Keywest Estate Agents Leicester discuss how buyer personality can affect home sales and what you can do to get this to work in your favour

To ensure success as a seller, simply knowing what to expect and how to respond to different buyer personality types during the sales process can help reduce stress and encourage a more harmonious property transaction.
The Big Four Social Styles Theory is a useful starting point for sellers and estate agents to understand the main characteristics and preferred communication styles of buyers so that sales approaches can be tailored accordingly. Here is a general overview of what each social style is like, bearing in mind that most people have both a dominant trait and a secondary trait.

1. Analyticals

These people are cautious, thoughtful, logical and detail-oriented. They like to be certain that all the data, facts and figures are in place before moving ahead with a plan of action. Their favoured approach is to minimise risk by considering all options before making a final decision. They specialise in fairness, precision, prudence and objectivity. Others tend to perceive them as cool, rational and emotionally detached. To sell to analyticals, assume they have conducted thorough research before the sales visit. Always provide additional detailed information, support any assertions about the property with appropriate evidence, spend time discussing how the property can be customised to suit their practical requirements and avoid rushing them into a purchasing decision.

2. Amiables

These people are responsive, considerate and supportive. They prefer to focus on collaboration and team decisions. Their favoured approach is to obtain approval, consensus and to mediate, believing that the best solution is one where everyone involved is “on board” with an idea. They tend to be compassionate, loyal and trustworthy. Other people see them as kind and modest. To sell to amiables, help them to visualise what living in the property could be like for them in order to create an emotional connection. Spend time establishing a personal rapport, and assume the role of an advisor, but do not overwhelm them with too much information, and avoid rushing them into a purchasing decision.

3. Drivers

These people are highly assertive, fast-paced and decisive. They want the important facts upfront and can be impatient. Their favoured approach is to act on impulse based on the most relevant information at the time. They specialise in pragmatism, candidness, fearlessness under pressure and completing tasks at lightening speed. Others tend to perceive them as work-oriented, efficient and demanding. To sell to drivers, appeal to their competitive natures by emphasising how the property surpasses all others. Thorough preparation for sales visits is recommended, as drivers will want sellers to give them instant answers to questions so they can make an immediate purchasing decision.

4. Expressives

These people are outgoing, spontaneous, adventurous and humanitarian. Their favoured approach is to create a vision of the future and then influence others to support it. They specialise in mutual respect, enthusiasm, humour and risk-taking. Others tend to perceive them as persuasive, creative and impulsive. To sell to expressives, emphasise how the property purchase will enhance the lives of their loved ones. Include stories about the property to create a personal link. Build an ongoing relationship and spend time offering reassurance that you have their best interests at heart in order to encourage a reasonably efficient sale.

Are you looking to sell property in Leicester? Why not give KeyWest Estate Agents a call today on 0116 254 4555 our team will always be available to help.