There's one important trait that your sales staff might not be using fully: adaptability. Inc.com contributor Christina Desmarais discusses author Merrick Rosenberg's theory that humans are able to fit into one of four bird-themed personality styles. Rosenberg believes that if sales reps can identify their customer's personality, they should be able to adapt their sales style accordingly and make the sale more easily.
The four avian personalities are eagle, parrot, dove, and owl.
While it is important for sales reps to be able to adapt their style to their customer's personality, it is equally important for reps to identify their own personality traits:
"The challenge for most salespeople is that they unwittingly impose their style on their customers, and then they don't close the deal and aren't quite sure what happened," [Rosenberg] says.
For more information about each trait, follow the link below.