Stop guessing what prospects want – speak to their personality instead

Wouldn't it be awesome to walk into a sales pitch, knowing what your prospects are thinking? This isn't just a cool superpower. You don't have to walk into that presentation with your fingers crossed, with positive self-talk.

See, the business of sales is about people.

People buy YOU, not what you're selling. You also buy into them, too. There's a synergy between the two of you.

So, if prospecting is about people, then understanding them can help in your sales process. We're not just talking about building relationships. But rather, going deeper into the human psyche and how we all tick.

It's about deciphering HOW you can help them, and do to this, you need to know how to effectively communicate… by looking at each individual, not as a company or group of people.

The challenge every SMB faces

Most small business owners struggle with sales because they're experts in their field – not in reading people. You might be brilliant at delivering your service or creating your product, but when it comes to understanding the psychological drivers behind purchasing decisions, it's a completely different skill set.

This gap often leads to missed opportunities, longer sales cycles, and the frustration of watching potential clients walk away despite having exactly what they need.

Traditional sales training focuses on techniques and scripts, but these one-size-fits-all approaches ignore the fundamental truth that every person is wired differently. What motivates one prospect might completely turn off another. What builds trust with one personality type could create suspicion in another.

Understanding the four bird types

Pitching to a group of three?

Those three people will respond, engage and have different desires, based on their personalities. John on the left, will sit quietly in his seat, nodding and smiling… just happy to be a part of the group. He's what we call, a sweet Dove.

Peter is sitting on the middle (of course). He's the 'one in charge', unconsciously stepping into boss shoes at every opportunity. Peter is an Eagle.

And there's Jeff. He's eager to get the plans into a system, packed with KPI milestones. He's an Owl.

Each bird type has distinct characteristics that, once you understand them, make sales conversations flow naturally.

Eagles want results and efficiency – they're decision-makers who appreciate direct communication and respect for their time.

Peacocks are social and enthusiastic – they're motivated by recognition, relationships, and the opportunity to share their excitement with others.

Owls value accuracy and thorough information – they need details, data, and time to process before making decisions.

Doves prioritise harmony and stability – they want to feel secure and confident that their decision won't create conflict or risk.

Don't 'sell' – speak to their bird type

Tick's personality profiles are based on a combination of four birds… the Eagle, Peacock, Owl, and Dove. The results give you an instant understanding of who you're speaking to. After you and your team complete the questionnaires, you'll be able to intuitively feel the bird type of the person you're selling to.

But if you can incorporate it into your pitch, as a fun exercise, you'll get real-time insights that you can use to turn that person into a customer. Sales is really this simple. It's about understanding and connecting with people. That's it.

The beauty of this approach is that it removes the guesswork from sales conversations. Instead of hoping your message resonates, you're speaking directly to what matters most to each individual.

When an Eagle sees you respect their time and focus on bottom-line results, they're more likely to trust your expertise. When a Dove feels you understand their need for security and consensus, they're more comfortable moving forward.

The Power of Authentic Connection

Your solutions, whatever you're selling, are the result of understanding people's needs… and applying it. This is where Tick's results will help YOU guide the conversation, craft a connection, and problem-solve… without them even know you're doing it.

Because you know what does (and doesn't) make them tick.

This approach transforms sales from a game of persuasion into a process of genuine problem-solving. When you understand someone's personality type, you're not trying to convince them of anything – you're simply presenting your solution in the way that makes most sense to them. It's honest, ethical, and incredibly effective.

Tick's personality tools help you connect the dots. Use the red form to fill out your details and we'll send you three free trial tests.