After Business Planning

The last customer behavioral style we’ll look at is the ‘classic.’  This customer’s focus is getting things done and getting it done right.  So, naturally, when they are considering a purchase, their main goal is making the right decision.  And that decision will be based on facts, careful analysis and logic.  You will recognize them by their matter-of-fact and diplomatic speaking style and by their QUESTIONS.  They will have plenty.

Be prepared to provide lots of information and analysis.  They like to see charts, spreadsheets, scorecards—anything that you can bring to quantify what results.  They buying decision is a process, and this type likes the process just as much as the decision.  Plan on it taking a while.  Plan on multiple visits.  And once you have provided them everything they have asked and you think you are about ready to close, plan on them asking for more.  If you are classic yourself, this won’t be surprising, and you’ll probably enjoy it.  But for others, this may be a little frustrating.  Just remember—they have to be right, so your job is to help them reach their comfort zone.