Ideas from books, articles & podcasts.
If you want to win deals consistently, you can't sell how you want to be sold to. Instead, you have to adapt your strategy to the personality type of the potential buyer.
There are four personality types:
This type is goal-oriented, decisive, and competitive. They care more about the results and less about personal relationships. They can be impatient and controlling.
They speak in declarative sentences and ask a few questions. For example, they're likely to sa...
These people value personal relationships and want to trust their business partners. They will dive into finding unexpected solutions but won't do much research before a meeting.
They are great listeners and might ask personal questions to get to know you outs...
Expressives tend to make decisions taking their emotions into account. They are often concerned with others' well-being. They are creative, outgoing, and spontaneous. They value mutual respect, loyalty and friendship.
They want to feel connected and bond on a ...
Analytics love data, facts, and figures. They'll research you and your business before meeting and ask a lot of detailed questions. They want to understand the available options and won't make a quick decision.
They are concerned with facts, not emotion, and ...
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