Sales Hustle is now Sales Transformation
May 3, 2022

#299 S2 Episode 168 - Adapting To Different Buyer Personality Types

READ THE ROOM!

The game is never the same when selling to different personalities, and this will be the focus of Collin Mitchell’s solo episode today. Collin will be explaining why understanding and adapting to various personality types of buyers is very important. He will also be giving us some examples today. Tune in and learn more in this latest episode of Sales Transformation!



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HIGHLIGHTS

Importance of adapting to personality types
Approaching some sample personality types
Research about different personality types

QUOTES

Collin: "It's really important to be able to read the room, whether that's in person, whether that's virtually, you need to know the type of person that you're interacting with.”

Collin: "I highly recommend that you do some research and start to understand different personality types is going to help you extremely as a seller, and you're going to start to understand these people better.”

Collin: "Understanding what it is that they value so that you can tailor your sales process to deal with these different types of people the way that they like to be interacted with.”


Connect With Collin on LinkedIn

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!


READ THE ROOM!

The game is never the same when selling to different personalities, and this will be the focus of Collin Mitchell’s solo episode today. Collin will be explaining why understanding and adapting to various personality types of buyers is very important. He will also be giving us some examples today. Tune in and learn more in this latest episode of Sales Transformation!

 

Join Our Free Podcast Community HERE!

Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! 

Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!

HIGHLIGHTS

  • Importance of adapting to personality types
  • Approaching some sample personality types
  • Research about different personality types

QUOTES

Collin: "It's really important to be able to read the room, whether that's in person, whether that's virtually, you need to know the type of person that you're interacting with.”

Collin: "I highly recommend that you do some research and start to understand different personality types is going to help you extremely as a seller, and you're going to start to understand these people better.”

Collin: "Understanding what it is that they value so that you can tailor your sales process to deal with these different types of people the way that they like to be interacted with.”

Connect With Collin on LinkedIn 

Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!  

Looking to start your own Podcats? Book a FREE strategy call. 🚀

Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold DMS through LinkedIn, you're missing the mark big time. Learn how I fully manage revenue generating podcasts can change your life and your pipeline@salescast.com.

[00:00:55] All right. Welcome to another episode of sales transformation. Today's going to be a solo episode where I'm going to talk about the different types of personalities of buyers. As a seller. It's really important to be able to read the room, whether that's in person, whether that's virtually, you need to know.

[00:01:15] The type of person that you're interacting with because how you proceed in the sales process or how you run the discovery call or the demo will be different based on the type of person that you're interacting with. If you have a more assertive personality, they're more goal oriented, decisive and competitive.

[00:01:37] So for example, if somebody else similar to them is. Doing, whatever it is that you do or using you, they're going to have FOMO and want to potentially sign up. Um, they're also very goal oriented. So if you can help them see the vision of hitting certain targets through utilizing your product or your service, this is going to be extremely helpful with an assertive type of buyer.

[00:02:04] Okay. People with assertive personality types are also relatively impatient. Okay, so they're going to want to move quickly so that if you, so if you can hit certain tire targets or if you can hit, um, particular milestones of implementing a process at a faster pace than say your competitor, Then that's going to help you with an assertive person.

[00:02:27] Uh, for example, here at sales cast, we like to say we have one of the fastest podcast launch programs. Um, in comparison, we can launch a show in a day, um, and not for many people can do that. So with an assertive buyer, that's something that's really. Stand out to them. Okay. These are just a few examples, but I highly recommend that you do some research and start to understand different personality types.

[00:02:53] It's going to help you extremely as a seller. And you're going to start to understand these people better. You'll start to see. Patterns and things that will, um, give you a good idea of what type of personality type. And then once you have this level of awareness, then you can start to look for these things.

[00:03:11] Okay. Um, now let me give you another example. Now I'm not going to go through all of the different, uh, personality types. Let's say you have an expressive person. So expressive people are also some, um, you know, they typically, um, really value. They really value personal relationships. They're very important to them.

[00:03:32] Okay. So taking your time, building trust, building rapport with these people is going to go a long way. Very different than the assertive, right? Assertive people want to move fast. Okay. With an expressive person, you might need to slow down a little bit. You might need to, you know, get to know them, build some trust, build some authority.

[00:03:54] Uh, with these types of people, expressive people are also very creative, outgoing, spontaneous, and they rely on their intuition. So really nailing the experience with them, um, is going to help you significantly. Okay. Um, let me see, uh, another one that we can kind of go so. Um, I'm going to give you one more.

[00:04:16] Now there's lots of different personality types, but I'm just really trying to give you an idea of how important understanding different personality types is as a seller, because you're going to handle things differently based on what type of personality type your buyer has. Okay. Now there's the analytical person.

[00:04:35] Okay. Uh, the analytical person, these people are going to want data fast. Figures. Okay. So case studies, they're going to want to know that you have done for somebody else, what you're claiming to do for them. So you're going to need to show them proof. You're going to need to show them numbers, data, case studies.

[00:04:58] These are all things that are going to help you extremely well. Uh, in the sales process, dealing with an analytical person. Now, if you use that approach, With an assertive person it's actually going to hurt you. Okay. So how you approach the sales process with these different types of people is extremely important for your success.

[00:05:20] Moving the deal forward. Okay. Now these are just a few examples. I highly recommend that you do some research that you really dig into understanding different personality types, understanding what it is that they value so that you can tailor your sales process to deal with these different types of people.

[00:05:40] The way that. Like to be interacted with. Okay. I hope that you found this helpful. And if you enjoyed this episode, please write us a review, share the show with your friends, and I'm always listening for your feedback. You can go to sales, transformation.fm, drop me a voice dam, and I will get back. Hey, you stuck around that tells me you're serious about your own sales transformation.

[00:06:05] If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your loadable. Yeah. It's free sales cast.community. Send me a DM with your best pitch and mentioned this ad. And I might even give you free access to our best templates.