Have you experienced this before?

You make a sales call starting off with small talk and after about ten minutes you know you’ve connected with them – you relate to each other. You’re relaxed, enthusiastic and feel confident that the meeting will be successful, leading to the next one and hopefully a sale.

On your next appointment, you start as you typically do, but you don’t feel the same connection.

The prospect doesn’t seem interested in small talk, and you lose confidence in knowing what your next step should be.  The result is a one meeting relationship that doesn’t lead to a sale.

We all have our preferred approaches to sales conversations, asking questions, and how we approach making decisions and solving problems. We have a particular view of life, and we tend to approach situations according to how we see things. This is what I call our default system. Or put another way, that’s our personality styles.

When we understand the four different Personality Styles, we can adjust our approach towards the style of the customer.  

Instead of seeing things and approaching prospects from our perspective, what if you started each sales appointment by asking yourself, “Who am I with?”

When you do this, it takes the emphasis off of you, and your goals allowing you to pay more attention to what seems to be most important to the customer.

But here’s the problem we see in sales today.

There is daily pressure from management to consistently perform. We see leaders dictate the required results without coaching their salespeople on how to approach prospects and clients. When there is a lack of employee engagement between leadership and sales, it creates stress, anger, worry and anxiety which ultimately leads to high team turnover. Sales turnover is very costly to every organization, averaging 6-9 months of their salary, according to SHRM. 

When sales leaders coach their salespeople to work with clients and prospects using a customer centric focus, results are significantly improved. One of the primary roles of a sales leader is to train and support their people on how to best engage with the different personality styles to maximize results.

Pause for a moment, and ask yourself, “How well am I training and supporting my sales team to meet the evolving needs of our prospects and clients? How am I learning and growing so I can help them do the same?”

If you’re not giving yourself high marks on these questions, consider what you should do differently. 

One skill that can make a big difference is learning about and using personality styles, which will give you a deeper perspective about your team and your clients.

Instead of being uncomfortable or unsure about your approach, you’ll then understand how to change your approach. When you identify their communication style, you can adjust your style to theirs and have the opportunity to move a sale forward that you might have missed in the past.

Customers buy from salespeople that understand who they are, what they need and are responsive along the way. The beauty about the career of selling is that every sales call is a unique experience. Different customers have different needs and desires; Personality Styles are a part of the equation.

Learn your Personality Style and how Personality Centric Selling can benefit your organization by reducing turnover, improving your win rate, and building more long-term relationships. https://stu-schlackman.mykajabi.com/PersonalityStyleAssessment

Here’s to great selling.

Stu