BONUS 1 • PERSONALITY • WHO AM I?

Understand your natural communication style. See how your own style may affect your sales.

PV5 Personality is a BONUS / additional educational tool within the PV5 Method. It helps you better understand how you naturally tend to communicate, decide and act. ADAPT uses this self-observation as the foundation for more conscious communication. It is not a compulsory step in the FREE PV5 SALES ASSESSMENT and does not constitute a psychological or medical diagnosis.

OBSERVE • CONNECT • ADAPT • COMMUNICATE
THE PRINCIPLE OF PV5 ADAPT

I observe how the customer communicates and adapt my own approach.

Communication pace
Level of detail
Tone & language
Questions
Presenting value
Handling objections
Next step
Personalities according to Hippocrates. From ancient theory to modern observation of communication.
THE HISTORICAL STARTING POINT

Personalities according to Hippocrates. From ancient theory to modern observation of communication.

The historical starting point lies in the Hippocratic tradition of the four humours — blood, yellow bile, black bile and phlegm. Later, Galen linked this tradition more systematically to four temperaments: Sanguine, Choleric, Melancholic and Phlegmatic.

Today, we do not treat this theory as a scientific personality diagnosis. At PV5, we use it as a historical and educational framework that helps us observe differences in how people communicate, decide and process information.

Important: We do not say “the customer is this type”. We say: “at this moment, I observe these communication characteristics — so I adapt my approach”.
Before you adapt to others, see how you tend to operate.
PERSONALITY TEST
PV5 PERSONALITY • FIRST UNDERSTAND YOUR OWN STYLE

Before you adapt to others, see how you tend to operate.

Through 40 short choices, you will see the relative presence of four tendencies in how you communicate, decide and collaborate. The result shows your dominant and secondary tendencies, potential strengths, areas to watch and practical ideas for communication and sales. There are no right or wrong answers.

How to answer: In each group, choose one option — the one that best describes how you actually operate, rather than how you would like to be — and click on it.
Additional tool: The Personality Test is not compulsory to continue with the PV5 Method. Use it when you want additional insight into your natural communication style and how you can adapt more effectively in sales.
STRONG CHARACTERISTICS 1 / 40
 

Which option best describes you?

Choose one answer.

PV5 ADAPT
OBSERVE → CONFIRM → ADAPT

A single cue is not enough. First observe how the customer communicates, confirm through questions, and then adapt your pace, language, level of detail and how you present value.

ADAPT starts with observation — not a label.
OBSERVE — DON'T LABEL

ADAPT starts with observation — not a label.

The same person may communicate differently depending on the subject, time pressure, their role, the level of trust and the risk of the decision.

01 / OBSERVE

What do I see and hear?

Pace, tone, words, questions, patience, detail, decisiveness, sociability.

02 / CONFIRM

Do not assume.

Ask questions and check whether your initial impression is confirmed in the actual conversation.

03 / ADAPT

Change the style — not the substance.

The value of the proposal remains the same. The way you present it changes.

04 / REASSESS

Keep observing.

ADAPT is dynamic. If the customer changes, your communication approach changes too.

Four different ways of approaching a conversation.
THE 4 COMMUNICATION PATTERNS

Four different ways of approaching a conversation.

The traditional names are retained as educational references: Sanguine, Choleric, Melancholic, Phlegmatic. In practice, we observe communication patterns rather than “pure types”.

SANGUINE / EXPRESSIVE COMMUNICATION

Sociable • expressive • spontaneous

Often speaks quickly, opens the conversation, uses stories, shows enthusiasm and seeks human connection.

ADAPT: Provide energy, a clear picture and interaction. Do not overwhelm them with excessive detail from the start.
CHOLERIC / DIRECT COMMUNICATION

Direct • decisive • focused on results

Gets to the point quickly, wants substance, controls the conversation, asks “what do I gain?” and usually has little patience for unnecessary detail.

ADAPT: Get to the issue quickly, provide choices, outcomes and clear next steps.
MELANCHOLIC / ANALYTICAL COMMUNICATION

Analytical • careful • detailed

Wants facts, accuracy, logic, evidence and time to evaluate. Can quickly spot gaps, ambiguity or exaggeration.

ADAPT: Organise the data, provide evidence, avoid pressure and do not make vague promises.
PHLEGMATIC / STEADY COMMUNICATION

Calm • steady • cooperative

Listens, takes their time, avoids tension and often wants to feel secure before changing something or committing.

ADAPT: Provide time, reassurance, a clear process and room for questions without pressure.
Before you adapt, observe the right signs.
WHAT TO OBSERVE

Before you adapt, observe the right signs.

One sign alone is not enough. Look for a combination of behaviours and confirm it through the conversation.

01

Pace

Do they speak quickly or slowly? Do they want an immediate decision or time?

02

Detail

Do they ask for a picture and an outcome, or do they want data, steps and evidence?

03

Focus

Do they focus more on people, results, accuracy or stability?

04

Language

Do they use “I want”, “show me”, “how exactly”, “let me think”, “what is the outcome”?

05

Response to pressure

Do they become more abrupt, more analytical, quieter or change the subject?

06

Decision style

Do they decide quickly, seek social confirmation, compare evidence or avoid risk?

The same question does not need to sound the same.
DISCOVER — ADAPT YOUR QUESTIONS

The same question does not need to sound the same.

SANGUINE / EXPRESSIVE

“If this worked as you wanted, what would change most for you?”

Allow room for a picture, experience, people and a positive outcome.

CHOLERIC / DIRECT

“Which outcome is your greatest priority right now?”

Brief, direct and focused on the goal and performance.

MELANCHOLIC / ANALYTICAL

“What criteria will you use to evaluate the right solution?”

Help the customer define facts, criteria and accuracy.

PHLEGMATIC / STEADY

“What would make you feel comfortable with a change?”

Focus on security, stability, support and a smooth transition.

The value does not change. Your point of emphasis changes.
VALUE — SAME SOLUTION, DIFFERENT EMPHASIS

The value does not change. Your point of emphasis changes.

A good proposal does not need four different truths. It needs one genuine value, presented in a way that helps this particular customer understand it.

EMPHASIS BY PATTERN
Sanguine: experience, people, a clear picture, momentum.
Choleric: results, speed, control, ROI.
Melancholic: facts, accuracy, process, evidence.
Phlegmatic: security, support, stability, low risk.
Do not answer an objection before understanding how the customer wants to process it.
RESOLVE — ADAPT UNDER RESISTANCE

Do not answer an objection before understanding how the customer wants to process it.

SANGUINE

Keep the conversation alive.

Ask what concerns them and reconnect with the outcome they want to achieve.

CHOLERIC

Do not become defensive.

Listen, respond with substance and provide clear choices.

MELANCHOLIC

Provide evidence.

Clarify the exact objection, provide facts and avoid exaggeration.

PHLEGMATIC

Reduce the pressure.

Allow time, explain the transition and make the next step feel safe.

A decision needs clarity — but everyone does not need the same pace.
COMMIT — THE NEXT STEP

A decision needs clarity — but everyone does not need the same pace.

COMMIT EXAMPLES
Sanguine: “Would you like to proceed and see how this will work in practice?”
Choleric: “Shall we proceed with option A or B?”
Melancholic: “Do you have all the information you need to decide?”
Phlegmatic: “What would be a comfortable next step for you?”
Example: the same service, four different ways to present it.
SAME SOLUTION — FOUR APPROACHES

Example: the same service, four different ways to present it.

Suppose you offer a new service that saves time, organises the process better and provides support after purchase.

SANGUINE

“You will have a smoother experience and more time for the people and opportunities that matter.”

CHOLERIC

“You save time, gain control of the process and see results faster.”

MELANCHOLIC

“The process has specific steps, measurable milestones and support at every stage.”

PHLEGMATIC

“The transition is gradual, with support and without disrupting your daily operations.”

Most people do not display just one pattern.
MIXED PATTERNS

Most people do not display just one pattern.

The older approach spoke of “blends” of temperaments. At PV5, we apply this practically: a customer may be direct yet highly analytical, or sociable yet particularly cautious as risk increases.

WHEN YOU ARE UNSURE
1. Reduce your assumptions.
2. Ask one clear question.
3. Listen to both the “what” and the “how”.
4. Provide a small amount of information.
5. Observe the response.
6. Adapt again.
Review this before an important meeting.
PV5 ADAPT QUICK REFERENCE

Review this before an important meeting.

SANGUINE

Connect

Do: dialogue, a clear picture, stories, energy.
Avoid: cold over-analysis at the start.

CHOLERIC

Get to the point

Do: results, choices, clarity.
Avoid: excessive talking and a slow pace.

MELANCHOLIC

Provide evidence

Do: facts, structure, accuracy.
Avoid: pressure and vague promises.

PHLEGMATIC

Create security

Do: time, support, stability.
Avoid: unexpected pressure.

From recognition to application.
PV5 SALES PERSONALITIES • DEEP TRAINING TOOLKIT

From recognition to application.

For each communication pattern: observation, questions, VALUE, RESOLVE, COMMIT and practical pitfalls.

PROFILE 01 • CONNECT + ADAPT

SANGUINE / EXPRESSIVE

It is not a label. It is a set of observable communication cues that help the salesperson adapt their approach.

What I observe＋
• Speaks quickly and with energy.
• Uses stories, images and examples.
• Responds to the relationship and human contact.
• May become enthusiastic before examining details.
What they need from me＋
Energy, human connection, a picture of the outcome and a sense of progress.
Questions that fit＋
• “If this worked as you wanted, what would change most for you?”
• “What would you want the ideal experience to look like?”
• “Which outcome would excite you most?”
How I present VALUE＋
Show experience, a clear picture, people, opportunities and a visible outcome.
How I handle RESOLVE＋
Explore exactly what concerns them and reconnect with the desired outcome.
How I lead to COMMIT＋
“Would you like to proceed and see how this is applied in practice?”
What I avoid＋
Cold over-analysis at the start, low energy and an excessively strict tone.
PROFILE 02 • CONNECT + ADAPT

CHOLERIC / DIRECT

It is not a label. It is a set of observable communication cues that help the salesperson adapt their approach.

What I observe＋
• Gets to the point quickly.
• Asks about results, time, cost and control.
• May interrupt when they feel there are unnecessary details.
• Wants choices and clear next steps.
What they need from me＋
Brevity, results, clarity, choices and a sense of control.
Questions that fit＋
• “Which outcome has the greatest priority?”
• “What is the main decision you want to make today?”
• “What would you consider a successful outcome?”
How I present VALUE＋
Discuss results, ROI, speed, control and a specific business outcome.
How I handle RESOLVE＋
Do not become defensive. Listen, clarify and respond to the substance with clear choices.
How I lead to COMMIT＋
“Shall we proceed with option A or B?”
What I avoid＋
Excessive talking, a slow pace and vague promises.
PROFILE 03 • CONNECT + ADAPT

MELANCHOLIC / ANALYTICAL

It is not a label. It is a set of observable communication cues that help the salesperson adapt their approach.

What I observe＋
• Asks for data, details and evidence.
• Asks “how exactly?” and “based on what evidence?”.
• Quickly spots ambiguity and exaggeration.
• Needs time to evaluate and compare.
What they need from me＋
Structure, accuracy, evidence, a logical sequence and time to evaluate.
Questions that fit＋
• “What criteria will you use to evaluate the right solution?”
• “What information do you need to feel certain?”
• “Which part would you like us to examine in more detail?”
How I present VALUE＋
Present facts, the process, comparisons, conditions and evidence.
How I handle RESOLVE＋
Clarify the objection, provide evidence and do not apply pressure before they have the information they need.
How I lead to COMMIT＋
“Do you have all the information you need to decide?”
What I avoid＋
Vagueness, exaggeration, emotional pressure and a rushed close.
PROFILE 04 • CONNECT + ADAPT

PHLEGMATIC / STEADY

It is not a label. It is a set of observable communication cues that help the salesperson adapt their approach.

What I observe＋
• Listens more than they speak.
• Does not rush to commit.
• Avoids tension and abrupt changes.
• Values security, support and a smooth transition.
What they need from me＋
Time, stability, security, support and a calm decision process.
Questions that fit＋
• “What would make you feel comfortable with a change?”
• “What support will you need for a smooth transition?”
• “What would be a safe next step?”
How I present VALUE＋
Show consistency, support, lower risk and stability.
How I handle RESOLVE＋
Reduce the pressure, allow time and explain the steps.
How I lead to COMMIT＋
“What would be a comfortable next step for you?”
What I avoid＋
Unexpected pressure, abrupt changes and aggressive closing.
When the customer changes behaviour during the conversation.
FIELD SCENARIOS • PRACTICAL ADAPT

When the customer changes behaviour during the conversation.

SCENARIO 01

They were sociable — now they ask for details.

Move to a more analytical pace. Provide facts and check what they need to feel certain.

SCENARIO 02

They were decisive — now they freeze at the close.

The perceived risk may have increased. Explore what needs to be clarified before they proceed.

SCENARIO 03

They were analytical — now they are in a hurry.

Retain the evidence but condense it. Provide a summary and agree what will be sent afterwards.

SCENARIO 04

They were calm — now they become abrupt at the objection.

Return to RESOLVE: listen, clarify and restore security before discussing a solution.

After the meeting, evaluate how you adapted.
PV5 ADAPT • SELF-COACHING CHECKLIST

After the meeting, evaluate how you adapted.

What did I observe in the customer's communication style?
Which initial assumption was confirmed and which was not?
How did I change my pace, language, questions or level of detail?
At which point should I have adapted more?
Which response showed me that my adaptation was working?
What one change will I apply at the next meeting?
Before adapting to the customer, understand your own default style.
PERSONAL PRACTICE

Before adapting to the customer, understand your own default style.

QUESTION 01

With which customers do I feel most natural?

QUESTION 02

With which customers do I lose patience fastest?

QUESTION 03

Do I tend to talk too much, apply pressure, over-analyse or avoid the decision?

QUESTION 04

What one adjustment will I try in the next sale?

PV5 Practice: Choose one actual sales meeting. Before you go in, write down what you expect to observe. After the meeting, note what you actually observed, how you adapted and what you would do differently next time.
The goal is not to “find the customer's type”.
REMEMBER

The goal is not to “find the customer's type”.

The goal is to communicate in a way that helps the customer understand, evaluate and decide better.

PV5 CONNECT
+
ADAPT