Predicting Personality

Chapter TwentyPERSONALITY AI FOR SALES MEETINGS

You can spend hours crafting the perfect email, but when you're in the middle of a sales meeting or on a call, you don't have that luxury. The conversation is real-time, so the entire trust-building process is accelerated.

This makes preparation even more important, since you will need to think on your feet and quickly adjust your approach as the conversation evolves. When you're having a high-impact business negotiation, you are very likely to be swayed by emotions, as well.

EXAMPLE OF A SALES CONVERSATION IMPROVED BY PERSONALITY AI

Let's say you have a meeting planned with Greg for this very purpose. You're a commercial real estate agent trying to get him to sign a new lease on office space downtown, and while you are close to agreement, there are still some important terms to work out.

Without any awareness of Greg's personality, here are some examples of what you might say in this sales situation:

• “I'm glad you like the space. I think your employees will love it, too.”
• “Think about the possibilities for the lobby area. We can design that room to look amazing.”
• “My other clients have been asking about this building for a long time.”
• “The location is very convenient. You can walk right down the street to a bunch of bars and restaurants.”
• “The natural light and hardwood floors are the best part.”

I specifically wrote those phrases because they would come naturally to my personality, as an Influencer (Id) on the top right of ...