You’ve probably walked away from a sales call thinking, “That went great. I’ll have this closed by next week.” You said all the right things. You highlighted the value. You believed in what you were offering. But the person on the other end ghosts you and the deal never happens.
Your pitch may have been great. But you weren’t selling them – you were selling you.
Most salespeople sell the way they would want to buy. Salespeople with the direct “Eagle” style charge in with confidence. “Parrots” bring energy and stories. “Doves” build relationships and trust. And “Owls” share the data and let the numbers speak for themselves.
Each style has its strengths, but if you subconsciously believe that they need what you need, you are missing the mark.
The bottom line:
If you’re selling someone whose style is different from yours,
one of you will leave that interaction exhausted – and it had better be you.
Imagine an Owl prospect – analytical, methodical, cautious – being sold to by a Parrot who’s bursting with enthusiasm. The Parrot believes that, if they’re excited, the prospect will be excited. So they let it fly.
But the Owl doesn’t trust the flash. They want clarity, precision, and concrete proof. If the Parrot doesn’t shift gears and respect that, the Owl leaves mentally unconvinced and emotionally drained.
Let’s flip it. An Owl believes that, if they carefully share the facts and make the case, they will make the sale. But they are selling to an energetic Parrot who doesn’t feel the excitement from the salesperson. Sale lost.
This isn’t about changing who you are. It’s about adapting how you sell. Meet people where they are, not where you are.
- 🦅 Eagles want efficiency, results, and confidence. Don’t waste their time. Get to the point. Show them how your solution makes them more powerful, more effective, more respected.
- 🦜 Parrots want excitement and possibility. Paint a vision. Let them talk. Be playful and tell stories. They’re not buying a product; they’re buying a feeling.
- 🕊️ Doves want sincerity, connection, and peace of mind. Build trust. Listen with empathy. Show them how your offer helps others, not just them.
- 🦉 Owls want facts, structure, and logic. Bring data. Anticipate questions. Never say, “Trust me.” Show your homework.
Why It Matters
When you tune into their style, you’re not selling; you’re building a bridge. And people buy from those they trust, relate to, and feel seen by.
You don’t need a new closing technique. You need to be the adaptable “Chameleon” who reads the styles of others and adapts to what they need.
Great salespeople don’t persuade harder. They adapt faster.
Your Next Step
To receive a complimentary copy of the Chameleon Selling Profile to discover your selling style, reach out to Cathryn Plum at mailto:cplum@takeflightlearning.com, or click here to learn more about the Take Flight Learning Chameleon Selling training.
Merrick Rosenberg is CEO of Take Flight Learning and author of The Chameleon and Personality Intelligence, Merrick is a keynote speaker, author, and the creator of the Eagle, Parrot, Dove, and Owl styles that bring personality to life. He’s spent over 30 years helping companies drive results by teaching individuals how to connect, lead, sell, and collaborate by adapting, not overpowering. Learn more at TakeFlightLearning.com or MerrickRosenberg.com.
