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Each week Sales Babble host Pat Helmers shares selling secrets for non-sellers Pa t interviews sales guests and experts on the power of persuasion focused on a mindset of helping that ensures non-pushy win-win selling process. Fun yet informative, Sales Babble has helped sellers around the world become comfortable and quickly enjoy the role of sales professional 

Apr 17, 2018

Sales Babble - how to read a buyers personality How To Read A Buyers Personality with Alex Swire-Clark #212

Alex SwireClark is a Certified Human Behavior and Sales expert. He uses behavior concepts to unlock the communication potential in sales professionals. In this episode we discuss how to read a buyers personality.
Alex is also the host of the Rapport Advantage Podcast, transforming the way leaders build relationships.

DISC Profile

In our conversation we talked about buyer temperament. One way to discover this is to use the  DISC profile personality model:
Dominant – big gesture direct goal setters
Inspiring – people oriented
Supportive – flexible, low drama, easy going
Cautious  – number and process driven
People have a preponderance towards one personality type. However people are a blend of these temperaments.

Buying questions during a sale?

Ask these questions dependent on the personality type:

I – WHO?
S – HOW?
C – WHY?

How to Assess Personality

One way in understanding how to read a buyers personality is to:

  • Look at dress
  • Look at their office decor
  • Evaluate their email style

Selling Process and Focus

Things of note mentioned in the podcast:

  • Facts drive rapport with D and C personality types.
  • Conversation and sharing drive rapport I and S types. Slower pace for S.
  • The blend guides your process
  • Majority of people are reserved and people oriented

How To Find Alex Swire-Clark 

Send an email to with the subject line “Sales Babble Coupon” and get 15 % off a $13 assessment  !!!
Twitter: @raportpodcast

14: Dynamic Sales Refresher – Pat Helmers

In this episode Alex Swire-Clark and Pat discuss some fantastic tips on selling and discusses the SORT method for helping your prospects see the value in what you are offering.

The Rapport Advantage #14    April 10, 2018

Sales Personality Test

Here are past episodes that talk about how to read a buyers personality.

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