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How To Sell With Personality Barry Saltzman #215
Four Primary Traits
Barry shares how to sell with personality by categorizing buyers into one of four traits. Each trait is described below:
- Controlling: Goal oriented. They know what they need to do every morning. Plus they are focused, motivated, driven, and commonly found in leadership roles.
- Outgoing: Type A types. They are social and energized by meeting people. To build rapport they will spend the first 15 minutes chatting building friendships. By nature they are authentically empathetic.
- Exacting: Specialist, experts, they look at pieces of whole, and very detail oriented
- Relaxed: Laid back. They have an easy going attitude. They are not one to rush. This makes them hard to sell.
The traits are configured in the following quadrants:
| Controlling | Exacting |
| Outing | Relaxed |
People have primary and secondary personality types. We’re not all one type or another. We are a blend. Thus there is a also and
The Adaptive trait can be found somewhere in the middle of the quadrants.
Quick Way to Assess
- Read LinkedIn profiles.. By the style and information you can learn much about a person’s personality trait.
- Ask open end questions. For example if you’re at a tradeshow ask “Tell me what you do ….”
- Controlling person, sell to them that helps them reach their goals. Somewhat to dominate the world, not all.
- Exacting person, let me walk you through our methodology and framework to show you how you get to the results
- Outgoing person, this is how you will feel, ,how it will impact your propel .. watches body language.
- Relaxed person, calm, don’t push, this is the most difficult to sell to. only 10% of the people
Two Open Ended Questions
- Tell me about your business and how you meet your goals?
- Describe to me what role you like to play on your team?
Barry has a cheat sheet of various personality types associated with real people he has met in his life. This way he can quickly know how best to add value in a conversation.
Take Action
Barry recommended two courses of action you can immediately do to better understand and assess your prospective customers.
- Start asking open ended questions and listening to the answers.
- Take a free assessment on prep-profiles.com
How To Find Barry Saltzman
Barry Saltzman is a seasoned “hands-on executive. He has 30 years of experience in both public and private organizations. Barry has been responsible for Global Sales, Leading and Managing Complex Service Organizations. As a leader hs has successfully turned around a $60m distribution business. Barry’s enjoys spending his time with his clients. He especially likes developing plans to help them reach their full potential. Barry also serves on a variety of Advisory Boards with local SBDC’s in the Chicagoland Area. Barry is easy to find across the world wide web!
Sales Personality Tests and Assessments
- How To Read A Buyers Personality with Alex Swire-Clark #212
- How Salespeople Overcome Procrastination with Eric Twiggs #178
- Four Ways To Fix a Bad Reputation with Pamela Gockley #158
- Selling For Introverts with Alen Mayer #61
- Selling With Personality with Irene Anderson #47
- SB028 – Great Sales is a 3-Pointed Hat an Interview Leanne Hoagland-Smith
- BANK, A Sales Personality Test for Sales Professionals, An Interview with Dr. Nancy Zare #5