Second Guessing Your Personality Causes Friction

We all agree that friction in the sales process is a bad thing. Any factor that complicates the process of doing business with you, should be eliminated. Friction slows down the sales process negatively impacting close relationships. Friction stands in the way of sales professionals building momentum. Interestingly, as trainers and coaches of top sales producers, we find the most insidious place where friction rears its ugly head is in the mindset of business development team members.

One of the ways sales pros are tricked into slowing down has to do with personality. The notion is out there that there is one ideal profile for effective selling. When we buy into this idea, we place ourselves in the 2nd class citizen group. We assume we can never succeed at high-level production because we are just not cut out for it. These mental gymnastics slow us down from reaching out and initiating conversations. Friction. But it does not have to be this way. 

Here are some facts to help you neutralize this friction-feeding idea.

1. There is no correlation between personality type and sales success. In particular, there are just as many introverted sales professionals as there are extroverted sales professionals.

   
   

2. Every personality type has a sales genius which can be leveraged for success in sales. Using the Myers-Briggs Type Inventory, consider the following:

   • Extroverts are great at breaking the ice and initiating live conversations.

   • Introverts are great at getting prospects to talk and learning what their greatest needs are.

   • Sensors reassure prospects by following a clear and orderly process.

   • Intuitors encourage prospects to brainstorm and whiteboard the importance of engagement outcomes.

   • Thinkers are wired to present a logical, stepwise approach to prospective challenge points.

   • Feelers are positioned to dial into the human dimension of a need/solution combination, a significant asset in garnering buy-in.

   • Judgers drive for closure, connecting with prospects' desire for resolution.  

   • Perceivers easily adapt to prospect pacing and are able to entertain multiple scenarios until close.

     
     

3. Every personality has to manage natural tendencies to please prospects and close deals. Introverts need a system to initiate. Extroverts need to finalize commitments and bring conservations (and prospects) to a close. 

Don’t create internal friction by talking yourself out of sales effectiveness based on your personality. Instead, understand the assets and liabilities that your profile brings to sales disciplines. Use the assets to work around the liabilities for authentic, momentum-building, prospect interactions.

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As an executive training solutions provider, RKE Partners offers sales accelerator engagements and focused coaching for all levels of revenue generators. Contact us today to explore how our team can help you sell more confidently and joyfully.