You have one chance to make a great impression with a new prospect, increasing the probability of moving that lead onto the opportunity stage.
Chemistry between personalities may seem like it’s up to fate, but decades of personality data helps us understand how we can bridge the gap between differing personalities, leading to:
You may know this as perspective-taking, or the ability to understand a situation from someone else’s perspective. Perspective-taking reduces conflict and confusion, leading to more successful outcomes for everyone involved.
Personality insights from Crystal help our customers understand what motivates and frustrates their prospects, before they even get on the phone. Sales reps use Crystal to plan calls that speak in the language of their customers, resulting in more trusting, successful calls and relationships.
In this guide, we’ll walk through tips on speaking your prospects’ language based on their personality, driving more effective conversations and better first impressions. To start gaining insight into your own prospects’ personalities and have better calls today, sign up or log onto Crystal.
Making a great impression on personalities that fall in the northwest area of the personality map (D personalities)
Personalities in the northwest area of the personality map care about control and results. They prefer to shape the world around them, and tend towards autonomy. In conversations with them, let them drive, be direct, and focus on the “what.”
Making a great impression on northeast personalities (I personalities)
Personalities in the northeast area of the map also seek to exercise control in their interactions, but they care more about being involved with people than those in the northwest do. Northeastern personalities seek affiliation with others and enjoy shaping the world around them. In conversations with them, be enthusiastic, action-oriented, and collaborative.
Making a great impression on southeast personalities (S personalities)
Personalities in the southeast area of the map care about being involved with other people, and they also easily adapt to the world around them. They seek stability, structure, and affiliation with others. In conversations with them, be friendly, consistent, and collaborative.
Making a great impression on southwest personalities (C personalities)
Personalities in the southwest quadrant prefer to maintain distance in their interactions, but they are comfortable adapting to others. They seek stability and autonomy. In conversations with them, be objective, consistent, and logical.
Use Crystal over LinkedIn to gather insights about your prospect’s personality, including what communication style is most likely to resonate, before you send the first email. Get 10 free monthly credits by signing up here.