Are Your People Smarts Costing You Sales?
Pat Lencioni says one of the three attributes of highly effective team members is Smarts—not book smarts, but People Smarts. The ability to read the room, understand the person across from you, and adjust your style to connect.
I learnt this very early in my 40-year sales career:
If I don’t adapt my personality style to fit who I’m meeting, I risk alienating up to 75% of the people I speak with.
Here’s the trap:
I’m a D in DISC – what I like to call an Eagle. Direct. Fast. Intense.
But if I meet someone who’s a C (Dove) – calm, empathetic, considered – and I keep powering on in Eagle mode, guess what? They shut down.
It becomes uncomfortable. Distrust grows. The opportunity shrinks.
The sales pro with People Smarts knows how to flex.
- With a Dove: slow down, soften your tone, listen deeply.
- With a Peacock: add energy, enthusiasm, and storytelling.
- With an Owl: bring detail, facts, and structure.
- With another Eagle: keep it sharp, focused, results-driven.
Sales Tip:
The best salespeople aren’t chameleons, but they can shift gears. They know their natural style – and how to adjust to make the other person feel at ease. When people feel understood, they open up.And when they open up, sales happen.
So, what bird are you?
That’s where our Bird Quiz comes in. In just a few minutes, you’ll discover your own personality style -Eagle, Dove, Peacock, or Owl – and learn how it shapes the way you connect with others.
Once you know your style, you’ll start to see why some conversations feel easy and others feel like a grind. More importantly, you’ll know exactly how to flex so you can build trust faster, read the room better, and close more sales without friction.
Take the quiz here: https://jocollierbird.scoreapp.com/