Article 7 in The 7 Client Personality Types series
This article is part of a series on The 7 Client Personality Types: an Ethical Sales framework to help you transform every sales conversation with potential clients into a clear, kind, and meaningful connection.
This article highlights the sixth Client Personality Type: The Intuitive Lead.
Sometimes, a sale just “feels right.” That’s the magic (and the challenge) of The Intuitive Lead Client Personality Type.
The Intuitive Lead possesses a remarkable openness to your services, even if they are not actively seeking them or are unaware of their existence. When encountering an Intuitive Lead, you might hear them exclaim, “Wow, this is so unexpected and the perfect answer to my prayers.”
Imagine you’re in outbound real estate sales seeking property owners interested in selling to your company, conversing with an Intuitive Lead named Chris.
During your conversation together, Chris expresses a deep resonance with you: “You know, I was considering selling, and now we’re talking. This aligns with my intuition in a way I can’t fully explain. It feels like the perfect fit for me.”
What’s Great About Guiding The Intuitive Lead (The High Side):
The Intuitive Lead is open to your services, even though they may not be actively looking. They have a clear inner knowing that guides their decision-making process and don’t necessarily need logical reasons to say “yes” to working with you during a sales conversation.
The serendipity of beginning a professional relationship with Chris precisely when they started considering selling their property might be enough to create a “clear yes.” An ideal relationship could form effortlessly if your services and offers align with Chris’s intuition.
What’s Challenging About Guiding The Intuitive Lead (The Low Side):
An Intuitive Lead’s intuition can be fickle and may change from moment to moment or day to day, making it hard to rely on their word. This sometimes leads to “ghosting” and unsigned contracts after their initial “yes” to working together. Your patience can be tested as you wait for the Intuitive Lead to check in with their intuition and reach a clear decision.
During your first conversation with Chris, it might seem like you’ve just made the easiest sale of your career. During your second conversation with Chris, they might have second thoughts. This “ping-pong” experience could continue indefinitely if you aren’t mindful.
Moving From Low to High (Uncovering The Sincere Lead Within):
The key to uncovering The Sincere Lead within an Intuitive Lead is to ask for consent to challenge their intuition. Often, an Intuitive Lead will interpret fleeting emotions as intuition. When they experience resistance, they can mistakenly interpret it as an intuitive “no.” Similarly, they might interpret initial excitement as an intuitive “yes.”
You must help Intuitive Leads to ground themselves in logic and understanding while honoring their intuition. One of the best ways to do this is to model the principles yourself. If you know you need to challenge an Intuitive Lead and are concerned about scaring them away, let go of the fear and challenge them with love and kindness. Consider the following suggestions when guiding an Intuitive Lead from their low to their high side:
- Honor intuition without falling into it: Intuitive Leads often move at their own pace. Provide them gentle guidance and support, honoring their feelings and wisdom while encouraging action. They seek a fierce yet compassionate guide who understands the power of being gentle throughout the sales journey.
- Help them explore the "no": While Intuitive Leads tend to lean toward saying "yes" intuitively, it's essential to help them explore the possibilities within the "no." Balancing their intuitive drive with thoroughly exploring alternatives can unlock hidden insights and opportunities. Educate them on how resistance can manifest for intuitive individuals. You can empower them to make more informed decisions by differentiating emotional intuition from genuine intuitive knowing.
- Follow-up with genuine connection: Because feelings guide them, Intuitive Leads are the personality type most likely to “ghost,” despite their best intentions. You want to follow up with Intuitive Leads from a genuine desire to connect and build a relationship. A simple and genuine reach out makes all the difference with Intuitive Leads.
The Intuitive Lead invites us to harmonize logic and intuition. When you patiently honor a potential clients’ intuition and build a genuine relationship by consistently following up with them, you can guide them toward a truly clear and intuitive choice. It may take some time, yet the love and appreciation you will receive based on your kindness and understanding will make it all worth the wait.
An important reminder: Every potential client holds all 7 Client Personality Types within them (and so do we!). What you first encounter may shift into another as the conversation unfolds — and that’s part of the beauty. Stay curious, ask thoughtful questions, and let each type reveal itself in time as you guide the conversation. Whether they evolve into a Sincere Lead or not, your goal is always the same: co-create clarity with care and consent.
Explore other articles in the 7 Client Personality Types series:
- The Secret to Making Sales Conversations Fun and Effective
- How to Ground the Dreamer Client and Make the Sale
- Turning Window-Shoppers Into Referral Sources
- The Vampire Client: How to Give Without Getting Drained
- Why Some of the Best Clients Are Also Salespeople
- Build Trust, Not Pressure: The Secret to Selling to Skeptics
- Turn Intuitive Clients Into Reliable, Aligned Buyers
- The Nesting Doll Secret to Spotting Dream Clients
Marla Mattenson
With a 25+ year career, Mattenson is a trailblazer in transforming sales paradigms from transactional to relational for professionals who prioritize the integrity & fulfillment of their services. She is a champion of consent-based sales.
www.instagram.com/marla.mattenson
