Inline Plastics Playbook v2 JUL-21

What is your buyer’s style? What is my style?

RESPONSIVE

TELL

ASSERTIVE

ASK

FACTS

Less Responsive

Using Personality Style to Sell More Decades of research has established that people can be grouped into distinct personality styles. For salespeople, this is more than an academic exercise or parlor game. It is a key to knowing how to interact most effectively with leads and customers. To implement our Sales Playbook effectively, we must understand the breakdown of four basic personality styles that each one of us principally falls into. We each have elements of the four styles within us, but one generally dominates. You can identify the dominant personality style of yourself and others by asking just two questions: 1. Are you more assertive or less so. 2. Do you need to make decisions using facts and logic or based on emotion – your feelings about people in relationships. If those two questions can’t help you identify your personality style, ask a few friends how they see you and then compare their answers to the graph.

S A L E S P L AY B O O K

CONFIDENTIAL INFORMATION – For Internal Use Only

Less Assertive

More Assertive

More Responsive