant's approach to lay out a plan that works best for them based on their experience.
The Dreamer isn't impressed by the Consultant's expertise; they would rather use time to share their exciting ideas than sit through a consultation.
Co
Compadre
Compadres are bubbly and friendly. They show interest with their tone of voice and body language, and quickly connect with buyers as though they're old friends.
"Hey buddy. How was your weekend?"
"Want to grab coffee this week?"
Since Drivers are fairly demanding, they won't want to sit around and make small talk; they're not looking to make new friends.
Since Innovators are always down to try new things, the Compadre is a great match to receive their ideas with a smile and a great attitude.
Two people looking for a friend–these guys are bound react well. Lunch meeting anyone?
E
Expert
Experts are solvers and thought leaders with substantial credibility. While still friendly, they value being a subject matter expert over becoming buddies with the buyer on a call.
"No worries, I've done this a thousand times."
"I'll get you those figures and use cases."
Innovators may not have patience for the Expert to weigh in with their expertise when they are looking to the seller to come up with cool new ideas with them.
Because Buddies want to form a relationship with the seller before they buy, they may become bored with the Expert's data and facts driven approach.
Always looking to poke holes in ideas, Analysts do well with the Experts who are equipped with all of the facts.
Looking to keep items moving, Drivers do well with Experts who have the facts to back up their reasoning to give the Driver peace of mind.
St
Storyteller
The Storyteller leads with customer stories and testimonials to excite buyers and inspire possibility. They weave in the right amount of personality and ROI data points to captivate their audience all the way to the dotted line.
"Oh man, that reminds me of this one time..."
"My weekend was lit! Let me tell you..."
Executives don't have time to sit around and hear stories; they prefer to get down to business and close the deal efficiently.
Li
Listener
Listeners lead by allowing buyers to do the talking. Easy going and relaxed, they collect all the information they need about the buyers team, budget, and problems before offering the perfect solution.
"What's going on in your world?"
"That's no problem. How can I help?"
Since Analysts want to hear the facts as to how the seller will earn their business, they may get frustrated with someone who wants to hear them do the talking.
With the Dreamer's exciting stories and lofty visions, the Listener is a great fit to sit back and take it all in.
Communicating with a prospective buyer over the phone can be tough, so it’s important to understand these relationships so you can get through to your buyer and close the deal.
Dialpad brings simplicity to the professional phone experience with features that make us most productive, when and where we work best.
MAKE SMARTER CALLS