I’m thrilled to share a wonderful recap written by a client who attended my “Buyer Behavior Brilliance” session during Education Day at ASI Orlando 2025. My goal was to help sales professionals adapt to their customers’ personality styles—Commander, Feeler, Reflector, and Entertainer—so they can truly connect rather than just deliver a cookie-cutter pitch.
From exploring the “basement view” vs. “balcony view” of each personality trait (where someone’s “rude” could be another person’s “direct”), to dissecting my own car-buying experience, the session focused on the power of genuine listening. One of the best pieces of advice I shared was to approach every conversation with the mindset of wanting to be “proven wrong”—it encourages us to fully hear what our prospects are saying, instead of steering them down our own path.
I also led attendees in a group activity where they split up by personality type and exchanged insights on communication preferences, frustrations, and expectations. Together, we discovered that learning to “flex your style” can make all the difference when it comes to building rapport and closing sales.
Check out the full article to see how this hands-on session helped participants rethink their sales strategies and focus on what customers really need. I’m honored by the glowing review and hope you’ll find some golden nuggets for your own selling approach!