Coach Lex had nailed three consult calls that week.
She was on fire, feeling confident, and fully in her groove.
Then came Call #4: someone named Jordan, referred by a friend.
Lex showed up with her usual warmth and excitement. She cracked a few light-hearted jokes, shared a quick story, and explained how fun and empowering her group program was.
But Jordan didn’t laugh.
Didn’t nod.
Didn’t smile.
He kept asking questions like:
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“What’s the structure of this program?”
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“How do I track results?”
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“How many hours is this going to take per week?”
Lex felt herself shrink.
Her vibe wasn’t landing. The connection wasn’t there. And the call fizzled out by the 20-minute mark.
Mistake #10: You’re Using the Same Sales Approach for Every Personality
Lex didn’t do anything wrong.
She just used her natural sales style—without reading the person in front of her.
And the truth is?
Different people buy for different reasons.
If you treat every prospect the same, you’re going to unintentionally disconnect from at least 50% of them.
The Business Spirit Animal™ Framework
In Launchpad, we teach a simple, powerful way to recognize who you’re talking to—and how to adapt your energy and language without being fake or sales-y.
Meet the four Business Spirit Animals™:
The Peacock (Inspired by the “I” DISC type)
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Buys the vibe
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Loves stories, energy, connection
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Responds to enthusiasm and vision
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Talk big picture. Let it feel fun and exciting.
The Lioness (Inspired by “D” DISC type)
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Buys results
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Wants to win. Fast.
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Doesn’t care about your feelings—wants to know: Will this work?
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Be bold. Be direct. Lead with outcomes.
The Owl (Inspired by “C” DISC type)
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Buys logic + details
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Wants structure, data, systems
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Gets turned off by fluff or vague promisesShow them the plan. Outline the steps. Be precise.
The Golden Retriever (Inspired by “S” DISC type)
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Buys trust + connection
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Needs time to decide and feel safe
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Responds to warmth, testimonials, and long-term support
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Slow down. Be personal. Emphasize relationship.
Why This Matters
Lex was a Peacock, naturally bubbly and visionary.
But Jordan? Total Owl.
He didn’t want excitement—he wanted evidence.
Had Lex recognized that and shifted gears, she could’ve had a totally different outcome.
What to Do Instead
Start tuning in:
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Are they chatty or reserved?
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Are they focused on how it feels, or how it works?
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Are they asking big-picture questions, or tactical ones?
Then adapt.
You don’t need to change who you are.
You just need to meet them where they are.
Try this line:
“Would it be helpful to talk about how this program is structured—or would you prefer to hear more about the outcomes first?”
That question alone can shift everything.
You don’t need a one-size-fits-all script.
You need the emotional intelligence to read the room—and the flexibility to respond with care.
The sale isn’t about being impressive.
It’s about being in tune.
So next time you’re on a call, ask yourself:
“Am I speaking their language… or just my own?”
Want to Make Sales Feel More Aligned?
This is just Mistake #10 from my free guide,
“10 Ways You’re Accidentally Talking People Out of Hiring You.”
📥 Download the guide here →
It includes scripts, structure, and the exact shifts to help you connect with every personality type—without pressure or performance.
Sales doesn’t need to feel hard.
It just needs to feel human.
You’ve got this.
— Jaime 💛
