Are your reps successfully selling to buyers with opposite personalities? Artwork

Sales Leadership with Jim Pancero

Jim Pancero has been influencing, guiding, and inspiring sales professionals in more than 80 different industries to increase sales, market share and profitability. Jim's combination of humor, larger-than-life personality, outstanding research and real-world examples that hit home, provide even experienced sales pros who think they've heard it all, with strategies and concepts that work! Your sales team will be charged up and ready to go...and your company and customers will reap the rewards. Time with Jim is time well spent. Watch your productivity and profitability soar! https://pancero.com

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Sales Leadership with Jim Pancero

Are your reps successfully selling to buyers with opposite personalities?

October 02, 2026 • Jim Pancero • Season 5 • Episode 58

0:00 | 1:34

Most reps are good at selling to someone just like them…with the same likes and dislikes. Are your team members equally skilled at selling to buyers with completely opposite personalities?

A goal of sales training today is to help salespeople understand the personality differences that exist in buyers and how they compare (or contrast) to the salesperson.

One of the great structures we can use to define the differences between people is to ask, which side of the fence are you on? Are you more of a detailed person or more of a big-picture person?

A big-picture person is very forward-thinking. They're very loud, outspoken and demanding. A more detailed person is more reserved. They tend to think before they speak. They're more moderate and unassuming. Look how ineffective a big-picture salesperson, being loud and demonstrative, is going to come across to someone more detailed, reserved, and moderate.

Could this be a good coaching opportunity to discuss with your team the differences in the personalities of the customers you sell, and how reps can be more flexible?

Today’s video talks about how you can help your team increase their selling impact by learning now to sell to someone with a completely different personality than their own. It’s a great way for your entire team to sell even more!

Are your sales reps successfully selling to buyers that have opposite personalities from them? I am Jim Pancero, helping you and your team be more effective in selling today. And the reality is we have different personalities that we sell to. Different motivations of how they want to communicate and how and why they want to buy. Most sales people are very successful selling to one personality, their own. The challenge happens is what happens when you have to sell and be persuasive to an opposite. So, one of the goals of sales training today is to help sales people understand the personality differences that exist in buyers today and how they compare to the salesperson and have the salesperson understand what they need to do to adjust to that personality. One of the great ways and one of the the structures that we can use to define the differences between people is to ask which side of the fence are you on. Are you more of a detailed person or you more of a big picture? A big picture person is very forward-thinking. They're very outspoken. They're very demanding demanding. They're loud. Where a detailed person is more reserved. They tend to think before they speak. They're more moderate and unassuming. What kind of effective a big picture salesperson being loud and demonstrative is going to come across to somebody that's more detailed, reserved, and moderate. This is a great coaching opportunity to discuss with your sales reps what are the differences in the personalities of the customers you're selling to and how could you be more flexible because different people buy differently.