The Power of Personality in sales

I often refer to personality when talking about developing personal sales skills.

You see personality is important, it gives us clues as to how you can use yours to sell in the most natural way and indeed who you are going to be able to sell to and how in the least stressful way for you. I say this because many business owners I come across and work with and believe it or not sales professionals I have trained during my working life all have a style they can develop once they learn the key sales skills, systems and processes needed to be successful. However I am going to caveat this and say that I truly believe anyone can learn how to sell IF they are motivated to do so, believe in the product or service they are selling and understand how their personality will influence how they can sell best and therefore what client type they will naturally be able to sell to.

The more extraverted *personality types ( externally motivated ) have more chameleon type ability to be fluid and adapt while the more introverted personality ( internally motivated) types will have a more internal referencing system to be less adaptive quickly although they can adapt. It's obvious really isn't it at this point, who each type is going to work best with?

*note I am generalising here to make a point there is more depth within profiling but for the sake of this short article this description provides a summary point

So, as a business owner or MD managing a team, or dealing with your associates the key is awareness of a person's natural communication and behavioural strengths, in personality profile terms. Typical profiles I use including Disc, Clarity 4D & Colour Persona are based on colour profiling systems which match styles to a 'leading with colour preference ' making it simpler for us to begin to understand how we show up, behave and communicate in certain situations and how our peers, associates and prospective customers behave and this is where it gets interesting if predicting and understanding buyer behaviours is essential to help you build relationships, sales pipelines and ultimately close sales. Once you get this you can work out what type of communication works best and how long it's going to take from lead to sale conversion ( average) You will then begin to understand how you can adapt your communication to each part of the sales process

So if we look at typically what profiles tell us we can view 4 different elements and factors that help us understand how to develop our own sales style and tune into our prospect and client needs

1. Self awareness - Who you are and how you show up
2. How others perceive you- This can often not be as you see yourself and is incredibly enlightening al
3. How to read others (prospects and client, your team) to better understand them. Once you begin to understand your strengths and hidden potential you can start recognising the other 'styles' you will encounter in your prospects & clients. It will enable you to have better sales conversations and tune into your prospective clients needs by listening well and then positioning a suitable great solution that meets their needs
4. How to adjust your sales style to achieve your goals- This is where the gold is once you know your strength style to build relationships you will likely need to stretch into what I call the 'closing zone' to nail your sales and ensure you can convert your lead into the sale and a new client for the business.

It really is fascinating when you begin to see how this can help develop an authentic integrity led selling style so selling becomes a more valued and sustainable activity - partly because you have developed your own inner guidance compass and system to be able to fine tune your own style and how you adapt to others in the situations you find yourself in.

It also becomes easier over time to manage buyer expectations, timelines and prioritise your follow up and outreach activity.

The power of personality can be a very enlightening way to often quickly find a solution to honing your sales abilities and enjoyment.

If you would like to find out more about your strengths and develop your Authentic selling style and increase Sales then email me [email protected] for a sample profile

Or to book a Power of Personality profile session consultation click here https://calendly.com/shereesalesleader/30min

Sheree Owen

Sales Strategist www.shereeowensalesstrategist.co.uk

Founder of The Brilliant Female Entrepreneur Society www.facebook.com/groups/BrilliantFemaleEntrepreneurSociety/