Sales Psychology Series Part II: Making A Great First Impression

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:

  • Shared understanding of goals and motivations,
  • Increased rapport and trust between you and your prospect,
  • And ultimately, more successful calls that drive pipeline.

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.”

  • Greet them quickly and acknowledge their goals immediately.
  • Be aware of their need for control, so let them drive the conversation.
  • Acknowledge when you don’t know the answer to a question, and have a plan for finding it out.

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.

  • Bring your energy A-game to the conversation, and use body language to show you’re happy to meet them.
  • Being more informal with these people is OK.
  • Allow time in the conversation for them to verbalize thoughts and feelings.
  • Focus on what is most exciting for them, and build rapport by sharing what’s most exciting to you.

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.

  • Open your conversation warmly and genuinely, and take your time in the introductions.
  • Ask open-ended questions to find out what’s most important to them.
  • Follow a step-by-step, structured presentation process, but stop to let them ask questions.
  • Provide informational resources they can use if they have further questions after the call.

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.

  • Greet them in a professional, business-like manner, and follow their lead on how formal the rest of the conversation should be.
  • These are often private people, so expect resistance when you ask them for information -- until they know how it will be used.
  • Pay attention to their reasoning process, as this information will help you move forward.
  • Use logical, matter-of-fact statements, instead of emotional ones.

How do I identify my prospect’s personality?

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.

Want to learn about your personality
and what comes naturally to you?

Free Personality Test
Recommended posts
Personality Tests
Best Enneagram Test: 2020
With so many Enneagram tests out there, it can be overwhelming to find the best one for you. To make it easier to find your Enneagram type, we’ve compiled a list of the 6 best Enneagram tests online.
(read more)
Personality Tests
Best Personality Test: 2019
With so many personality tests out there, it can feel a bit overwhelming to start on the journey to better understanding yourself.
(read more)
Personality AI
The Personality Behind WeWork's Downfall
At the start of 2019, WeWork was on top of the world. It was valued at nearly $47 billion and crowned one of the fastest growing, most valuable startups in recent history. It’s founder and CEO, Adam Neumann, was soaring as well, preparing to take his co-working empire public, which would make him a billionaire several times over. The company was growing at a historically rapid pace, doubling over the last year to over half a million members renting desks at WeWork locations in 111 cities globally. Revenues were compounding as well, on track to surpass $3 billion at the end of the year. 
(read more)
Big Five vs 16-Personality
Personality assessments seem to be all the rage lately. Instagram accounts, Subreddits, and Facebook groups centered around different personality types have all formed and they’re gaining plenty of traction.
(read more)
Hobbies for Your DISC Type
I was recently reminded of the excitement of my childhood after-school activities when I passed by a group of four-foot-tall seven-year-olds kicking a soccer ball back and forth in the park.
(read more)
Meghan, Duchess of Sussex: How Personality Affected Her Relationship with the Press
The war on Meghan’s personality by the British tabloids has been one of the main tensions in the Sussex family for the last few years. It is what led them to sue the DailyMail in October of 2019 and, ultimately, leave the Royal Family in January of 2020. 
(read more)
Which Parks and Rec Character Are You?
Over the course of its 7 season run, Parks and Rec (recreation) became a major hit.
(read more)
Nature vs Nurture
From the time we’re children, we begin to question why we act in certain ways. The older we get, the more serious those questions become.
(read more)