Understanding personality types By Ben Brocklesby, director at Origin.

At Origin, we are continuously analysing and re-evaluating the services on offer to our partners, looking at how we can be better, in order to help their business success.

Over the last 12 months, we have launched a new product, introduced a revolutionary online ordering system, and honed our marketing, technical and aftersales support, all targeted at increasing partner profitability. This gold standard of service is the most comprehensive on the market, and one our partners greatly appreciate.

So, what can we do to help them attract more customers, maximise sales and lead conversions, and improve customer experience, all while upholding the Origin brand in the process?

Well, we recently commissioned a piece of research that delved into the psychology of the showroom, analysing the different types of customers and the personalities that partners most often adopt when dealing with them.

By teaming up with one of the UK’s leading sales psychologists, we were able to help our partners boost their profits by giving them a better understanding of their own sales styles, strengths and weaknesses, as well as how to interact with different customers. We wanted everyone involved in the showroom experience to understand how even small changes can have a positive effect on their success on the showroom floor.

We 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 more aware of their salesperson personality, our partners have more control over how they engage with customers.

For sales personnel, being able to assess any situation and act accordingly, is a real benefit. Picking the right tempo of conversation, knowing the most appropriate time to discuss statistics, understanding when to let the customer make up their own mind are just some of the elements discussed in our White Paper.

We want our partners to succeed, and the showroom experience, customer journey and service levels are a huge influence on this. Therefore, we will continuously invest in research like this to share best practice with our partners, helping optimise the sales process, maximise lead conversion, and increase profitability.