Tuesday, July 26, 2011

What type of sales person are you?

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!


Jim Busch

No comments:

Post a Comment