Understanding How Your Psychology Affects Sales Success

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An OCEAN of Sales Talent

Success in enterprise sales is about playing to your strengths and covering your weaknesses at each stage of the deal.

Psychology tells us we have five dimensions of personality that can define our behaviours. The Big Five personality traits model: Openness, Conscientiousness, Extraversion, Agreeableness, and Neuroticism (OCEAN), can provide insightful perspectives on how we can excel in enterprise sales.

I have mapped out seven important stages to an enterprise sale and the personality traits that will help you nail them. Of course, we don’t all have every trait needed, so I have also set out what you can do if you need to cover a weakness rather than exploit your natural strength.

It's not about changing who you are; but amplifying the right aspects of your personality at the right time. And remember, there's no one-size-fits-all approach. Adapt, learn, and keep refining your strategy.

1. Marketing and Prospecting Key Traits: Extraversion & Openness

- Extraversion: Dial up your energy and sociability. Networking is king here. You're reaching out, making connections, and sparking interest. It's all about being out there and visible.

Not a natural networker? Leverage digital platforms to make initial contacts. Use LinkedIn, emails, and social media to your advantage

- Openness: Embrace new ideas and creativity in your outreach. Stand out. Traditional methods won't cut it. Be the one who brings something fresh to the table.

Struggle with creativity? No sweat. Collaborate with your marketing team for fresh ideas, or use proven, data-driven strategies that have worked in the past.

2. First Contact Key Traits: Extraversion & Agreeableness

- Extraversion: Keep that energy high. Your enthusiasm is contagious, and it sets the tone. First impressions count.

Introverted? Prepare your own scripts and talking points to guide your conversations. Practice makes perfect.

- Agreeableness: Show genuine interest and empathy. It's not just about making a sale; it's about starting a relationship. Make them feel understood.

Not naturally empathetic? Work on active listening skills. Focus on understanding the client's needs and mirroring their language and concerns.

3. Nurturing Relationships Key Traits: Agreeableness & Low Neuroticism

- Agreeableness: Keep building that rapport. Trust and mutual respect are your currencies here.

Difficulty building rapport? Schedule regular check-ins and ask open-ended questions to encourage dialogue.

- Low Neuroticism: Stay cool. Be the rock your clients can lean on when things get complex or stressful. Your calm is their calm.

Tend to worry? Use this to your advantage by meticulously planning for client interactions and anticipating their needs and concerns.

4. Discovery Key Traits: Openness & Low Neuroticism

- Openness: Be genuinely curious. Understand their world inside out. This is where you tailor your approach to their exact needs and challenges.

Not the curious type? Use a structured set of questions to uncover client needs. Rely on case studies and past successes to guide your discovery process.

- Low Neuroticism: Approach problems with a level head. No overreacting. You're solving problems, not creating new ones.

Prone to anxiety? Prepare thoroughly for discovery sessions, and have a colleague role-play potential scenarios with you.

5. Presenting Solutions Key Traits: Conscientiousness & Extraversion

- Conscientiousness: It's all in the details. Your solution should be bulletproof, well-researched, and impeccably presented.

Struggle with details? Use checklists and templates to ensure all critical points are covered in your presentations.

- Extraversion: Bring the energy and confidence. You're not just presenting a solution; you're selling a vision of their future with your product or service.

Not confident presenting? Practice your presentations multiple times, seek feedback, and consider using visual aids to support your message.

6. Negotiating Contracts Key Traits: Low Agreeableness & Conscientiousness

- Low Agreeableness: Time to switch gears. Be assertive, stand your ground, and negotiate terms that are favourable without being a pushover.

Too accommodating? Set clear boundaries before negotiations, and have a list of non-negotiables to strengthen your position.

- Conscientiousness: Stay focused on the details. Every clause, every term matters. Be thorough and don't let anything slip through the cracks.

Overlook details? Bring in a team member who excels in this area to review contracts and ensure nothing is missed.

7. Account Management Key Traits: Low Neuroticism & High Conscientiousness

- Low Neuroticism: Maintain your composure, no matter what. Account management can throw curveballs. Your ability to stay calm under pressure keeps clients reassured.

Easily stressed? Develop a stress management routine, use project management tools to stay organised, and don't hesitate to delegate tasks.

- Conscientiousness:This stage is all about follow-through. Deliver on your promises, check in regularly, and keep looking for ways to add value.

Lack follow-through? Set reminders for regular check-ins with clients and use a task management system to keep track of commitments and deliverables.

It's not about what you lack; it's about how you adapt. Use tools, tactics, and the support of your team to fill in the gaps. Every trait, high or low, can be a hidden superpower when used with intention and intelligence. Play smart, adapt, your unique approach will be your edge.

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