Selling to a sales leader is tricky. For starters, they\u2019re practically immune to sales tricks. They can see through techniques, and smell commission breath from a mile away. <\/p>\n\n\n\n
So it becomes critical to know their needs and preferences before hitting them up with your pitch. While every buyer is unique and different, there’s something that connects most sales leaders \u2014 their personality.<\/p>\n\n\n\n
A majority of sales leaders exhibit a strong dominant type (Type D in the DISC personality model) personality in their professional interactions. It’s a common trait exhibited by leaders, but particularly sales leaders, given the nature of their role. <\/p>\n\n\n\n
According to a study by Humantic AI, 58% of sales leaders have a dominant personality type. Additionally, 20% more sales leaders have type D as their second most dominant trait.<\/p>\n\n\n\n
People with a high D type on the DISC personality model are said to have dominant personalities. In simpler words, they are extremely goal-oriented, fast, and have their eyes on the prize at all times \u2014 they don\u2019t appreciate distractions or rambling tendencies. <\/p>\n\n\n\n
For sales leaders, who are constantly chasing revenue targets for the organization as a whole, while also helping the individuals on their team do the same, this personality type fits like a glove.<\/p>\n\n\n\n
When you’re selling to sales leaders, knowing that a majority of them exhibit these personality traits, can help you tweak your approach in a way that works for them from the get go. <\/p>\n\n\n\n
We\u2019ve earlier written about how to write cold emails, conduct discovery calls, handle objections, and choose a closing technique based on your buyer\u2019s personality type.<\/p>\n\n\n\n
Now that we know most sales leaders have a dominant personality, it\u2019s worth exploring how to tweak your approach from the top of the funnel all the way down to closure. Let\u2019s learn how to appeal to sales leaders, shall we?<\/p>\n\n\n\n
From the first touch to closure, personality-tuning your message is essential.<\/p>\n\n\n\n
| What to do<\/td> | <\/td> | What not to do<\/td> | <\/td><\/tr> | ||||||||||||||||
| 1. Be direct and to the point. 2. Be clear about your ask. Is it a meeting? Is it a yes\/no reply? 3. Mention the risks involved but also how they can be mitigated.<\/td> | <\/td> | 1. Avoid putting too much effort into relationship building. 2. Don’t go over them or mention other stakeholders just yet.<\/td> | <\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\nWhen making a cold call to a sales leader<\/h3>\n\n\n\n
|