Module 10 - Understanding buyer behaviour

Key outcomes

• Understanding personality styles and how each style affects buying styles
• Identify each participants own personality style
• Demonstrate behaviours required to adapt to other personality styles

The top producer on this CD is Denis Mulcahy - Freshwater Financial Services

Freshwater Financial Services is committed to providing its clients with the best possible loan for their unique circumstances.

www.freshwaterfinancialservices.com.au

We recognise that most of our clients have different needs, different goals and different financial complexities that need to be taken into account when selecting a mortgage. We place a very strong emphasis on the analysis of our clients' situation. Learning to understand our clients is the first stage in an important process. Once we understand you, we are then in a position to be able to make a recommendation.

Our policy is to offer our clients some different loan options and not to steer you towards any particular lender or loan product.

If you can't find an online tool to complete your DISC profile, please contact FrontRunner Consulting Group to obtain a test. These test booklets are priced at $40 + GST.

As the audio CD suggests, don't try to analyse the personality profile of your client during an interview. Focus on your own style and make sure you adjust your presentation to cater for the interaction with your clients.

Importantly, you will need to develop a sales presentation that shows you and your personality in the best light (see module 5).

Your action plan from this module is to read about the various personality styles and be aware of how yours can compliment and/or conflict with other styles.