Predictable Prospecting's Podcast

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 Res