I’s are relationship people. They make up 11% (eleven percent) of the population, a little over one in ten. They are fun loving, gregarious, and enjoy being the center of attention and will take the stage
with ease. Optimistic and outgoing, they always look for the best in others.They are generous and sincere at heart, and are expressive about their emotions.  I’s love to tell stories and memorize them easily as they are passionate communicators. “I”s can also be egocentric, poor listeners, and become angered easily. In stressful situations the “I” may pour out every last emotion or draw up into a self-made cocoon and not breathe a word. Be an incredible listener with the “I”, compliment and acknowledge their sincerity, accomplishments, and choices.

This is a tip on how to recognize the “I” customer on your lot… very friendly, often smiling, “Hi! We are looking for a … Do you have any”? Or “Who wants to sell a car”? People who come in and ask this question seem to always leave in the same car they drove in. Ever wonder why? No
relationship was built before the task was started. I’s are relationship first and task second. Spend some time with the “I” and get to know them first! You will greatly increase your sales.

Here is how to respond. Introduce yourself. Smile! Compliment them on something and engage. “Hi! It’s a pleasure to meet you. My name is Joe. What’s yours? By the way, that’s a great watch you have on. Where did you get that? I wish I had one like that”. Sounds a little cheesy, doesn’t
it? That’s because you are not an “I”. The “I” personality will love it! Tell the “I” their vehicle of choice looks great, they look great in it, and everybody will notice them when they pull up. The “I” wants to look good. Let them know they do, and the demonstration drive will come easily with the” I”.

Inside the dealership, never interrupt the “I” as they can go off on a tangent or two. Ask them where they live and ten minutes later they may have told you how many bedrooms they have and the color each of them are painted. Listen and don’t interrupt. Remember “I”s buy from friends, and the
minute you interrupt, they think you don’t care and are insincere, and your deal is over.

Learn and understand the qualities of the “I” and you will always have a friend, get referrals, and sell more cars and make more money.  What are your thoughts on this subject?