Selling to Anyone Over the Phone

Anticipate Personality and Risk

Considering how important your customers real thoughts are, you’ll want to pay close attention to differing personality stress points.

Precise

Since the P is generally overly cautious, fact-oriented, and avoids change, any lack of preparedness on your part or absence of data will cause this customer’s risk meter to jump. Ps are extremely risk averse, but often respected for their concern with informational detail. Although often not the final decision maker, the P’s input will be regarded with seriousness and can quickly kill a deal if negative. Ps especially enjoy being perceived as the expert. Thus, making a mistake and losing the esteem of colleagues would be too high a price for a P to pay. The phone is the ...