Good salespeople know that the more they can customize their pitch to the buyer they're speaking to, the better chance it will resonate. That's why reps often research their prospects' companies, job responsibilities, industry, and social media profiles before they pick up the phone.

But Google and LinkedIn can't provide a 100% complete picture of your buyer. One critical question still lingers: What's the buyer's personality type? If only reps were privy to their prospects' behavioral styles, they'd be able to really pack a punch on their calls.

But as it turns out, you don't have to be a psychologist to determine personality type. According to sales expert Tony Alessandra, reps simply need to answer two questions about their buyers:

  1. Is the person more open (emotive) or guarded (controlled)?
  2. Is the person more direct (faster-paced) or indirect (slower-paced)?

Once you have the answers, check out the following SlideShare from Alessandra for tips on how to tailor your pitch to four distinct personality types.

Get HubSpot CRM today!

Originally published Oct 5, 2015 7:30:00 AM, updated July 28 2017


How People Make Decisions