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How to Approach Personality-Based Selling

3 min read
Updated Aug. 25, 2021
Published Jul. 26, 2017

Modern sales reps know that sales communication is far from “one size fits all.” When building customer relationships, your communication style should be tailored to the personality of the prospect you are speaking with. It’s how you build trust and develop a real connection with your prospects.

However, changing up your communication style based on the subtle reads you make about a person isn’t easy. Unless you’re one of those rare people that naturally adapts your style to any situation, selling based on personality requires knowledge of common personality types and how to tailor your approach. And everybody is different, from the way they read emails to how they respond to your tone of voice on a call.

At the end of the day, it’s all about understanding the personality of the person you’re talking to and their communication style. That’s why we created the Handbook for Personality-Based Selling, in partnership with the sales intelligence platform Crystal, to help you better understand your customers and form real connections faster.

We also invited Andrew Davidson to give you some insight into how we approach personality-based selling at Salesloft.


Hi, Andrew Davidson at Salesloft. As sales reps, you’ll tend to come across many different personality types with your prospects, looking to communicate with them around the benefits that your product provides, in a context that they can relate to. So today, I’m going to share some tips of how I’m communicating effectively with different personality types.

So you’ve done your research, and your prospect fits your ICP, or your ideal customer profile. Now it’s time to look at some context that you can relate over. I know from experience, tailoring my message to a prospect’s personality, and understanding what channels they appreciate messages to come through, as well as how long those messages should be, are extremely powerful. And Salesloft’s integration with Crystal helps a great deal here, giving you a plethora of data from a prospect’s personality and understanding into how they like to be communicated with. For example, with Emily here, Crystal identifies she is pragmatic, logical and direct. So I know I’m more likely to get a response by keeping communication short when reaching out. And Crystal even gives me an email example that’s less than three sentences, tailored to her specific personality.

But with a more social personality, like Jason, a short and concise approach may come off as cold. They may prefer a longer, more personal stories, emails four sentences or longer, and visual aids. They may also even enjoy a little small talk to get to know you as a person. I also find Crystal very useful when calling. I can proactively adjust my tone and pitch to match that of my prospect. Thankfully, Crystal has data for all personality types so you’re able to connect with your prospects quickly and effectively, and you can access that information and those notes, all within Salesloft.

Thanks so much for taking the time to listen. Hope you learned something new about communicating with different personalities, and I’d love to hear how you’ve been successful here. Have a great day.


It’s time to start winning deals and influencing prospects with a firm understanding of personality-based selling. Download the free ebook today!