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15. Sales«Allow, I will tell to you about our Club of Fans of Lawn-mowers».
Let's begin with the most important thing: the representative of any of sixteen types is capable to become the excellent expert in sales. Hence, the representative of any type is capable to learn and to how correctly to do purchases.
We are convinced that it is the ideal adaptation for studying of art of sales. As sales are a version of interpersonal dialogue, keys to success here are knowledge itself together with ability to observe of behaviour of others. Many of those skills of dialogue which already have been shined above, you can involve at sales. Whether It will be possible to you to gain trust of the client or you will push away him from yourselves, depends on, whether you when it is necessary to speak and when — to be silent know; when it is necessary to be energetic and when — to recede.
By the way, in this chapter it is a question not only of sale of the goods and services. The same mechanisms which work at fulfilment of usual sales, we use, when we "sell" to the chief the idea, we impose the motivation to employees, we inspire children or we try to submit favourably ourselves in each new acquaintance. If you have to make similar "sale", you can find application of ideas and offers from this chapter of the book.
How to tempt with sale
In many respects ability to sell in character something reminds a seducing. Here we mean not only physical, but also intellectual and emotional temptations. In any case of a seducing the first who should like temptation, is a temper. That is he should be convinced that he offers other person that that wishes or what requires. And if business concerns trade, and the temper (seller) was convinced of this necessity tempted (buyer) is before it in unequal position. It is necessary to conclude the bargain only.
It is necessary to notice that when business reaches the transaction, owners of some preferences prove born tempers. For example, ENFJ, undoubtedly, have the most developed inclinations of sellers. Each of preferences of their type, taken separately, rather effectively promotes belief and seduction of others. The combination of these preferences invariably and in any organisation deduces representatives of type ENFJ in leaders of sales of month.
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