This is the third of four posts about selling to personalities in the exhibit space environment. 

 

Today’s personality type is Analytical.

·         Understanding them: They are logical, diligent and precise. They are picky and indecisive. They need organization and order. They do not like salespeople.

·         Identifying them: They come cautiously into your exhibit if they come in at all. They would rather pick up your literature, go home and study it, then make a decision. They do not want a sales pitch – they want facts and details. They make the post-show ‘out of the blue’ calls you receive.

·         Selling to them: Do not schmooze them. Be the consultant, not the salesperson. Do not ask them personal questions. Give them space and time. Build your case step-by-step. Make sure they leave with details. Do not try too hard to close the sale.

 

Next time we’ll look at Amiables. Good selling.

 

David Zimmerman

Southern Shows Inc.