DO YOU HAVE ANY PROOF OF THIS?
Co-worker 1: “I got there at 3pm”. Co-worker 2: “No , it was 3:08pm when you got there.”
Wife: “We are going on a trip for 2 weeks!” Husband: “No Honey, we are going for 13 days.”
Do you have friends in your life constantly challenging you on details? That means you may have a Thinker in your life. Lucky you! Thinkers keep us organized and they think of all the possible details. They have the ability to analyze and foresee all potential options. Without Thinkers, the society would not go anywhere! They like to have proofs that support any statement. They like exact information. They like order.
I like to describe the Thinkers like the O-Negative blood-type who can give to all the other types. They can understand and think through anything. They are always in their head, making sense of the other STYLES.
Now, how do you convince a Thinker to go to a movie with you? Or how do you deal with this type of personality in a business environment? How do you sell an idea or a service to a Thinker?
This is an excerpt from my No.1 Bestseller THINK Yourself@ A RELATIONSHIPS PRO written in collaboration with behaviour Expert Maureen Hagan. Find out more in the bookHERE.
If you have missed the other articles about the other STYLES, you can find them here:
HOW TO SELL TO A THINKER
What to focus on when you sell to a Thinker: They want to hear all the facts, and to consider all possibilities in order to make the right decision. Accuracy is key. They need to see the opportunity (deal) laid out in a logical, organized manner that is specific, measurable, and supported by the facts. Be specific, be persistent, support the need for both of your credibility.
Time: Time-discipline. Be slower-paced with your conversation. Be organized and prepared with back up information to answer question. Be patient. Be accurate. Be confident.
To close a sale with a Thinker, give them time to review all of the details and facts. Do not rush them to make a fast decision; support the process of reflection and review to win them over. Thinkers like minimal risk. They want the decision made to be right, now and in the future. Be sure results are solid, tangible and practical. Give evidence to bolster your points. Be precise and on point. Give space (pause in your conversation) to give them the opportunity to think.
SELLING YOUR SERVICES TO A THINKER:
Here are some arguments you would give a Thinker as you are selling them an online course.
|This online course is 12 sessions of education. Three modules of four sessions.|
|The sessions are forty-five minutes each.|
|Once you pay the $297, you get to create your own username and password, and you can log in to the website and work the modules at your own pace.|
|There is no time limit to the program.|
CONVINCE A THINKER TO GO TO A MOVIE:
This is the way to get a Thinker to go along with you to a movie of your choosing.
You: “What do you think if we go to a movie tonight? I hear the latest Star Wars movie has all the latest in technology and 3D imaging.”
Thinker: “Not sure, I wanted to work on something tonight.”
You: “And miss the eleven-million dollars budget production? I read that 775 million people saw it in the first week! If you like, you can work on your project first, and we can go the later showing.”
Thinker: “Well I guess it’s worth it!”
You: “I’ll get the popcorn while you save us seats, like we normally do, okay?”
Thinkers like to be efficient.
THE KEY NEEDS TO ADDRESS WHEN YOU SELL TO A THINKER ARE:
Indecisive without Details.
Dedicated to Data.
Dependent on facts, not people.
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