How to Adapt Your Personality and Sell to Anybody | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

Have you ever had somebody that you could sell anything to? It was so easy, they loved you or the same thing with an employee and then there were other ones, whether it was a salesperson, as a salesperson, you couldn't sell anything or there's an employee just couldn't get through. A lot of times I find that your own personality style might be holding your sales back and there are four personality styles and I'll go through them very quickly.

There's the driver who really wants to drive the car. They are like Donald Trump, like Hillary Clinton, like anyone in the movie from Wall Street, a controlling interest. They want to do it and have the credit. Downside is they can be kind of brash and arrogant.

The next group are the analyticals, they are fact-based, so anyone on This Old House or a project or a CPA or a surgeon, they have a process. They go A to B to C and while they know those products, a lot of times they can come off a little bit cold.

The third ones are the expressives. They're like that excited dog at a dog park, over here, I'll throw the ball, ping, ping, ping. They have so much energy and so many interests that unfortunately it can overwhelm some people, but what's good is they have that energy and they also still have a personality that says, I know what I'm doing, but they're kind of I based and the downside is they may not finish as much as they start.

The last group are the amiables, they're like teachers, like firemen, they're the salt of the earth. They're more interested in your happiness than their own and the downside is they're not screaming and saying, notice me, notice me, especially as an employee. After a while, if they aren't being treated right, they finally may quit.

 

If you understand those four personality styles and you understand which one of those four you tend to be like, then you can modify your own so that you're not just selling to people like you. You're able to modify that and sell to anybody because there isn't a better or worst personality style. They're just different.

If you love what you heard on Retail Today, connect with Bob by visiting retaildoc.com or send a message to bob@retaildoc.com. Thanks for listening!