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Learning styles to help you sell more

Understanding Learning Styles to Help Sell More

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Understanding Learning Styles to Help Sell More

If you understand the three different learning styles (visual, audio and kinesthetic) and key insights about personality types, you can tailor your sales and marketing to ensure you incorporate different ways to explain, educate and sell to people based on their learning style and personality type.  And that can mean more sales and sales made more quickly.

 

Tip

Learning styles and personality types

Know this
Know this: The best sales people quickly assess a prospect’s preferred learning style and adjust.  Since marketing is non-personal sales, marketers are like a teacher with a classroom of students with different learning styles.  The marketing has to work for people with different learning styles.

 

Tip

There are three types of learning styles 

1.  Visual learners learn through seeing

Most visual learners want to see words and take notes.  The act of writing something down that they can see helps cement an idea in their brain. 

Videos, video webcasts and in person demonstrations where they can see facial expressions and body language to fully understand an idea are very effective for visual learners.  So are graphs, pictures, diagrams, and illustrations. 

TIP:  Infographics are a very effective tool to use in marketing to visual learners.  So are videos. 
 
  • Infographic How-To
  • Video Marketing
 

2. Auditory learners learn through listening and hearing

They like podcasts, talking to someone on the phone, and participating in group discussions.  They best remember things when they hear them vs. see them. 

Know this
Know this: Written information may have little meaning until it is heard.  They interpret underlying meaning by listening to inflections in tone of voice, pitch and other nuances. 
 

3. Tactile or kinesthetic learners learn through hands-on experience of doing, trying or touching

These type of people like interactive demos, interactive surveys, games, and try before you buy programs.  


There’s another variable to consider as well:  an individual’s personality type

Meyers-Briggs system defines sixteen different personality types.  These are tied to how people make decisions.  Two key factors are relevant to marketing:

How people prefer to get information

Sensing people prefer to focus on the basic information. Intuitive people prefer to interpret and add meaning.

How people make decisions

Thinking people prefer to first look at logic and consistency. Feeling people first look at the people and special circumstances.

 

We have provided the simplest explanation of this.  You may want to take the Meyers-Briggs profile test yourself to understand your personality type and those of others you work with and live with.  And with that foundation, think about how your marketing could be more effective if it addressed the preferences of these different personality types.

TIP:  When you are reviewing any type of marketing (an ad, direct mail flyer, website content, sales presentation) look at it from the lens of these different learning styles and personality types.  Or, conduct market research.  What’s key is not to choose something just because you like it.  You represent one learning style and one personality type.  Your marketing needs to work for different types of people to be most effective for you and your prospective customers.  
 

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