How to Sell to Different Personalities: The Secret to Closing More Deals

Ever tried to sell something to someone and felt like you were speaking a different language? That’s probably because… you were! Not everyone thinks, feels, or buys the same way. The key to being a great salesperson isn’t just knowing your product, it’s knowing your people. Understanding personality types can give you a huge edge when selling your products or services.

Let’s break it down into four fun personality types you’ve definitely met before:

1. The Driver (aka “Get to the Point”)

They want results yesterday. Skip the small talk, highlight benefits fast, and show how your product saves them time or increases efficiency. Think bullet points, not backstories.

2. The Expressive (aka “Life of the Party”)

They’re big-picture thinkers who value excitement and creativity. Use stories, bold visuals, and enthusiasm when presenting. Sell them the experience, not just the item.

3. The Amiable (aka “People First”)

They love relationships and want to feel secure. Focus on building trust, showing empathy, and sharing testimonials. Avoid being too pushy, gentle encouragement wins here.

4. The Analytical (aka “Let Me Get My Spreadsheet”)

These folks crave facts, data, and logic. Bring charts, research, and details. Be prepared for questions—and then some. The more organized and prepared you are, the better.

Bonus Tip: Mirror Their Style

If they’re fast-paced, keep up. If they’re soft-spoken and thoughtful, slow it down. People buy from those they like, and we like people who are like us.

Selling isn’t one-size-fits-all. Tailor your pitch to the personality in front of you, and you’ll turn more maybes into yesses. Think of it like learning their “language”, and speaking it fluently.

Sales is about connection, not just conversion. Learn the personality, speak their style, and watch your sales soar.