Can fast can you pick up on personalities when someone answers the phone? When you read an email, can you pick up on personality styles?
In sales, you need to understand personality types and personal styles. Never assume that your customers will have the same buying styles! If you do, you are likely to brush off the conversation as, "that person was rude" or "they didn't seem interested."
Also, stop selling just to people who are like you. You can increase your market size by understanding personalities and how to best communicate. Heather Williams from Strategic Dynamics shares her expertise with us.
Some of the keys for this podcast: