Hiring the best candidate every time with graphology

Tips for sales people

Dr. Karohs has presented many handwriting analysis seminars to professional sales organizations.
Her "tips for sales people" have helped many sales people to "individualize" their presentations" and to key in on their customers in a more natural, comfortable manner, thereby establishing instant rapport and putting everyone at ease.

Comments from sales training seminar participants:

All of a sudden I realized how different people are. No two are alike and you have to approach them as individuals. Now I can.

This is the most valuable presentation I ever had, both as a professional and as a person.

My sales have gone up substantially, but the best part is that I really appreciate people now. Each one is so different.

My only complaint is that the graphologist, Dr. Karohs, knew too much about us.

How would you approach this customer in a sales situation?

The methodical customer

A customer with rounded tops on his m's and n's needs more time to think things through. If you talk too fast or try to rush his decision, you will loose rapport and probably the sale.

When dealing with this customer, slow down. Go one step at a time. Give detailed definitions and expect to repeat and clarify. Get feedback as you proceed. Use an easy-going, soft-sell approach. TAKE OFF THE PRESSURE. Customers with this kind of writing will be relieved. They'll be with you all the way, and you have established instant rapport.

The quickly comprehending customer

This customer with "needle points" on his m's and n's comprehends instantly. Don't waste his time with lengthy explanations, unless asked. Inform the customer about the main points or the bottom line. Summarize quickly, then move on to the next item. Don't give reasons unless being asked.

Be so well prepared that you can match customer's rate of thinking. SPEED UP YOUR PRESENTATION, if necessary. Learn to answer quickly yes or no, be more spontaneous. Avoid a canned approach. Otherwise, The customer will get bored and impatient. By the time the final point is made, he is relieved it is over and often angry it took so long to get to the point.

These folks are likely to close more quickly. Be prepared for that before they lose interest in your product or service.

The analytical customer

The customer with sharp angles at the bottom of m's and n's wants to know the "why's" and "how's." He analyzes everything and he needs to reason out things for himself. He wants plenty of time to make up his mind. No decision while he is sorting things out! BE PATIENT! At each step of your presentation be sure he understands, otherwise, he is unwilling to move on to the next point. Don't throw out ideas suddenly, lead up to them. TALK SLOWER!

Explain the reasons behind your statements as you go along. BE LOGICAL! These customers want to understand every step of the way by which you reach conclusions. Be willing to repeat step. Don't show irritation at constant questions. Client's frown may not mean that he is disagreeing. He gets bogged down by apparent inconsistencies or gaps in your presentation and may be trying to figure things out.

The detail-minded customer

With carefully dotted i's and j's, the customer is detail-minded. Don't be annoyed when he haggles over trivia. Explain the small points, or he will not pay attention until you do. Expect him to remember small things.

With the customer, matters must be handled exactly "by the book." Be exact about keeping deadlines, appointments. PUNCTUALITY IS OF MAJOR IMPORTANCE!

Be fully prepared and avoid anything troublesome about your appearance, presentation, and information. Have tidy surroundings or presentation material. This customer gets unsettled by disorderliness.

If, for instance, this individual wanted to buy an automobile, the sales person should make certain that everything in the demonstration car is perfect. The customer may not buy the car simply because the windshield wiper did not work.

The generous customer

Customers with long, slightly curved final strokes on their words are generous. With these folks, be more verbally expressive, talk at greater length. Use more descriptive language. Cultivate a listening look. Don't cut customer off. If necessary, find a courteous way to interrupt and stay on schedule.

If possible, GIVE AN EDGE ON YOUR ORDER.. Throw in an extra item at no cost. Show that you care. Try to be more outgoing. Use a warmer approach. Make a real effort to demonstrate your pleasure in being able to be of service.

Important! If you are a "generosity high" individual, beware of the tendency to give of yourself without thinking. Take conscious control of your "give-away" tendency. Think before you commit yourself and make your commitments in line with your priorities.

The sociable customer

Customers with narrow spacing between their words are easily approachable. With them, you can be less formal, more friendly and direct.

Be prepared to be treated more casually. Perhaps you will be introduced around the office. If you are, match the customer's style and be as friendly and casual as he is. Be the first to extend your hand. Your attention should be on getting to know the customer personally, that will really count a lot.

Don't mistake this customer's apparent friendliness as consent to buy. You merely have a better, easier opening shot at the selling situation. Once the sales exchange actually begins, you still will need to convince the customer to buy.

The discriminating customer

The counterpart to the sociable customer is the discriminating individual. These folks are more formal and much less accessible at first meeting. They don't want others to crowd their space.

With these customers, REMEMBER YOUR MANNERS! Act with polish. Make yourself attractive by your courteous behavior. This person will appreciate your showing respect. Don't get familiar in tone, language, or attitude. Dress formally or appropriately. Use formal titles, such as Mr. Mrs. Dr., etc.

Don't mistake the customer's apparent aloofness as unwillingness to buy. The feeling you get of coldness, that "glass wall" between you, is the person's natural behavior. Don't take it personally. As you indicate respect and interest to these people, they'll warm up to the exchange. No "hail-fellow-well-met" approach, and no hard sell, it will build resistance. Use this approach with their office staff, too. It will be noted and appreciated.