To be an exceptional seller you must understand the significance of being the greatest chameleon in the room. How you adapt to your environment is what will drive customer perceptions and connections.
1 - Understand Simple Typology
Personality types are fairly simple to understand due to the great work of Carl Jung, and if you apply these to your conscious behaviors it will elevate every interaction you have. Typology in its simplest form:
a - Introversion and Extroversion – Introversion is a tendency to think through situations before one acts, or likely to be less sociable as a general preference in open behavior. Where a more Extroverted style preference is one who often thinks while they talk or shows no hesitation to speak openly when the opportunity presents itself.
b - Thinking and Feeling - A person with the preference for Thinking is one who tends to talk boldly with direct actions or requires organized facts to stay interested in a conversation. Someone who prefers a preference of Feeling is often a bit scattered in conversation, uses words of gravity (UNBELIEVABLE!) or is always speaking about the impact any situation will have on others.
It's important to understand that we ALL carry elements of each typological behavior but we also tend to favor a blend of Thinking/Feeling and Extroversion/Introversion. So by being present with your conscious behavior you can understand your personal style as well the style of others.
If you put these four dynamics in a circle on an X and Y axis (Thinking/Feeling on the Y, Introversion/Extraversion on the X) you can start to build a map to put people into a general typological preference.
For the purpose of this discussion lets color code each using Insights Discovery:
Fiery Red = Thinking and Extroversion, Sunshine Yellow = Feeling and Extroversion, Earth Green = Feeling and Introversion, and Cool Blue = Thinking and Introversion.
2 - Self-Awareness
Understanding your personal typology is an important baseline to better realize how to position your strengths as well various tendencies. Realizing that by being in the conscious and making an effort to adapt your personality to the one most likely to help you in your sales conversation is critical.
3 - Recognizing Behaviors
Most people walk around in a subconscious state all day letting their personal preferences guide them through most interactions. By taking note of their body language, reactions to statements, and general involvement in discussions will easily help to you understand a bit more about your audience and how better to align to their personal preferences.
Here is an example of Extroverted behavior types.
Aligning Your Interactions
Now that you have a better understanding of the typological personality type of the person you are interacting with, you can leverage this to create better connections with your audience.
It's important to understand that the opposite types (ex. Fiery Red and Earth Green) can sometimes find it difficult to appreciate each other's perspectives as their personal styles can at times lead to confrontation. Without making a conscious effort to accommodate for the various personality preferences can make it difficult to: make a sale, lead a team, negotiate and retain customers.
By leveraging your conscious understanding of the personality preferences can be powerful in building great long-term relationships and developing a base of customers that values your contributions to their business.