Episode 59: The Human Side of Sales - Diane Hamilton

Have you ever taken a personality test to find out more about your strengths and weaknesses? Personality tests like the Myers-Briggs are great for revealing more about our inner selves, but they can also be useful when it comes to connecting with your prospects.

Our guest today is Dr. Diane Hamilton, author, speaker, and Emotional Intelligence expert. We’re talking all about the human side of sales – how to connect with a prospect based on their personality type, doing research before the first conversation, and building up relationships over time.

Episode Highlights:

• How can studying emotional intelligence and the psychology behind communications help us with sales?
• Diane’s method for identifying the personality type of a prospect within seconds
• Using social media research to create a personality profile
• Developing a relationship with a long-term prospect based on common interests
• Preparing for the first call
• Techniques for improving your confidence and tone in conversation
• Diane Hamilton’s radio show

Resources:

• “Your body language shapes who you are” TED Talk by Amy Cuddy
• Quiet: The Power of Introverts in a World That Can’t Stop Talking by Susan Cain
• It’s Not You, It’s Your Personality by Dr. Diane Hamilton
• Want to hear more from Dr. Diane Hamilton? Visit her website for blog posts, videos, and information about her radio show! You can also connect with her on Linkedin, Facebook, and Twitter