Millions of people determine their personality type at some point in their life. Personality profiling has been around for centuries, beginning with the Greek Physician, Hippocrates in 400 BC. Hippocrates separated his patients into the Four Temperaments and diagnosed and treated patients according to their type. Today, more than 2000 years later, many behavioral experts and psychologists have studied and researched the science of the four personality types and confirmed its validity. The use of personality testing has grown tremendously in the workplace, according to business advisory firm CEB, 62% of human resources professionals use assessments in the hiring process. What other uses do they have? How does that translate to sales?

Personality Type Serves Variety of Purposes

  • Understanding yourself
  • Determining what motivates you
  • Finding the right fit for your team or project
  • Hiring the right person for the right position
  • Understanding the buying behavior of your prospect and customer (B.A.N.K.)

Early in my sales career, I took a personality-based course and learned about different behavioral styles and how to mirror the body language and temperament of others. The course helped with matching the prospect’s energy level and tone (introvert vs extrovert, loud vs quiet) but did little to close more sales. Many years later, I took Myers Briggs and DISC assessments and learned a lot about me, of course, such as who I am, how I see the world, how I communicate or, what makes me tick. Although none of the personality type systems taught me how to have a more impactful sales conversation that resonated with the buyer. I found personality profiling to be more “me” centric and did not do a good job of focusing on the “other” person.

successful business meeting

Determine your prospect’s buying values and personality type to make the right presentation and increase your sales results.

When I was introduced to the B.A.N.K.™ personality profiling system (B.A.N.K.™ is an acronym for Blueprint, Action, Nurturing and Knowledge), I thought, finally a tool to determine my prospect’s personality type that will help me understand how to communicate and have an effective sales conversation. B.A.N.K.™ applies the science of buying behavior to the sales process and helps you pinpoint the prospect’s personality type in the first 90 seconds. Using a simple system, you can then customize your sales pitch based on what they value when making a purchase. This ensures you are speaking your prospect’s language and your offer is in terms they not only understand but are important to them.

Your personality doesn’t matter in sales. However, your prospect’s personality type really does matter in selling. When meeting with a prospective buyer, salespeople generally have one rehearsed sales pitch, which is based on their own personality. But what if you are meeting with someone who is different than you? You may actually be sending mixed messages which leads to uneven sales outcomes.

B.A.N.K.™ Personality System Delivers Sales Results

  • Leverage personality science in the sales process
  • Dramatically increase sales and revenue
  • Quickly connect on a deeper level with your prospects
  • Communicate clearly and maximize the appeal of your core message
  • Serve the needs of your clients and prospects
  • Excel as a more competent salesperson

In a recent study, Dr. Ryan T. Howell, Associate Professor of Psychology and Statistics at San Francisco State University validated B.A.N.K.™ as an easy way to leverage understanding of another’s personality type to make an offer more appealing to your prospect 100% of the time. With this kind of competitive advantage, anyone can be more successful in sales.

Take a B.A.N.K. Personality assessment and get your complimentary personality report, takes less than 90 seconds.

Shelly Pereira is a Licensed & Certified B.A.N.K.™ Trainer and Sales Coach with Verance Consulting.