Michael states that to be a great salesman these days you have to be an ambivert. 
The idea that a great salesman is the charismatic, gung-ho, loudest in the room extrovert is dated. Michael shares that you need to be extremely flexible these days and the key skill is to be able to tailor your behaviour and approach to that of your client in order to build trust. 

Michael shares an example of how you can have the same conversation with two people and you gel with one and close the deal while the second one is unresponsive to your approach and you fail. This isn't because your material was bad, but that individual did not receive it in the same way as the first.

As the sales person, it is on you to read the room, understand what is needed and then adapt your delivery, phrasing, and persona to maximise their success. This means that being an extrovert isn't a benefit in sales, but rather be an ambivert - someone who can adapt and be flexible based on the person they are talking to.

Michael, who’s a student of DISC, shares that there are 4 behaviour types that all people can be categorised in to some extent:

D - Dominant
I - Influential
S- Steadfast
C - Compliant

Ultimately, use these personality types to understand what sort of character your client is and adapt your approach accordingly. 

For example, if you’re talking to a dominant personality type, they’re usually quick and to the point before moving on if disinterested. So, you have to keep it sharp and state the benefits immediately. However, if it’s an “Influential” type of person, then they are more interested in building relationships and you must spend time on this accordingly etc.

Of course, this doesn’t mean you should not be your authentic self, it simply means tweaking your delivery to suit their client's personality types as a means to build trust and keep them engaged.

Head over to https://10xmanagers.com/mii-view/michael-leigh to see the full Manager Masterclass.