Of all the trainings I've taken in my long sales career, one stands out above all the others. During my tenure at the Yellow Pages I participated in a seminar on applying Myers-Briggs personality typing to sales. Myers-Briggs was developed many years ago to help match service men to the military specialties that best suited their personalities. It breaks down people into 4 basic types. Few of us are purely one type or another and we are usually an amalgam of one or two of these classifications. Myers-Briggs is a powerful tool to use in building relationships with your prospects quickly. There are a number of good books on this subject (Type Talk at Work is a good choice) and some sales training companies offers courses on this. I have used this system for well over 25 years and it is one of the reasons for my success as a sales person. Customer typing is well worth the effort to learn. While this blog is not a good way to teach personality typing I will review the basic types in my next few posts.
Keep Smiling, Keep Selling!