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B.E.S.T Traits: Personality Based Client Handling in Personal Selling

Sadique Neelgund
December 12, 2014

Reading Time: 4 minutes As advisors, we meet different kinds of people. Some engagements work out and some don’t. Like the way client’s choose advisors to work with, we as advisors also choose clients to work with. Getting familiar with the thought process and decision making traits of clients can help us to better manage the engagements. In this article, Shibaji Bose, Director at Consultree India Pvt. Ltd. suggests that clients can broad be categorized in four traits i.e. Bold, Enthusiastic, Steady & Technical. He analyzes each type and offers suggestions on managing these clients. Transaction is human and takes place between two people while the successful outcome of the transaction is the engagement, says Shibaji.

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