Blog

Maximising Personality Dynamics in Selling: A blog by Connect Yorkshire CEO Nick Butler

4th December 2017

A slightly different sales training event took place at Carrwood Park on Wednesday 29th November. It was delivered by our Sales Training Partner, durhamlane on the subject of understanding your own and your target’s personality traits. Alison Freer of durhamlane led the very interactive session.


What are you most like. What is your target customer most like


Fiery Red – competitive, demanding, determined, strong-willed and purposeful


Cool Blue – careful, precise,deliberate and formal


Sunshine Yellow – sociable, dynamic, intuitive, persuasive and general


Earth Green – caring, encouraging, sharing, patient and relaxed


Extraversion rapid speech, appears to think out loud, high word count both written and spoken, louder, physically expressive and needs high interaction to energise.


Introversion – minimise spoken words, pauses before answering or giving information, little body language, concise and needs to be alone to energise.


Signs of Extraversion in a Customer – request more face to face time, meetings scheduled for 60+minutes, phone calls between meetings, long email trails, frequent use of !!!!!


Signs of Introversion in a Customer – short, concise emails, request written outline before meeting, short meetings with few people.


Using all that


So having worked out what your target customer is most like from the characteristics set out above, you can begin to plan your approach. So if you think your target is Cool Blue with Introversion, short, sharp communications and meetings would be best.


Personalities under Pressure


What are the signs your target customer is under pressure


Fiery Red – dominant, arrogant, ruthless


Cool Blue – critical, pedantic, myopic


Sunshine Yellow – bored, disruptive, vague


Earth Green – over – accommodating, smothering, passive


join the conversation

post a comment

Leave a Reply

Your email address will not be published. Required fields are marked *