You’re Not My Type: Matching the Pitch to the Personality
August 16, 2019 | Bill Farquharson & Kelly Mallozzi with special guest Jonathan London
You’ve just made the sales presentation of your life. If you were a gymnast, you’d be standing proud, having stuck the landing and awaiting your perfect “10’s.” However, as you meet the eyes of the customer, you realize that while you said the right thing, you forgot to take one important step first: Identify the client’s personality type.
Jonathan London is a world-class sales trainer and Bill’s long-time friend. In this Short Attention Span Sales podcast episode, Jon talks about how to look for clues to a customer’s personality. Today, with it very likely you will do most of this work over the phone, it is more important that ever to pick up and practice this advanced selling skill.