Adapting Sales Calls to the Customer’s Personality

Course length: Two hours (This course must be scheduled with another 2-hour or longer course for a minimum training time of at least one half-day.​)
Available as a condensed course: No
Maximum number of students: No maximum
Instructor: Jerry Peerbolte, J. Peerbolte & Associates

Course description

Salespeople will tell you they encounter all sorts of individuals and personalities from one customer to the next.  In fact, it’s not unusual to deal with different personality types at one customer!  So, what is a salesperson to do?

Understanding different personality types is critical to being a successful salesperson.  A customer’s personality influences how they evaluate alternatives and ultimately make their decision. This session will teach participants how to recognize differences in personalities.  And then, how to adapt a conversation and sales presentation to best appeal to that person’s personality.  Participants will also be able to determine their own personality style and its strengths and weaknesses.


  • Chapter/Region fee (+expenses): $1250 plus $15/student for handout
  • Member company fee (+expenses): $1750 plus $15/student for handout
  • Nonmember fee (+expenses): Not available to nonmembers
  • (Additional fees may apply if travel time exceeds 5 hours. Contact EASA for details.)

Schedule a private seminar

To schedule a private seminar for your group, contact:

Dale Shuter, CMP
Meetings & Expositions Manager
+1 , Ext. 3335

Hosting requirements

In addition to the seminar fees, the seminar sponsor will be responsible for:

  • All seminar promotion involved
  • Breaks (if provided)
  • Meeting room (approx. 1,000 square feet)
  • Instructor's travel and living expenses
  • Audio/visual equipment
  • Shipping costs of materials
  • Meals (if provided)