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You can always tell a good salesperson, they are always on the look-out for opportunities to do exactly that. Every chance they get they'll promote whatever it is they offer. They are driven through their need to either make money, they're passionate about the goods and services they offer or both.

And for those of you who turn your nose up at people who 'sell' for a living, forget it! Everyone has to sell something. You wouldn't have a job if your company had nothing to offer. Every business has to sell something. Selling creates business. Sales creates economies. Imagine what would happen if your local supermarket had no stock to sell. They would go out of business and so would many other businesses who sell their products to the supermarket. Heaps of people would be unemployed as there would be no reason for them to be at work. If you work in an education institution, what would happen if you didn't have courses to sell? There would be no need to employ anyone as you wouldn't make any money to run the organisation.

There is more to selling, than telling

According to Michael Gross, parenting expert and well-known speaker, when you know who you are dealing with, you can dramatically increase the number of sales you make. Birth order knowledge gives you vital clues to the approach you use and helps you increase your sales performance.

First borns

If you are selling to first borns make your approach direct and to the point in line with their direct, no-nonsense personalities. They like meat and potato type information to help them make a decision and they don't respond so readily to the gloss and glitter of coloured brochures and other bells and whistles that can be used in the selling process. When selling to first borns tell them what your service or product will do for them rather than focus on features or fads.

Closing a sale to first borns is also tricky. First borns like to be in control so it is a mistake to back them into a corner. The "Now that you can see the benefits I shall just show you where to sign" approach won't work with many first borns. They are cautious and often like to take their time and consider their options. An attempt at a quick close can cause them to back off completely. First borns need to think that they are doing the buying rather than they are being sold to but that doesn't mean that you don't follow up with first borns. You may need to be very persistent with this group, as they like to take their time when they buy.

Second and middle borns

Second and middle borns value relationships so an alert salesperson will work at finding out about their clients' friends, family and interests. Unlike those direct first borns seconds like to be asked questions so don't be shy when selling to a second or middle child. These people generally like sales calls outside of the work environment so they respond well to social calls and promotional activities. Seconds don't mind being sold to so Leman suggests that anyone selling to them shouldn't be afraid to close the sale, but give them the chance to check with others first.

Youngests

They like to play so selling to them should be a fun experience. They also like to take risks so they are more likely to try new trends than first borns. Youngests respond well to glossy brochures, graphs and PowerPoint presentations containing all the bells and whistles that first borns tend to shun. Their impetuosity makes them more susceptible to signing on the dotted line without delay so don't be afraid to move quickly to close a sale if they provide an opening.

The Final Word

Isn't that interesting? There's always more to learn when it comes to selling. Let's face it, life is all about relationships in some way isn't it? What do you do to learn how to enhance your communication skills with others? It's definitely worthwhile reading books like Michael's so that not only do you learn how to communicate effectively, but most importantly you learn about yourself and what makes you tick.

For a complete guide to birth order personalities to use within your family and at work make sure you read the ground-breaking new book that everyone is talking about "Why First Borns Rule the World and Last Borns want to change it by Michael Grose. Order from www.parentingideas.com.au for only $27AUD.

Have a great week!

Lorraine Pirihi

About The Author

Lorraine Pirihi is Australia's Personal Productivity Specialist, Leading Life Coach and a dynamic presenter. She runs her own business The Office Organiser specialising in working with Small Business Owners and Managers helping them to dramatically improve their productivity, reduce the stress and the mess and have more time for living life!

With a Bachelor of Experience, a PHD in Commonsense and a Masters in Results, Lorraine is Australia's expert on how to get organized at work so you can have a life too!

Book Lorraine today for your next event. It will be the best investment of your time and money you ever make!

Tel: (+613)9532 5497 lorraine@office-organiser.com.au

This article was posted on August 12, 2003some content courtesy ArticleCity.com

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