Here's how you can tailor your communication to different personality types as a technical sales leader.

1 Analyze Traits

Before you can tailor your communication, you need to analyze the personality traits of your audience. Pay attention to their behavior, preferences, and responses during interactions. Some may prefer data-driven discussions, while others might appreciate a more narrative approach. For example, an analytical person will value detailed specifications and performance metrics, so ensure you're prepared with comprehensive data. Conversely, an amiable personality might focus on how your product or service can create a positive impact on their team or clients.

2 Adjust Language

Once you've identified the personality traits, adjust your language accordingly. For those who are detail-oriented, use technical terms and specific language that conveys precision. In contrast, if you're dealing with someone who is more big-picture oriented, avoid getting bogged down in technical jargon. Instead, use broader terms that relate to the overall benefits and outcomes of the product or service. Remember, the goal is to make your audience feel comfortable and understood, which will help in building rapport.

3 Listen Actively

Active listening is a key skill in tailoring communication. Show genuine interest in what the other person has to say and provide feedback that indicates you understand their perspective. For instance, if someone expresses concerns about the implementation process, acknowledge their worries and offer clear, concise information on how your team can support them. This not only demonstrates empathy but also builds trust, as you're acknowledging their individual needs and addressing them directly.

4 Be Adaptable

Being adaptable in your communication approach means being ready to shift gears if the situation calls for it. If a client or team member isn't responding well to the current method of communication, don't hesitate to change your approach. For example, if a visual learner is struggling to grasp a concept through verbal explanation, switch to diagrams or charts. Flexibility is key to ensuring that your message is not only heard but also understood.

6 Follow Up

Finally, following up after your initial communication is essential. This gives you the opportunity to clarify any points that may have been misunderstood and reinforce the information shared. It also shows that you value the relationship and are committed to ensuring satisfaction. Tailoring your follow-up based on the personality type—for instance, providing additional data to an analytical person or a summary of key points to someone who prefers brevity—can further enhance understanding and retention of the information.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?