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

5. The Driver Buyer
The fifth type of buyer is more task oriented than any other kind. He has the
personality profile of the director. He is direct, impatient, and wants to get
straight to the point. He is businesslike and practical. His greatest concern is
getting results.
Because the task-focused buyer is impatient and outgoing, he will be direct
and to the point with you. He will want to know what your product is, what it
does, what results he will get, how much it costs, how sure he can be that your
product or service will deliver on your promises, and how long it will take.
Get straight to the point. A driver buyer does not like small talk, and he has
no interest in developing a warm relationship with the salesperson. He wants to
get to the bottom line quickly and make a decision, yes or no.
Results-or task-focused persons gravitate to those occupations where this
temperament is most in demand. They become entrepreneurs, hard-driving
salespeople, and sales managers. They become senior executives in positions
where they are directly responsible for measurable results. They are fire chiefs
and the heads of SWAT teams. They are people who get the job done fast and do
it well.
They are busy and preoccupied. Task-focused buyers are busy. You are
interrupting them and keeping them away from something that they consider to
be more important than you. They want you to cut to the chase quickly. They
don’t want a big buildup about how your product or service was conceived and
designed. They only want you to answer the question, “What’s in it for me?”
They only want you to answer the question, “What’s in it for me?”
This type of buyer is a pleasure to deal with if you can demonstrate that your
product or service will get him the results he wants. Like all buyers, he seeks
improvement, and the clearer it is that your product or service will improve his
life or work, the faster he will give you a yes answer.

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Task-focused buyers are decisive and clear. They know what they want, and if
you have it, they will want to get it and begin using it immediately. When you
deal with a buyer like this, you must speed up your presentation, get to the
bottom line quickly, and focus on the specific results or benefits that he will
enjoy if he buys from you. This type of buyer represents about 25 percent of
potential buyers, depending on what you sell.