The Personality Cheat Code: How Top Reps Tailor Sales by Type
Think sales is all about scripts? Think again. The best reps don’t just follow a playbook—they adjust based on personality.
Because if you’re pitching a bullet-point-heavy deck to a big-picture visionary, or trying to small-talk a no-nonsense analyst, you’re burning trust before the call even hits minute two.
Here’s the truth:
The elite don’t just master objection-handling—they read people.
And it’s not woo-woo. It’s behavioral science.
But you don’t need a degree in psychology, be a psychic, or study behavioral science to do it.
All it takes is awareness, curiosity, and a willingness to adjust your approach.
Here’s what top-performing reps do differently:
They lead with mirrors, not megaphones.
Elite sellers recognize personality cues fast—and reflect the buyer’s pace, tone, and preferred communication style.
They match messaging to mental models.
Selling to a dominant DISC type? Get to the point.
Talking to a steady type? Build safety first.
Selling to an Enneagram 3? Tie your product to achievement.
Talking to a 5? Arm them with data and space to process.
They adapt the ask.
Some buyers need a logical close. Others want a story. Some are sold emotionally, others need a spreadsheet.
Top reps don’t guess—they test and adjust in real time.
They avoid ‘one-size-fits-all’ traps.
You can’t close a thinker the same way you close a feeler. The rep who always “sells how they buy”? That’s the rep leaving deals on the table.
Because personality awareness isn’t fluff—it’s a multiplier.
A few shifts in how you speak, sequence your pitch, or position your offer based on who you’re talking to? That’s how “average” reps become precise ones.
A question for this week:
Are you tailoring your pitch to the buyer’s personality—or forcing every buyer to adjust to yours?
This week, pick one real call to analyze: What personality type was your buyer—and how could you have mirrored them more intentionally?
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
