The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

6. The Socializer Buyer
The sixth type of buyer is the “socializer”-type buyer. This person is outgoing
and extroverted. He likes working with and through people to get results. He is
often called the “integrated buyer” in that he operates with a nice balance
between people orientation and task orientation.
This type of buyer gravitates toward fields that require a high degree of
coordination among different types of people to get the job done. They become
supervisors, managers, and executives, as well as orchestra conductors, senior
administrators in large professional firms, presidents of nonprofit organizations,
and other positions where the ability to coordinate a variety of people to
accomplish goals is necessary.
The socializer is achievement-oriented. Because of his extroverted,
socializer-type nature, the chief concern of this person is himself and other
people. He likes to talk about you as well as himself. He likes to talk about
achievement and results. He enjoys telling you what he has done in the past and
is very interested in knowing about you and what you have accomplished.
Sometimes the socializer buyer agrees too quickly and does not remember
details. He might agree to do something with you or buy something from you,
and a few days later, forget about it completely. Or even worse, he will
remember the conversation differently and will be surprised at your
interpretation of your meeting with him.
Put it on paper. When you deal with this kind of extroverted, outgoing buyer,
as soon as you reach an agreement of any kind, you should write it down and get
a copy off to him. Remember, with this type of buyer, “understandings prevent
misunderstandings.”
This type of buyer represents about 25 percent of the customer market. You
can always tell when you meet a socializer-type buyer, because he will be warm,

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can always tell when you meet a socializer-type buyer, because he will be warm,
friendly, outgoing, interested in you, and will ask a lot of questions.

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