Now, you know Miss Customer, I was just trying to help you out.
That’s one way to react to a direct and demanding customer. But for small business owners who recognize this is a customer with a driver’s buying style, it’s better to pull out the facts and get to the point.
A driver is one of four personality styles identified by researchers, Merrill and Reid1.
They found that it’s easy for drivers to strongly voice their opinion. They tend to be more formal and controlled when you talk to them.
While it’s important not to paint with too broad a brush when it comes to identifying specific styles, here are some behaviors that may mean you’re dealing with a driver:
The key to dealing with a driver is to respond to their need for relevant information. They tend to make decisions quickly so you need to provide information that solves their problem.
Here are some ideas that may help you appeal to drivers:
It’s easier to talk with drivers when you respond to their need for relevant information. Watch for their directness and you’ll drive to more sales with this customer type.
1 Merrill, D. W. and Reid, R. H. Personal Styles and Effective Performance, Radnor, PA: Chilton Book Company, 1981.