What's Your Selling Style

Discover how your personality impacts the sale

We've all come across prospects who are easy to approach, enjoyable to know and a pleasure to sell to.

We've also experienced prospects who are very demanding, nearly impossible to satisfy and hard, if not impossible, to sell to.

Ever wonder why?

Sometimes it comes down to the different personalities of the two people. As a salesperson, this can mean the difference between success and failure. Just like your personality impacts how you sell, the prospect's personality influences how he or she buys.

People buy from people they know, people they like and people they trust.

Whenever your personality stands in the way of this happening, selling becomes difficult if not impossible. When there is a mismatch between the selling and buying styles, the cash register often rings up a "No Sale".

People with complementary personalities naturally get along with each other, while people with non-complementary personalities will clash and have, what is called a personality conflict. As a salesperson, when your personality clashes with that of your customer's, you've got problems.

Salespeople have a natural tendency to sell the way they want to be sold to, but not every customer wants to be sold to the way you want to sell.

This is why smart salespeople learn to adjust their selling styles to better match the customer's buying style. Your ability to flex your personality plays a major part in building and maintaining rapport with your customer.

The following instrument will show you what your basic personality and selling style are and how you can adjust your style when dealing with other types of personalities. The ability to adjust your selling style can have a huge impact on your ability to establish rapport and build strong, lasting relationships.

The "What's Your Selling Style" instrument is copyright Salesforce Assessments Ltd.