Using Adaptive Selling for Sales Prospecting

Why prospect based on personality?

When prospecting, it can be difficult to break through the noise. By employing an?adaptive selling ?strategy, sales reps can adjust their approach based on their buyer’s unique personality, communication style, and motivations. Understanding personality differences is key to being more impactful when prospecting.

Understanding a prospect’s personality can help you leave a lasting impression on them.

At Crystal, we’ve developed a tool that analyzes publicly available information to determine an individual’s personality type and enables an?adaptive selling approach . Using the DISC Framework, a proven and tested personality methodology, prospects are categorized into 4 main personality types: D (Dominance), I (Influence), S (Steadiness), and C (Conscientiousness).

When you’re reaching out to a prospect or preparing to meet with them for the first time, you can find their personality type by using?Crystal’s Chrome Extension . After identifying where a prospect falls on the DISC wheel, you can better understand how to best communicate with and sell to each individual.

DISC type D personality: Dominant

Prospects with D personality types are motivated by control over the future and personal authority. They tend to prefer instant, concrete results and competitive advantages.

Quick tip:?Get to your point quickly.

Your Behavior:?Focus on being concise and confident.

Communication:?Communicate clearly and succinctly while avoiding small talk.

Always Remember:?Appeal to the Dominant person’s preference for big ideas and high-level planning. Skip the fine details unless asked.

D type examples:?Kamala Harris ,?Mark Cuban ,?Donald Trump

Prospecting Advice:

DO?

• Ask direct questions
• Ask them to choose the time and/or place to meet
• Be clear and concise

DON'T

• Be passive or reserved
• Let any call or meeting run past its' scheduled time
• Include too much detail

EXAMPLE

I noticed that you recently released a new product, and my company can help you get significantly more exposure in the consulting industry. Is there a time I can call you to discuss?

DISC type I personality: Influential

Prospects with I personality types are motivated by innovative, unique, creative ideas and excited by the future. They tend to prefer building new relationships and experiences.

Quick tip:?Be friendly and engage in small talk.

Your Behavior:?Anything that conveys warmth, familiarity, and an open attitude–?share interesting stories, while maintaining a positive demeanor.

Communication:?Communicate in a casual, expressive way and engage in small talk before jumping into the finer details.

Always Remember:?Influential people are usually visual people, so bring along any illustrations you can and follow up any key takeaways and action items in writing.

I type personality examples:?Dick Van Dyke ,?Taylor Swift ,?Conan O’Brien

Prospecting Advice:

DO

• Ask for a more immediate meeting or call time
• Remain enthusiastic and empathetic
• Call them to action

DON'T

• Speak in a serious tone
• Involve too many details
• Focus on facts and figures

EXAMPLE

I noticed that we’re both part of the AAISP, and I’d like to share a little bit about what my company is working on to see if it could help you.?I’d love to chat with you and answer any questions you have about the product. Let me know what your next week looks like!

>>> to see all DISC examples, click link below for full article