Your character will naturally create productive relationships with some people and will clash with others. Since there is little that can be achieved without personal interactions, being able to predict someone’s reaction, or having the ability to adjust your approach to suit your audience will help you create successful outcomes at every level of your working life.

Create stronger, more productive relationships with your colleagues

By understanding your own character traits and working preferences you will also identify traits in others that may add to, or detract from, your interactions more easily. Becoming fluent in adapting your style to suit each relationship will make you more likely to get the outcomes you want, more quickly and build a stronger foundation for future successes.

As an example, if competition and assertiveness are your key traits but your colleague is more introverted and easy going then adjusting your communication style will help you create more productivity, consider:

  • Keeping a positive tone to your communication and avoid coming across as too impersonal.
  • Creating time in the conversation to fully consider and then commit to any decisions made. It may also be helpful to offer to revisit the discussion to get commitment once they’ve had time to digest the points fully.
  • Making a point of addressing the feelings of others who may be affected by your conversation.
  • Demonstrating full consideration of their suggestions and talking through the logic behind them.

Adapt your sales style to get more successful outcomes and create loyal customers

Or course, as Sales People, being able to influence your internal relationships is only part of the picture, you’ll also be wanting to put your new insightful approach to work in the business of selling.

As you have many different customers to interact with, remember that they may also have many different Sales People to work with. It stands to reason that if you become the easiest to deal with then you’ll get their attention quicker and in a competitive situation you’re more likely to come out on top.

In this example, your buyer is the assertive, competitive type, while you are naturally enthusiastic, optimistic and sociable. You’ll create an easier sales environment if you can:

  • Reduce any urges to exaggerate, instead, keep to the point and retain a professional air to your communications.
  • Avoid lengthy small-talk instead demonstrate that you respect their time and keep organised and fast-paced.
  • Provide them with options and allow them to make the final decision.
  • Ensure accuracy in your presentation, this buyer is likely to notice oversights and remember them.

Listening to the questions your customers ask is the quickest way to start personalising your communication strategy.

All the examples we’ve discussed so far have used quite extreme differences to illustrate the point quickly but of course, personalities are made up of lots of elements so spotting key traits may not be as easy as you’d like. A straightforward way to start identifying character types (and therefore your communication strategy for them) is to listen to the questions they ask.

Use this quick checklist to see if you can work out the character mix of your next prospect.


Authoritative Inspiring Considerate Analytical
What’s the advantage?What’s the bottom line?

When do I get it?

What’s in it for me?

Who’s in charge?

Does my competition use this?

What next?

What do others think?Can it be changed?

How else will be at the meeting?

Will I (we) look good?

Who else is using this?

Is it ‘state of the art’?

What’s the purpose?How are we going to do this?

Who benefits?

How does this impact us?

Is it the best?

Can we help?

 Why does it work this way?Where else has this been done?

Why is that step required?

What are the other options?

What if…?

Of course, now you know what type of person you’re dealing with you’ll also need to know your own character traits. Head over to to get your free, in-depth behaviour profile from inSales and start influencing your communication outcomes.

I hope that you’ve found this introduction to considered communication strategies helpful. Keep a check on our blog to see more posts on how understanding yourself and those around you can help boost your career.