Ever ‘clicked’ with a prospect? Like you had the same personality type and were already old friends?
How much more impact could you make if you only had prospects you ‘clicked’ with?
To learn how to leverage our selling style so that we can better serve prospects and create more of those ‘click’ moments, we sat down with Collin Mitchell, Director of Sales at Humantic AI. He shared insights on how assessing our sales style can help us understand both our pipeline prioritization and what our buyers are interested in learning.
Because we’re trimming hope from our sales strategy, we’ll use the acronym TRIM to guide us through creating a system with a trigger, ensuring it’s repeatable, building in ways to improve it and of course, ensuring it’s measurable and getting us results.
T – Trigger: To trigger this system, Collin recommends starting with understanding what type of seller you are. There are a lot of great assessments out there such as DISC that will tell you where you tend to be strong and lean into conversations, and where you pull back. That’s a critical place to start, because unless we know what type of selling style we have, we won’t know how to find more prospects that match it.
R – Repeatable: To repeatably target more prospects that think like you, Collin recommends starting before you conduct outreach. He says to examine your existing prospect list and identify the ones who you believe match your personality type, because those will be the first ones you’ll want to reach out to.
This type of prioritization doesn’t mean throwing every other prospect out, but if you know you’ll connect better with a group of prospects than others, use your time well and ensure they hear from you sooner!
I – Improvable: Sales is a constantly evolving field, and it’s essential to continuously improve your sales strategies. To improve this system, Collin says to tag or label the prospects you’re reaching out to by the type of personality they exhibit so that you’ll be aware of how to adjust to your prospect’s style and prioritize your future outreach by personality type.
M – Measurable: To improve this system, Collin says to examine the conversion points in your sales process and ask which ones are strongest, and which are weakest. Look for what personality types in your strongest conversion points are and use that as a way to better qualify future prospects for faster pipeline velocity. For the conversion points slowing you down, examine what personality types those prospects exhibit and adjust your messaging and outreach to be more in line with their needs.
Leveraging our own sales styles not only helps to increase the effectiveness of sales efforts but also builds stronger, more lasting relationships with customers. As the sales landscape continues to evolve, relationships will undoubtedly become an increasingly essential tool in the sales professional’s toolkit. By embracing this simple system, sales professionals can stay ahead of the curve and achieve greater success in their careers.