I almost have the puzzle solved, but I need some more information.
Ever have a customer who always has one more question before deciding whether to buy? Smart business owners recognize this might be a customer with an analytical buying style, so they shift to their logical side.
An analytical is one of four personality styles identified by researchers, Merrill and Reid1.
Like drivers, analytics tend to be more formal and controlled when you talk to them. But they are more reserved in expressing their opinion.
Identifying someone’s buying style takes time, so be careful not to jump to conclusions. Here are some behaviors that may mean you’re dealing with an analytic:
It’s important to provide complete information when dealing with an analytic. They tend to make decisions more slowly so provide details to fill in the missing pieces for them.
Here are some ideas that may help:
The buying process might be longer for analytics because they spend more time fact finding. Logically presenting information might help you connect with this group so they get the information to make the right decision.
Read our previous post in this series: Driving Miss Customer.
1 Merrill, D. W. and Reid, R. H. Personal Styles and Effective Performance, Radnor, PA: Chilton Book Company, 1981.