{"id":353,"date":"2022-07-29T13:42:42","date_gmt":"2022-07-29T08:12:42","guid":{"rendered":"https:\/\/humantic.ai\/blog\/?p=353"},"modified":"2022-08-01T16:29:21","modified_gmt":"2022-08-01T10:59:21","slug":"winning-over-tough-prospects-with-personality-ai","status":"publish","type":"post","link":"https:\/\/humantic.ai\/blog\/winning-over-tough-prospects-with-personality-ai\/","title":{"rendered":"How to Win Over Tough Prospects With Personality AI"},"content":{"rendered":"\n<p>Sales people have a lot of work cut out for them. Targets, KPIs, pressure from management\u2026the list is endless! Add a couple of tough prospects to the mix, and it\u2019s a recipe for disaster.<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter\"><img decoding=\"async\" src=\"https:\/\/lh6.googleusercontent.com\/gpgkDvOllBEbHxWl-Xb7lWYrGIrL0IuGarvt1pohnoWinHsEUInE6vKct-SrR1ydOpVQcGAkfjVPG18Tf3AzabVUjy2SgFGZUZbmDZpkXAIJ5znjJsBbcw8c1OWFh8QdHZazuNyvXR-sscjJPs9AdQ\" alt=\"Meeting tough prospects is the perfect recipe for disaster for a salesperson\"\/><figcaption>A salesperson&#8217;s day when they end up meeting a &#8216;tough prospect&#8217;<\/figcaption><\/figure><\/div>\n\n\n\n<p>Every buyer is different. Some are nice and open to conversation, some are difficult to catch a hold of, and then we have the occasional <em>tough<\/em> prospect. You know the kind: they\u2019re quick to criticize and hard to please. Now, how do you win them over?&nbsp;<\/p>\n\n\n\n<p>It\u2019s not exactly rocket science. To win over tough prospects, you need to speak their language. But to understand <em>what <\/em>their language is, you need to know who they are as a person. What\u2019s important to them, and what\u2019s not.<\/p>\n\n\n\n<p>Knowing where they went to school or a quick glance at their work experience on LinkedIn simply doesn\u2019t cut it. <strong><em>You need to look deeper.<\/em><\/strong><em>&nbsp;<\/em><\/p>\n\n\n\n<p>What are their buying traits? How fast do they make purchasing decisions? Are they driven by value or price?<\/p>\n\n\n\n<p>A few years ago, these questions would have been impossible to answer; except maybe for people with mind-reading powers. Think Professor X from X-men.<\/p>\n\n\n\n<p>But today, tools like Humantic\u2019s Personality AI Assistant answer these questions for you with impeccable accuracy, at the click of a button.&nbsp;<\/p>\n\n\n\n<p>Let\u2019s learn how to win over tough prospects by leveraging personality, shall we?<\/p>\n\n\n\n<div class=\"wp-block-ht-block-toc  is-style-outline htoc htoc--position-wide toc-list-style-plain\" data-htoc-state=\"expanded\"><span class=\"htoc__title\"><span class=\"ht_toc_title\">Table of Contents<\/span><span class=\"htoc__toggle\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"16\" height=\"16\"><g fill=\"#444\"><path d=\"M15 7H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><path d=\"M15 1H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1zM15 13H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><\/g><\/svg><\/span><\/span><div class=\"htoc__itemswrap\"><ul class=\"ht_toc_list\"><li class=\"\"><a href=\"#htoc-using-personality-insights-to-win-over-a-tough-prospect\">Using personality insights to win over a tough prospect<\/a><\/li><li class=\"\"><a href=\"#htoc-universal-truths-about-winning-tough-prospects\">Some universal truths about tough prospects<\/a><ul class=\"ht_toc_child_list\"><li class=\"\"><a href=\"#htoc-example-1-andy-paul-says-no\">Example 1: Andy Paul Says NO<\/a><\/li><\/ul><\/li><li class=\"\"><a href=\"#htoc-now-the-other-smarter-way-to-deal-with-such-situations\">How tough are your tough prospects, really?<\/a><\/li><li class=\"\"><a href=\"#htoc-another-example\">Another example: how to win over a different kind of &#8220;tough prospect&#8221;?<\/a><\/li><li class=\"\"><a href=\"#htoc-t\">The ultimate cheat-sheet to win over tough prospects<\/a><\/li><\/ul><\/div><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-using-personality-insights-to-win-over-a-tough-prospect\"><strong>Using personality insights to win over a tough prospect<\/strong><\/h2>\n\n\n\n<p>You can look up your prospect\u2019s personality insights by going to their LinkedIn profile and summoning the Humantic Personality AI Assistant. The extension will then provide an overview of their personality, do\u2019s and don\u2019ts when engaging with them, as well as advanced insights for pro-sellers.<\/p>\n\n\n\n<p>We\u2019ll soon get into how you can decode your prospect\u2019s personality and adapt your winning strategy when they\u2019re being \u2018tough\u2019. But before that, here\u2019s a refresher on some universal truths:<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-universal-truths-about-winning-tough-prospects\">Some u<strong>niversal truths about tough prospects<\/strong><\/h2>\n\n\n\n<ul class=\"wp-block-list\"><li>You just need <strong>one magic lever<\/strong> to convert a tough prospect into an \u2018interested\u2019 prospect.&nbsp; They\u2019re looking for a particular quality in a seller, but they won\u2019t articulate it because they don\u2019t want to be sold in the first place. If you can identify what that is, consider it won.<\/li><li>Winning over a tough prospect is of no real use if they have no inherent value for the product or service you\u2019re selling. Be mindful of that and pick your battles accordingly.<\/li><\/ul>\n\n\n\n<p>Now, every prospect has a personality type, a qualifier that indicates what\u2019s most important to them, and what doesn\u2019t matter to them as much. And with each personality type, there is a <strong>\u2018winning strategy<\/strong>\u2019 based on what\u2019s most important to them.<\/p>\n\n\n\n<figure class=\"wp-block-pullquote\" id=\"htoc-prospect-gt-personality-type-gt-key-lever-gt-winning-strategy\"><blockquote><p>Prospect -&gt; Personality Type -&gt; Key Lever -&gt; Winning Strategy<\/p><\/blockquote><\/figure>\n\n\n\n<p>At the end of this blog, you\u2019ll find a cheat-sheet that\u2019ll come in handy every time you\u2019re dealing with a tough nut to crack. Let\u2019s first walk through some examples to master this unique art form.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-example-1-andy-paul-says-no\"><strong>Example 1: Andy Paul Says NO<\/strong><\/h3>\n\n\n\n<p>Let\u2019s say I\u2019ve been meaning to cold call Andy Paul.<\/p>\n\n\n\n<p>After catching Andy at the wrong time, once last week, and once yesterday, I finally get on a call with him today. I\u2019m done with my research, my personalized sales pitch is on standby, and I expect a positive outcome. I start the call with an enthusiastic smile. But it slowly fades away as Andy cuts down every word I have to say.&nbsp;<\/p>\n\n\n\n<p>Now, it\u2019s important to note that Andy doesn\u2019t have \u2018objections\u2019. While <a href=\"https:\/\/humantic.ai\/blog\/handle-sales-objections-with-personality-ai\/\">objections in sales are challenging in their own right,<\/a> they at least indicate that your prospect is <em>considering <\/em>what you\u2019re offering. On the other hand, a tough prospect is rather <strong>uninterested <\/strong>in what you have to say.<\/p>\n\n\n\n<p>In that case, how do I handle the situation?&nbsp;<\/p>\n\n\n\n<p>Without personality insights by my side, I\u2019d have winged it, letting my personality take the lead, instead of my buyer\u2019s. Which is never a great idea.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-now-the-other-smarter-way-to-deal-with-such-situations\">How tough are your tough prospects, really?<\/h2>\n\n\n\n<p>The first order of business is to land on Andy\u2019s Linkedin profile, and allow Humantic AI to work its magic. In less than a minute, I have access to his personality profile. I take a look at it &#8211; particularly, the advanced insights section, which contains his detailed DISC profile.<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"3694\" height=\"12756\" src=\"https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/humantic.ai_profile_andy-paul-25702dca_salesHighRes-Screenshot.png\" alt=\"When in doubt about how to engage with a buyer, it's in your best interest to pull up Humantic AI.\" class=\"wp-image-356\" srcset=\"https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/humantic.ai_profile_andy-paul-25702dca_salesHighRes-Screenshot.png 3694w, https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/humantic.ai_profile_andy-paul-25702dca_salesHighRes-Screenshot-87x300.png 87w, https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/humantic.ai_profile_andy-paul-25702dca_salesHighRes-Screenshot-768x2652.png 768w, https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/humantic.ai_profile_andy-paul-25702dca_salesHighRes-Screenshot-445x1536.png 445w, https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/humantic.ai_profile_andy-paul-25702dca_salesHighRes-Screenshot-593x2048.png 593w\" sizes=\"auto, (max-width: 3694px) 100vw, 3694px\" \/><figcaption>When in doubt, turn to Humantic AI \ud83d\ude42<\/figcaption><\/figure><\/div>\n\n\n\n<p>If you\u2019re new to the DISC personality framework, don\u2019t sweat it. I\u2019ll break it down for you.<\/p>\n\n\n\n<p>Andy is a DS-type, a Marathoner, meaning he\u2019s goal-oriented but not always in a hurry. He doesn\u2019t mind taking his time, and he likes having a big-picture view and a long-term vision.<\/p>\n\n\n\n<p>Clearly, the magic lever here is a big-picture view.&nbsp;<\/p>\n\n\n\n<p>If Andy\u2019s being a \u2018tough\u2019 prospect, chances are I was selling my product on its tactical merits instead of its strategic advantage.&nbsp;<\/p>\n\n\n\n<p>The winning strategy, then, is to take a step back and talk to Andy about his long-term vision, and highlight how your offering aligns with that vision.&nbsp;<\/p>\n\n\n\n<p>That\u2019s it. Now you\u2019re back in the game.<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td>Prospect<\/td><td>Reason they\u2019re tough<\/td><td>Magic lever<\/td><td>Winning strategy<\/td><\/tr><tr><td>Andy [DS-type ie., a marathoner]<\/td><td>Seller is tactical instead of strategic<\/td><td>Big-picture view<\/td><td>Take a step back<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-another-example\">Another example: how to win over a different kind of &#8220;tough prospect&#8221;?<\/h2>\n\n\n\n<p>On the other hand, if your prospect is a DI-type, or an Initiator, you\u2019d approach the situation differently. DI-type personalities are approachable and value social relationships a whole lot more than, say, a DS-type.&nbsp;<\/p>\n\n\n\n<p>Their magic lever is <strong>approachability<\/strong>.&nbsp;<\/p>\n\n\n\n<p>And the winning strategy? A healthy dose of <strong>banter<\/strong> about their pain points will make them more receptive to your solution. Taking a strictly objective, fact-based approach is a no-go with this kind of prospect.<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td>Prospect<\/td><td>Reason they\u2019re tough<\/td><td>Magic lever<\/td><td>Winning strategy<\/td><\/tr><tr><td>DI type ie., an initiator<\/td><td>Too objective<\/td><td>Approachability<\/td><td>Friendly banter about buyer pain points<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p>Without further ado, here&#8217;s the cheat sheet you came here for. Bookmark this blog, download the PDF, or print it and pin it on your wall &#8211; some prospects may be \u2018tough as nails\u2019 but you can win them over by hammering them with your winning strategy.<\/p>\n\n\n\n<p>Personality is nuanced and it comes in various shapes. So this cheat sheet tackles some common personality types but not all of them. For unique winning strategies for each prospect, you can always look them up on <a href=\"https:\/\/chrome.google.com\/webstore\/detail\/humantic-ai\/iklikkgplppchknjhfkmkjnnopomaifc?hl=en\">Humantic AI<\/a>. Be sure to pay extra attention to the Do\u2019s and Don&#8217;ts section.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-t\">The ultimate cheat-sheet to win over tough prospects<\/h2>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter size-full\"><a href=\"https:\/\/humantic.ai\/blog\/?attachment_id=357\"><img loading=\"lazy\" decoding=\"async\" width=\"1081\" height=\"1920\" src=\"https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/No-Prospect-Too-Tough.png\" alt=\"With personality insights by your side, there's no such thing as tough prospects. An actionable cheatsheet by Humantic AI.\" class=\"wp-image-357\" srcset=\"https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/No-Prospect-Too-Tough.png 1081w, https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/No-Prospect-Too-Tough-169x300.png 169w, https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/No-Prospect-Too-Tough-577x1024.png 577w, https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/No-Prospect-Too-Tough-768x1364.png 768w, https:\/\/humantic.ai\/blog\/wp-content\/uploads\/2022\/07\/No-Prospect-Too-Tough-865x1536.png 865w\" sizes=\"auto, (max-width: 1081px) 100vw, 1081px\" \/><\/a><figcaption>With Personality AI by your side, no prospect is too tough.<\/figcaption><\/figure><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Tough prospects, or buyers with one foot in their conversation with you and one out of it, is every sales person&#8217;s nightmare. Learn how to win them over.<\/p>\n","protected":false},"author":5,"featured_media":358,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mi_skip_tracking":false,"footnotes":""},"categories":[17,3],"tags":[],"class_list":{"0":"post-353","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-objection-handling","8":"category-sales-prospecting"},"_links":{"self":[{"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/posts\/353","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/users\/5"}],"replies":[{"embeddable":true,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/comments?post=353"}],"version-history":[{"count":5,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/posts\/353\/revisions"}],"predecessor-version":[{"id":383,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/posts\/353\/revisions\/383"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/media\/358"}],"wp:attachment":[{"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/media?parent=353"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/categories?post=353"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/humantic.ai\/blog\/wp-json\/wp\/v2\/tags?post=353"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}