The Art of Selling to Influential Personalities: A Sales Psychology Insider’s Guide to the I Type.

In this article, we’ll focus on the I Type, which represents individuals who are outgoing, influential, and social. Gaining insight into the I Type’s behavior, communication style, decision-making process, and buying motivators can help you establish strong relationships and close more deals.

Behavior: The I Type is known for their outgoing and social behavior. They thrive in social situations and prefer to be the center of attention. They’re often optimistic, enthusiastic, and creative.

Style: The I Type enjoys a fast-paced and interactive communication style. They value personal relationships, emotions, and enthusiasm. However, they can be impulsive, disorganized, and unfocused.

Language: The I Type is expressive and emotional in their language. They enjoy engaging and lively conversations that involve personal stories and emotions. They may have difficulty staying on topic and can become easily distracted.

Decision-Making: The I Type is often influenced by personal relationships and emotions when making decisions. They may be impulsive and swayed by the opinions of others. They may also overlook important details and facts in their decision-making process.

Buying Motivators: The I Type is driven by social recognition, popularity, and approval. They place a high value on being liked and appreciated and are often influenced by peer pressure. They’re less concerned with details and more interested in the social and emotional aspects of a purchase.

As a sales professional, understanding the behavior, communication style, decision-making process, and buying motivators of the I Type is critical to building strong relationships and closing more deals. Tailoring your communication style to the needs of the I Type can demonstrate that you value personal relationships and emotions, fostering trust and rapport that can lead to successful outcomes.

Stay tuned for the next article in this series, where we’ll focus on the S Type, which represents individuals who are steady, reliable, and patient. By mastering the psychology of sales and understanding different personality types, you can unlock your full sales potential and achieve your goals.