When interacting with others in the sales process, a good salesperson will analyze the personality buying style of the potential client. For example, if you're selling to an accountant or CPA, they usually like to have reams of data or information to help support their decision to buy from you. Thus, knowing your buyer's personality style can assist you in meeting their needs.

We sometimes do not consciously think about all the individuals who may be our customers. When working in an organization, you will have internal customers to sell your ideas to in order to accomplish your goals. Just like external customers who buy your product or services, you have to convince internal customers why they should buy in to your ideas and goals.

Dale (Andy) Sheets has more than 30 years of experience in structuring risk management programs for businesses worldwide. Follow Andy on Twitter @DaleAndySheets and connect with him on LinkedIn.