May 8, 2018
How To Sell With Personality Barry Saltzman #215
In this episode Barry Saltzman shares a quick way to read
prospective buyers. He believes you should adjust your selling
technique based on their personality. Too often sellers take the
same approach with all clients. This doesn’t make sense. All buyers
are different. All buyers have their own peculiarities. It’s not
just about selling your products and services. Instead learn how to
sell with personality.
Four Primary Traits
Barry shares how to sell with personality by categorizing buyers
into one of four traits. Each trait is described below:
- Controlling: Goal oriented. They know what
they need to do every morning. Plus they are focused, motivated,
driven, and commonly found in leadership roles.
- Outgoing: Type A types. They are social and
energized by meeting people. To build rapport they will spend the
first 15 minutes chatting building friendships. By nature they are
- Exacting: Specialist, experts, they look
at pieces of whole, and very detail oriented
- Relaxed: Laid back. They have an easy
going attitude. They are not one to rush. This makes them
hard to sell.
The traits are configured in the following quadrants:
People have primary and secondary personality types. We’re not
all one type or another. We are a blend. Thus there is a also
The Adaptive trait can be found somewhere
in the middle of the quadrants.
Quick Way to Assess
- Read LinkedIn profiles.. By the style and information you can
learn much about a person’s personality trait.
- Ask open end questions. For example if you’re at a
tradeshow ask “Tell me what you do
Good sales is about adding value to the prospect
- Controlling person, sell to them that helps
them reach their goals. Somewhat to dominate the world, not
- Exacting person, let me walk you through our
methodology and framework to show you how you get to the
- Outgoing person, this is how you will feel,
,how it will impact your propel .. watches body language.
- Relaxed person, calm, don’t push, this is
the most difficult to sell to. only 10% of the people
Two Open Ended Questions
Barry asks the following questions to quickly discover a
person’s personality type.
- Tell me about your business and how you meet your goals?
- Describe to me what role you like to play on your team?
Barry has a cheat sheet of various personality types associated
with real people he has met in his life. This way he can quickly
know how best to add value in a conversation.
Barry recommended two courses of action you can immediately do
to better understand and assess your prospective customers.
- Start asking open ended questions and listening to the
- Take a free assessment on prep-profiles.com
How To Find Barry
Barry Saltzman is a seasoned
“hands-on executive. He has 30 years of experience in both public
and private organizations. Barry has been responsible for Global
Sales, Leading and Managing Complex Service Organizations. As
a leader hs has successfully turned around a $60m distribution
business. Barry’s enjoys spending his time with his
clients. He especially likes developing plans to help them reach
their full potential. Barry also serves on a variety of
Advisory Boards with local SBDC’s in the Chicagoland
Area. Barry is easy to find across the world wide
Sales Personality Tests and Assessments
Listen to past Sales Babble episodes on now to decrypt and
How To Sell With Personality Barry Saltzman #215 appeared first
Babble Sales Podcast | Sales Training | Sales Consulting |Sales