The Sales Personality

The term, “sales personality,” is easily mistaken for an extrovert’s energetic, take-over-the-room style—capable of making anyone feel instantly at ease. But, while attractive, outgoing style has value only when combined with a few behaviors, available equally to even the most committed introvert.

A personality, outgoing , or shy, is like a child. You can’t objectively recognize its shortcomings any more than a proud parent can consider their child to be unattractive or less than unusually intelligent.

But your inner-self– that personalized set of viewpoints that makes you unique, and supports certain behaviors – must be given an introspective look for a “sales personality” to be allowed to emerge. That unique inner-self probably has a few habits that conflict with effective selling, and will require attention to modify behaviors required of a true sales personality. The one small problem, near universal to all of us, is we aren’t very good at seeing ourselves as we really are.

Consider, do your habits tend to:

More likely talk, when you should be listening? Or, be inclined to listen carefully for the real     message behind the other’s words, before speaking?

Take offense when challenged? Or, fall back on the Rule of Agreement?

Assume a casual approach to preparation for a sales call is good enough? Or, prepare for every call as though your life depended on it?

Try to conjure a response to a prospect’s question when you are only guessing the answer? Or, do you state you will get back to them as quickly as possible with a correct answer to their question?

Downplay any action that might result in rejection? Or, do you act from the premise that objections answered are opportunities to close the sale.

Behaviors described in the first part of these statements—all equally destructive to the sales process— are common to inexperienced salesmen. They are overcome when the neophyte’s, “do only what’s necessary, good enough is close-enough,” mindset shifts to conscious attention given to a, what’s best for the prospect, mindset.

Having exchanged old habits and behaviors of the first part for habits of the second part, status as a professional salesman—the true sales personality—emerges.


Ron Brock

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