Selling to Different Personality Types - 3 CE - 9a - 12p

Date and Time: 
Monday, May 21, 2018 - 9:00am to 12:00pm
KAAR, 609 Weisgarber Rd, Knoxville, TN 37919
Event Type: 

Why is it an agent’s sales approach works with some sellers and buyers but not with others? It can be due to the fact that not all sellers/buyers have the same personality. Our personality style dictates how we communicate, like to be communicated with, and how we process information in order to make an informed decision. For this reason, it is important you be able to identify the personality style of your sellers/buyers and then to adapt your sales approach to their personality style.

This course will help you understand:

1.       Different personality styles
2.       How to identify the personality styles of sellers/buyers
3.       How to adapt your sales approach to the personality style of your sellers/buyers


Class Materials (Please download handouts to your mobile device so you can follow along in class, and print if you would like a hardcopy):


defining_personality_traits.pdf (106.73 KB)


selling_to_the_different_personality_styles_participant_05_15_18.pdf (1.97 MB)


Instructor: Gary Johnson

Gary started his sales career in 1976 selling real estate fulltime. Having weathered many economic real estate highs and lows over the years has proven valuable to him in training real estate agents for various real estate organizations, including KAAR, where he teaches on a regular basis. He also consults with brokers regarding ways they can increase sales and improve business management techniques. In 2004, Gary started Gap Solutions, through which he is involved in managing a variety of improvement projects centered on helping businesses increase revenues and profit. Gary teaches a number of other professional development and marketing classes here at KAAR.