Selling to the Personalities

PERSONALITY STYLES AND SALES

Have you ever been in a client relationship and had a real struggled to understand how best to meet their needs? We all know that the best selling relationship happens when we find our clients need and fill it.

The best way to understanding yourself and your client is by understanding personality styles. Each of us has a dominant personality style. It is natural for us to build quick relationships with people who are similar to us. It is a skill to build good client relationships with those who are different from us.

There are 4 basic personality styles and each one has its strengths and weaknesses. Understanding personality styles can help you become a better entrepreneur and work more efficiently with others in your profession.

The Popular Sanguine is the life of the party and always wants to have fun. She has an optimistic outlook on life and is looking for fun and adventure. She is best as the creative person on a team.
Sales Tip: Build relationships, have fun, close quickly, don’t overwhelm with too many choices.

The Powerful Choleric is motivating and quick to make a decision. He prefers to be in charge and needs action and excitement. He is best as the leadership person on a team.
Sales Tip: Show results, explain your successes, respect his schedule

The Perfect Melancholy is sensitive and good at making long range goals. She needs order and understanding. She is best as the detail person on a team.
Sales Tip: Give lots of details, she loves graphs and charts, don’t rush close.

The Peaceful Phlegmatic quiet and good at staying calm in the midst of chaos. He does not typically overreact in a negative situation. He is best as the support person on a team.
Sales Tip: Be encouraging, low pressure, reassure him support will last long after the close.

As you begin to understand the personalities and the motivations of each, it will become second nature develop relationships with those who have a different personality style. Understanding yourself leads to understanding others which leads to greater success in your business.


Jill Packard
Personality Trainer