Although business or sales challenges require accurate and detailed planning to overcome, few issues can be solved with some nonverbal tricks!

One of the main challenges that a salesperson faces on his/her ‘sales mission’ is dealing with people with different personalities.

According to the author of the study “Nonverbal Communication and Business Success”, there are four primary personalities with which a salesperson must know and be able to deal with:

The result seeker

This person is a risk-taker and has little patience for mistakes. Therefore, it is better that a salesperson be straightforward with policy information when making a sales pitch, presentation, or deal.

The detail seeker

This is an analytical thinker. He/she fears criticism and keeps some personal space when dealing with others. As a salesperson, it is better that you be relaxed and informal and, definitely, provide him/her with complete, detailed information about your sales mission.

The excitement seeker

A person who is an expressive socializer and fears the loss of social approval. This personality type is mostly motivated by comfort and convenience; therefore, one must remain enthusiastic and keep the interview on target.

The harmony seeker

This person fears loss of security and hence is steady and amiable; therefore, the salesperson should maintain warm body language and conversation.

Finally, studies reveal that although saleswomen are better in this field than salesmen and are more productive, women constitute only 20.5% of professional salespeople. Females succeed more than men because they are more knowledgeable about nonverbal communication, they have a warmer approach to customers and are more patient, they show more sensitivity in selling situation, they know how to listen better and express themselves way better than males, and usually deliver better body language and vocal cues.

Source

Poon Teng Fatt, J. (1998). Nonverbal Communication and Business Success. Management Research News, 21(4/5), 1-10. Retrieved from https://doi.org/10.1108/01409179810781464

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