5 Personality Traits of Salespeople (Plus 6 Customer Types)
By Indeed Editorial Team
Updated July 18, 2022 | Published June 15, 2021
Updated July 18, 2022
Published June 15, 2021
The Indeed Editorial Team comprises a diverse and talented team of writers, researchers and subject matter experts equipped with Indeed's data and insights to deliver useful tips to help guide your career journey.
Salespeople must possess a combination of certain personality traits to be successful in their industry. These characteristics, in combination with their skills, can help individuals reach high sales performance. Learning about the different types of personality traits for both salespeople and buyers can help you understand what traits to possess to reach more sales.
In this article, we explore what personality traits are for salespeople, provide a list of some for you to develop and discuss six types of customer personalities you may sell to.
What are personality traits for salespeople?
Personality traits for salespeople are the characteristics that help professionals sell their company's products or services to consumers. These positive attributes lead to higher sales performance success.
Sales personality traits are noticeable through someone's patterns of behavior and decisions. An individual can develop them over time and often considers them when taking action. When writing a sales resume, these professionals may list some of these traits along with related skills to show potential employers their capabilities in the role.
Related: What Makes a Good Salesperson?
5 personality traits for salespeople
Here's a list of some personality traits for successful salespeople to have:
Successful salespeople are often curious and interested in gaining more knowledge. This trait helps these professionals ask clients questions to fill in the missing information about what the customer is looking for. Those that are curious are more willing to learn new strategies for selling.
Responsible salespeople are reliable and take their job seriously. They remain in control during an interaction with a customer and supervise the sales cycle. This also includes attending meetings at their designated time.
Being goal-oriented helps salespeople to have a vision and persist toward a larger picture. They create strategic plans to guide them in reaching their objectives. Goals also serve as a motivation to complete sales.
Salespeople who are empathetic with their customers can consider an individual's background and how to interest them. This personality trait can help them listen and negotiate better. When a salesperson understands what their client desires, they can pitch their product in a way that may appeal to them.
In order to convince their consumers to buy their product, salespeople are confident. This helps them convince buyers to invest in their items. They believe in things working out in their favor and have a positive outlook.
Related: Sales Resume Keywords and Skills
6 types of customer personalities
In addition to having certain personality traits, salespeople learn to adapt their selling methods based on the personality traits of the customer they are interacting with. Here's a list of some types of customer personalities salespeople may work with along with tips for how to sell to them:
Analytical consumers are those interested in receiving facts and data to support a claim. They want to develop a deep knowledge of your business before they consider what you have to offer them. When making decisions, these methodical individuals focus more on their logical thinking than their emotional feelings.
How to sell to them: To sell to analytical customers, offer them information about what your company can provide them. Be specific in your pitch by including statistics to support your facts. Analytical customers may ask more questions and take longer to decide than other consumers.
Assertive, or competitive, customers are goal-oriented. This type of buyer likes to be in control and may speak more loudly than others. Because they are decisive, they may choose whether to buy from you fairly quickly.
How to sell to them: Assertive consumers appreciate professional salespeople who come to the meeting prepared with business metrics to support your claims. Since they tend to be impatient, explain your pitch right away.
An amiable individual cares about building trust with a business before conducting business. They want to first see if a company pays attention to their interests and meets their expectations. This type of buyer is usually calm and laid back.
How to sell to them: When interacting with amiable buyers, focus on making them feel valued. One way to do this is by asking them questions to find out their interests and previous experience with your products. Their decision-making may take some time as they may want to focus on building a rapport with your organization first.
Expressive buyers tend to convey their opinion through creativity. For instance, they may share opinions when you share information with them instead of asking questions. This type of consumer also values relationships as well as their effects on human welfare from purchasing a product.
How to sell to them: In order to sell your product or service to an expressive buyer, share about the outcome that can experience from your product and what you can do for them. Also share stories and your experiences to help them create their own opinion.
Spontaneous consumers are fun individuals that enjoy doing interesting things. They tend to be enthusiastic and creative in their decisions. This kind of buyer also is typically sociable and eccentric.
How to sell to them: Spontaneous customers respond well to salespeople who express excitement about their products. Let them know what your organization's big picture is and how you can help them interact with others. They tend to make decisions quickly but lose interest quickly so it's important to catch their attention right away to create a deal.
Skeptical consumers take time building trust and are hesitant about buying your product. They may ask a lot of questions to gain an understanding before making any purchases. These types of clients are critical thinkers and may take some time to convince.
How to sell to them: To generate business with a skeptic, make sure to address any of their concerns and questions. Establish credibility by doing what you committed to and sharing information from supporting case studies.
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