Selling Successfully to Different Personality Styles

Selling Successfully to Different Personality Styles

3 Hours

Most salespeople are more comfortable selling to prospects with a similar style to themselves.

If we accept that there are four basic personality types – ‘Driver’, ‘Expressive’, ‘Analytical’ and ‘Amiable’ then potentially most salespeople are leaving a lot of money on the table simply by not being able to ‘speak the language’ of personality types different from their own.

This half day, highly interactive workshop will give a salesperson valuable skills for flexing to styles other than their own and of course selling to them.


Delegates will first learn to identify their own style and why they prefer things to be done a certain way. They will then – with the use of enjoyable and interactive practice vignettes – put themselves ‘in the shoes’ of other personality styles and understand why they like things done in a different way.

Pre-course preparation:

Bring a profile of a prospect (real or fictional) with a style you find the most difficult to deal with.

What will I learn?
Recognising Personality Style clues
  • - Understanding your own style and the lens through which you see the world
  • - Giveaways for spotting the prospect’s style early on.
  • - Mismatching ‘pitfalls’ to avoid
  • - Which styles are the furthest away from each other and why
Deep dive into the 4 Personality Styles
  • - Why ‘Drivers’ need to control
  • - Why ‘Expressives’ need to talk
  • - Why ‘Analyticals’ need detail
  • - Why ‘Amiables’ need reassurance
Matching the Prospect’s pace
  • - How to avoid alienating a Prospect through mismatched pace
  • - Mirroring without mimicking
  • - Levels of appropriate animation and gesticulation
Flexing to the Style that’s in front of us
  • - Adapting to the Prospects whilst being authentic
  • - Learning how to say the same thing in a different way
How the Different Styles buy
  • - Recognising buying signals in the different styles
  • - How the different styles view sales calls
Interactive Practice sessions
  • - Working with a live prospect
  • - Selling to a prospect with an opposite style
  • - Getting feedback from a prospect on how you come across to them
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Creating the right learning programme for you
i-Cornerstones Learning and Performance Model

Our approach is to provide the skills and knowledge to increase productivity and achieve attitudinal and behavioural change, leading to long-term improved performance, increased employee engagement and retention.

Our i-Cornerstones Learning & Performance Model is a dynamic, flexible framework that outlines the TrainingU philosophy and key stage processes we work through to ensure we deliver the exact learning programme for your needs and within your budget.



How we deliver learning
Your Offices (in-house)
Your Offices

If you have a number of people in your organisation with the same training need, in-house training programmes are an ideal, collaborative learning solution.

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Enabling staff to join live classroom training via web conferences. Ideal for organisations with multiple offices or where staff are geographically spread.

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Sprint Learning

High impact 90-minute training sessions delivered either face-to-face or virtually in targeted subjects, to boost performance whilst reducing your staff time out of the business.

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Learning Services

As an extension to your in-house L&D team, we will look after all the planning and organisation of your staff training needs, from assessment of needs through to delivery and evaluation.

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We are an accredited training provider with the Learning and Performance Institute which gives you the assurance that we conform to a professional Code of Practice.

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