Unleashing the Power of Personality

By Brian Sullivan

Just this week, I had a VP of Sales from a medical manufacturer call seeking some advice. He said he received a call from one of his Zone Sales Managers who mentioned that he feared they may have to fire one of their newer reps because she was, well, “just too quiet in the calls.”

My simple response was, “AAAAAAANNNNND?”

The manager said, “That’s about it. The rep doesn’t talk much in the call and I’m not quite sure she’s outgoing enough to be successful.”

After playing the role of Sales Psychologist for several minutes, I realized that the problem the manager expressed to me wasn’t the actual problem. This rep worked hard, was coachable, and had pretty good numbers. I believe the rep seemed quiet in calls because she was actually doing more listening than talking. Amen to that! But I also think she lacked confidence because her direct manager wasn’t spending enough time with her practicing, drilling and rehearsing exactly how to do a great sales call. If they practice, I can promise you that rep will no longer be perceived as “too quiet.”

Here’s the point. Introverts can be – and often are – some of the best salespeople. Just because a salesperson’s personality doesn’t match with the stereotype of a typical rep, it doesn’t mean they can’t crush it in business and do a great job serving customers. The truth is that individuals of all personality types can thrive in the challenging yet rewarding sales environment. Different personality types, including introverts, possess unique strengths that can make them exceptional salespeople. So, let’s dive in and unlock the secrets to sales success, regardless of your personality type!

Introverts may be seen as reserved, but their introspective nature grants them a unique advantage in sales. They excel in one-on-one interactions, carefully listening and observing to gain a deep understanding of their prospects’ needs. Their thoughtful and strategic approach enables them to analyze situations, plan meticulously, and present well-thought-out proposals. They thrive in environments that allow for deep connections and meaningful conversations.

Extroverts are often seen as the life of the party, and they bring that vibrant energy to the sales arena. Their outgoing nature allows them to easily build rapport with prospects, engage in lively conversations, and exude enthusiasm. They thrive in networking events, trade shows, and client meetings where their social skills shine. Their ability to energize others and think on their feet makes them exceptional at establishing connections and closing deals. But the extrovert needs to remember to tone it down and listen more to customers.

Charisma knows no bounds, and individuals possessing this trait have a natural gift for captivating their audience. These salespeople possess magnetic personalities that draw people in, making prospects feel understood, valued, and eager to do business. Their great listening skills, empathy, and ability to build trust, creates long-lasting relationships, leading to loyal clients and a steady stream of referrals. Oh, and CC is also a LinkedIn Master!

Knowledge and data are often king, and analytical minds excel at using it to their advantage. These individuals possess a detailed approach to sales, thoroughly researching prospects, analyzing market trends, and identifying patterns to tailor their strategies. Their logical thinking and attention to detail enable them to present solutions with precise data, earning the trust and respect of their clients. They excel in industries where complex decision-making and thorough analysis are crucial.

their offering brings, they inspire clients to envision a brighter future.

Empathy is a superpower in sales, and those who possess it excel in understanding the needs and pain points of their prospects. These salespeople genuinely care about helping others and go above and beyond to provide tailored solutions. They ask thoughtful questions, actively listen, and offer personalized recommendations. Their ability to connect on an emotional level fosters trust and loyalty, making them invaluable partners to their clients.

So remember, YOUR personality is not a limitation but instead

Sales is not just about numbers, it’s also about innovation and thinking outside the box. Creative individuals bring a fresh perspective to the table, offering unique solutions and presenting products or services in captivating ways. Their imaginative approach helps them stand out from the crowd, making a lasting impression on prospects. With their ability to paint a vivid picture of the benefits a catalyst for success. Regardless of whether you’re an Extroverted Dynamo, a Charismatic Connector, an Analytical Mastermind, a Creative Innovator, an Empathetic ProblemSolver, or an Introspective Strategist, there’s a place for you in sales. Embrace your unique strengths, hone your skills, and leverage your personality traits to forge meaningful connections, inspire trust, and achieve outstanding sales results.

As Founder of PRECISE Selling, Brian Sullivan, CSP creates top performers in sales, customer service, negotiations, leadership, and presentation skills through seminars and Internet training programs. He is also the author of the book, “20 Days to the Top – How the PRECISE Selling Formula Will Make You Your Company’s Top Sales Performer in 20 Days or Less”. To learn more, go to www.preciseselling.com.