Every time we pitch a new idea to someone (regardless of whether it's a simple trip to the movies or the mammoth task of moving house) we're selling the idea.
And this would be fine if we were all the same, but we aren't. This means that we can't approach everyone in the same way - some people are spontaneous, others are more organised (and thus needing plenty of warning), some are outspoken and others reserved - which can make it really difficult when trying to close the sale.
This is why it's so important to understand people and their differences. If you're dealing with an extroverted person, for example, and you're quite the introvert, you'll have to change your own style of communication to suit that of your prospect or you'll likely be met with a resounding "No" - if you're lucky enough to even get this far.
Conversely, if you are typically loud, outspoken and generally the life of the party, approaching an introvert with your lively temperament has more of a chance of chasing them off than clinching a sale.
So you can see how being able to identify different people's personality groups (and being able to adapt your own communication style towards this) is a vital part of selling in both the business sense and the personal sense.
Do you know what personality group you fall into? Are you more extroverted or introverted? People-orientated or task-orientated?
Answer these questions and get that little bit closer to becoming a great salesperson - both on and off the job!