The PEOPLE Process TYPE Talk Understanding People is what it's all about.
April 2011


The topic for this month's issue is about how to use personality type in selling. Because our type preferences are integral to everything we do in life, it follows that we have a comfort level with how we are approached, given information, expected to make decisions and take action. This is what the "sales process" is all about.

In the first article "Using Type in Selling," I discuss some basic approaches with the eight preferences based on research conducted by the late, Susan A. Brock for her book, "FLEX Selling."

The first part of our excerpt from The TYPE Reporter, "Can You Sell To All Types?", is about how to sell to Ts. Ts are tough! I know, I'm a T and I really put a salesperson through the paces. However, this article is very accurate. If I am approached the way this article suggests, that sales person has my loyalty and the sale.

  • Are you ISTJ? ENFP?
  • USING TYPE IN SELLING - 8 Clues to "Read" Others
  • HOW TO SELL TO Ts - The Behaviors That Will Gain Their Loyalty
  • About the Author - Pam Hollister, INTJ

  • USING TYPE IN SELLING - 8 Clues to "Read" Others

    With the competitive nature of business today, an understanding and use of type theory can be beneficial in the selling process. By just listening to the communication and watching for the behavior clues you can adapt your behavior to the "comfort zone" of your customer.

    Does this customer generally prefer to Talk it Out or Think it Through? Does the customer generally prefer to respond to Specifics or the Big Picture?

    HOW TO SELL TO Ts - The Behaviors That Will Gain Their Loyalty

    Be businesslike. Be friendly, but remember, the point isn't to be friends, it's to get the job done. Don't ask personal questions, like "How do you like your job in marketing?" or try to show what a likable person you are. Save the small talk until the business has been taken care of to their satisfaction and they are sold on your product. And, don't bother telling them what other people think of your product. Listen to their needs and get right to your product's objective merit based on those needs.

    Let the facts speak for themselves. Don't make vague statements about the quality of your product, or try to bluff the facts.

    About the Author - Pam Hollister, INTJ

    Pamela Hollister developed The PEOPLE Process with the intention of providing a package that would simplify the use of personality-type theory. Pam has over 35 years of professional business experience with emphasis on entrepreneurship, marketing and business communications. She has created and directed team skills training programs for General Atomics Aeronautical Systems, and personality type trainings for a large number of Fortune 500 companies, the US Air Force, the Department of Energy, University of Nevada, Las Vegas, and numerous school districts throughout North America.

    Are you ISTJ? ENFP?

    Now you can tell in 5 minutes with this user-friendly personality type Wheel for understanding self and others!

    A hands-on, interactive assessment and training tool that determines personality-type preferences utilizing theory created by Dr. Carl Jung. This 3-part package consisting of a Wheel, Profile Sheets and Booklet is an easy and fun way to help employees get valuable insights into interacting with others. Great for a leadership development program and communication skills training, this powerful tool for personality assessment is highly effective as a teambuilding communication training.

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