Personality Driven Sales Skills Training Course

This personality-led Consultative Selling course provides sales professionals with a powerful blend of practical techniques and self-awareness. Using the Target Personalities profile, participants will uncover how their natural sales style influences their approach, communication, and effectiveness—and how to adapt their style to meet the diverse needs of their customers.

We combine the proven consultative selling structure with personality-driven insight to help salespeople build stronger relationships, influence with impact, and close more effectively—without using pressure tactics.

By attending this personality driven sales skills training course, you will:

• Understand your personal sales profile and how it maps to each stage of the sales cycle
• Identify personality-driven strengths and overextensions in your sales approach
• Build rapport with a wider range of customer types by recognising different communication preferences
• Use effective questioning and listening to uncover needs with authenticity
• Adapt your language and style to match the customer’s dynamic
• Present solutions and influence decisions with clarity and relevance
• Move from conversation to close in a way that feels natural to both salesperson and buyer

• Understanding the Target Personalities framework and your Sales Profile
• How your dominant dynamics influence your selling approach
• Mapping your style across the 5-step sales cycle
• Sales communication profile: strengths, blind spots, and style adaptations

• Comparing traditional selling vs. consultative approaches
• Shifting beliefs about selling—from persuasion to partnership
• Why consultative selling aligns well with adaptive, personality-led techniques

• Researching the organisation and buyer: what to look for based on customer dynamics
• Preparing yourself: how personality affects confidence, tone, and mindset
• Predicting buyer dynamics using behavioural cues and industry patterns

• First impressions and the role of dynamic alignment
• Generating meaningful conversation based on the customer’s personality preferences
• Practising adaptive questioning styles (directive vs. open vs. exploratory)
• Controlling the conversation while remaining authentic

• Exploring the 5-step sales cycle and where your personality thrives or struggles
• Step-by-step walkthrough:
  • Step 1 – Prospecting
  • Step 2 – Building Rapport
  • Step 3 – Understanding Needs and Wants
  • Step 4 – Presenting Value
  • Step 5 – Handling Concerns
  • Step 6 – Closing the Sale
  • Step 7 – Following Up
• Interactive exercise: realigning your approach at each step

• Matching communication tone to different buyer personalities
• Influencing without pressure: how different dynamics respond to logic, empathy, authority, and detail
• Body language, tone, and the words that resonate with each style
• Adapting your natural tendencies for better customer alignment

• Linking product/service benefits to customer needs—and personality drivers
• Making the solution feel tailored and intuitive to the buyer
• Avoiding common mismatches between sales style and customer decision-making

• Recognising when and how to transition to close based on the customer’s dynamic
• Practising multiple closing techniques aligned to different personality types
• Handling objections without triggering defensive reactions

• Interactive roleplay: adapting your pitch for different personality scenarios
• Feedback and reflection using your sales profile
• Personal action plan: mapping your development across the sales cycle

Download the Course Brochure

Download a copy of our Personality Driven Sales Skills training course brochure below.