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It’s in their DNA!
6th December 2016

Who are the negotiators, the free spirits, the perfectionists and the diplomats in the showroom? And, for that matter, who is the bold buyer, the spontaneous shopper, the measured mind maker and the calm customer?

All is revealed in ‘The DNA of the Showroom’ a new analysis published by Origin and sales psychologist, Bryan McCrae.

Bryan McCrae explained: “We’ve all come across people that we easily ‘click’ with and others that take a little more time to warm to. It’s the same when selling. By applying a specific model involving different personality types to the showroom, as other industries have with great success, we aim to give salespeople a few tips that will help them better engage with customers and ultimately increase sales.”

Origin Sales and Marketing Director Ben Brocklesby added: “We have found that showroom retail staff are likely to be one of four personality types, with a set of characteristics that, when identified, improve the flow of conversations with customers and, in turn, drive sales. By being aware of their salesperson personality, our trade partners will have more control over how they engage with customers. Working with one of the country’s leading sales psychologists, our aim is to help our partners build relationships, improve sales and grow their businesses.”

Beginning with a set of questions about approaching customers, the DNA of the Showroom follows a three-step process to help identify which salesperson personality type our trade partners best fit into. Origin has published an infographic alongside the report that takes staff through this process.

Customer types and how to identify them are also included in the report - The Bold Buyer, The Spontaneous Shopper, The Measured Mind Maker and The Calm Customer. Finally, the report provides insights on how to use this information when talking to customers, to build better relationships and improve sales.

Ben Brocklesby concluded: “This is just one of the many ways that Origin continues to support its trade partners. We’re looking forward to seeing how the small changes they make can have a positive effect on their success on the showroom floor.”

www.origin-global.com/DNA-of-the-Showroom

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