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TARGET Personality Selling Model is easy to use.

Personality Selling Model

Our Sales Personality Model is a great tool to help any sales person in any sales situation. It is a sales tool which any person in sales can use everyday. Like many of these models it is based on the work of Carl Jung. But a lot of these models are very complex, require you to complete a lengthy questionnaire and produce a long report. So we designed a model which is simple to understand and easy to apply.

We divide people’s personality at work into four styles. It is not that every person fits neatly into one of these four styles. It is about identifying where people are in the model to understand their behaviour. Once you understand their behaviour you can adapt how you sell to them. So our model does just that.

Areas where the Personality Selling Model can be used

  • First Meetings
  • Building Relationships
  • Selling
  • Sales Management
  • Influencing
  • Sales Presentations
  • Closing
  • Handling Objections
  • Networking Meetings

Personality Selling Model - an introduction

The model, like most of these models, is based on four personality styles. We call these Social, Conceptual, Analytical and Direct. Each of these styles has a range of behaviours associated with them. A person can have a variety of behaviours from various styles. So the idea is to identify a behaviour, work out which style it is from and then adapt.

We all think we’re normal. We think the way we think, and the way we behave is normal. The trouble is that there are a lot of perceptions of normal. When we’re selling to someone we need to know what their normal is. That’s where our Personality Selling Model comes in.

personality selling model social
Social: be friendly and help them


The Social person needs to work with people. They like to help people. And they are friendly and chatty. They see the world in the context of relationships. This means we have to build relationships with Socials in order to sell to them. But they will be friendly with most people, so this is just the start. You need to understand who is influencing them and position yourself as helping them.

personality selling model conceptual
Conceptual: enage with ideas


The Conceptual is enthusiastic and enjoys working on new projects. They relish change, get bored easily but love to get things started. Solving problems is a natural skill for them as their brain can see connections that others sometimes cannot. They can change their mind easily which can be both a bonus and a problem. So influencing how a Conceptual sees a situation is key to selling to them

Analytical: know your stuff


The Analytical wants to get things right. They like to gather knowledge. Analytical people respect those who know what they are talking about and can back it up with evidence. So just being charming will not be enough. Preparation is crucial as is research. To sell to an Analytical we have to really know the detail and the options available to them.

personality selling model direct
Direct: get straight to the point


The Direct is often the easiest to identify. They are driven to get things done. Directs do not waste time and want to achieve as much as possible. They are impatient and communication is kept to a minimum. To sell to a Direct we have to get straight to the point, frame benefits from their perspective and mirror their style.

How to use the TARGET Personality Selling Model

  1. Identify a behaviour in the person you are communicating with.
  2. Decide which personality style the behaviour is based on.
  3. Adapt your approach accordingly.

Example of how to use the TARGET Personality Selling Model

This is an example of how to use the TARGET Personality Selling Model. We are speaking to a new contact. This could be a phone call or face to face. They ask what they are looking for. The style of communication is to the point. Questions are short and specific. There is no chit chat. Chances are this person is displaying Direct behaviours. Which means we need to respond in the same style. We need to be precise, to the point and make sure we answer the question.

TARGET Personality Selling Model - Summary and Training

The TARGET Personality Selling Model is a great sales tool because it is simple and effective. It’s so easy to understand that once you’ve learnt it there is no reason why you can’t use it immediately. And people do. We’ve been training on this model for many years and it always gets great feedback. We use this model in many of our sales training courses that you can find on this site. And we can do training just on this model. Contact us for a chat on what you would like to use it for.

Training courses which include our Personality Selling Model

To explore how the TARGET Personality Selling Model could help your team call us on +44 (0)800 804 8086

Or send us an enquiry

contact target sales training

Page last updated May 2019

TARGET Sales Training is an ITD brand