Force Management

Every buyer has a unique personality, which requires a nuanced approach to every sales conversation. Today, Jim “Pouli” Pouliopoulos joins us to highlight the value of discerning different buyer personas and adapting the way you sell accordingly. He discusses:How a familiarity with different types of buyer personalities helps sales professionals.Common patterns in buyer personalities.How DISC assessments can be beneficial to reps.Adapting to the buyer’s personality during conversation.The specific motivations of different personality types.Check out Pouli’s book, How to Be a Well Being: Unofficial Rules to Live Every Day.Here are some additional resources:Get MEDDICC Certified on Ascender!Getting to the Economic Buyer | Ascender CourseNavigating the Political Landscape | Ascender CourseBuilding Rapport Through Virtual Channels | Ascender CourseAscender’s Best Content on Discovery | Ascender ArticleSelling in a New Category | PodcastFinding Your Motivation as a Seller | PodcastVisit Ascender, a platform design