Identifying Different Buyer Personas

Every buyer has a unique personality, which requires a nuanced approach to every sales conversation. Today, Jim “Pouli” Pouliopoulos joins us to highlight the value of discerning different buyer personas and adapting the way you sell accordingly. He discusses:

• How a familiarity with different types of buyer personalities helps sales professionals.
• Common patterns in buyer personalities.
• How DISC assessments can be beneficial to reps.
• Adapting to the buyer’s personality during conversation.
• The specific motivations of different personality types.

Check out Pouli’s book, How to Be a Well Being: Unofficial Rules to Live Every Day.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Getting to the Economic Buyer | Ascender Course
• Navigating the Political Landscape | Ascender Course
• Building Rapport Through Virtual Channels | Ascender Course
• Ascender’s Best Content on Discovery | Ascender Article
• Selling in a New Category | Podcast
• Finding Your Motivation as a Seller | Podcast

Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.


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Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.