Knowing personality styles can change how you think, feel, and perceive the people around you


Selling Insurance Tom Boy Style

Selling Insurance Tom Boy Style Lynda is smart, ambitious, resourceful, and determined. As the only daughter in a family of sons, she was a Tom boy growing up and thought she could adjust herself to the world of men. Yet she could not overcome the male-dominated culture of selling insurance. […]


Persuading Gus

Persuading Gus People like Gus pop up from time to time and can be very disturbing to people like Natalie and Steve. Who is Gus? He’s the know-it-all prospect who feels entitled and full of himself. At first glance, he may come across as an average person, nothing out of […]


Personality Type is the Key to Sales

Personality Type is the Key to Sales People hate to be sold, but they love to buy. That’s why there is a wide variation in the amount of time it takes for individuals to make up their minds. In making a decision to purchase a product or service, people fall […]


Personality Style & Making Sales

Personality Style & Making Sales! Jessica made big changes this past year by getting her real estate license and affiliating with a local company. Imagine her excitement when a few months ago she got her first opportunity to represent a seller, a couple undergoing divorce. Each has an attorney and […]


Trust to Close the Sale

Trust to Close the Sale At the core of any sales situation is trust. How trust is acquired, however, changes with personality style. Not every person defines trust in the same way, nor does each individual grant it under similar conditions. If you understand how your prospect develops trust, you […]


Do You Sell the Way You Buy?

Do You Sell the Way You Buy? You’re smart. You know that sales is a numbers game. Most people expect a lot of “No’s” before they hear a “Yes.” Although it is one of the most lucrative occupations, few individuals are born with a natural ability to sell. It must […]


Action Takers on Fire

Action Takers on Fire You either love them or hate them. They’re impulsive spontaneous, excited and enthused. They seem to be perennially in motion and want things done now (well actually yesterday). They are demanding and driven. Don’t stand around or get in their way. But do ask them for […]


Selling with Love Closes the Deal

Selling with Love Closes the Deal Roberto cares deeply for people and values friendship above other things. Although not his full-time work, he took a position as a sales clerk in a retail store. A keen observer of human behavior, he noticed a young couple enter his area. They held […]


Reading Personality Type to Make the Sale

Myra called in a panic. Could this sale be saved? A new customer was unhappy with his custom-made shirt, and returned it a third time for alternations. The custom-made trousers and jacket, which he ordered at the same time as the shirt, fit the burly individual precisely, and he kept […]


Find the Right People

Find the Right People Chad towered above everyone in his field, not just because of his height, more so due to his business savvy. He was unconsciously competent. He knew how to sell ice to an Eskimo. He seemed to possess the Midas touch because almost every person he met […]