**How to Close any Personality**

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#offline marketing #close #jerks #prospecteven
  • Looks like the DISC profile, but with animals. This is a level of complexion I haven't introduced into the forum yet...will be including it in the webinar.
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    • Nice, I look forward to the webinar on monday. Different people use different titles for the different personality types. I like the animal approach.

    • Dont sweat it, you are only a month in at the Warrior Forum.

      I cant tell if you are commending a good post here, or plugging a webinar. Love ya kanj, but have to say it.

      Honestly I dont see any commending, just plugging.

      Not every commendation has to come with "I already knew that and was planning on teaching it eventually".

      If you want the truth it all (DISC as you call it) goes back to "plato" ... if you go back that far... but a new perspective is always refreshing.

      This is just the tip of the iceberg for what Mike knows... He actually built a 6 figure business with me once and I have seen him do alot of amazing things since... He's no average "student". He actually "teaches" fulltime in the offline world and make Tons of money at it.

      That makes him a "Pro". Without the help of any forum.

      In other words, what some come to the WF to aspire to... Mike already does fulltime in the non virtual world.


      Great Post Michael! I loved it!
  • Well, I think since most people are having enough trouble just picking up the phone, it was too early for me to be sharing this stuff. I was concentrating on prospecting skills and mentality.

    This is a fine introduction to DISC, but if people aren't doing the calls yet, they aren't going to have an opportunity to use or remember it.

    If I was plugging my own webinar, which I don't have to since it has its own thread, I'd have put a link to it.
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  • This is SICK! It better be going into a WSO soon! LOL. Thanks!
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    • Believe it or not, I know this guy. This isnt a pre launch at all...

      I told him personally that the WF would be a good community to share in...and taught him specifically to prelaunch... just share.

      If people want something from you, they will tell you.

      Michael is a reknown offline sales trainer already, in our region.

      Sorry for interrupting. Im out, he can take care of himself ...

      Back to the great teaching Mike.

      I love this stuff, it does go all the way back to plato's 4 pre dominant dispositions... Even other philosophers covered it afterward and called it by different names...
  • This was a great and interesting read. Working in my day job I have to sell excess protection to potentially 15 people a day. When I first started in the company my sales excelled and I was in the top 5 out of 350 people for 5 months in a row. Lately though I feel I have lost direction and I feel I am not connecting with customers enough to sell - the good thing is I realise I have a problem, and even more, I know what the problem is.

    Reading this thread has put a whole new light on how to reconnect with the customers. It's inspiried me to go into work on Monday and work out what person I am talking to and Taylor my pitch to them

    Thanks, Adam
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    • Adam, I am happy I could help. One quick note with all these personalities there are different levels of energy. Some trainers say always have a high energy level when specking to potential customers or clients.

      I recommend not to do that. If you are super energized to an owl or golden retriever you may scare them off. I don't recommend matching their level of energy either. Once you have figured out where they are make your level of energy one to two notches above theirs, just enough to lead.
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  • By the way... Im an ENFP "Idealist Champion" as far as personality types...but who understands that right?

    Good to put things into terms that are relevent with the times, or in terms that different types can relate to better...and help people like Adam!
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  • John, it's great how loyal you are to your friends. I hope one day (obviously far, far in the distant future ) to join that group.

    Your Meyers-Briggs profile was enlightening. It's the 'F' that gets you charging in there. I'm an ENTP.

    You were reading in a little more than I intended in my post. Michael and I have already talked a bit and I'm aware of his background. He has a lot to share.

    Thanks!
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    • Jason, it isnt about friends, I have commended a ton of your posts... but you are clearly soliciting in most of them... Maybe Im Warrior Forum Old school or something..., either that or I have just read too much stuff by Paul Myers, but thats how we are taught to do it, and it makes us better marketers...

      Again you should check out the great philosophers of old and get their take on it too...

      In Warrior Forum tradition we NEVER solicit responses... or even HINT at it... They are generated classically , warrior style by simply contributing and taking nothing, and asking for nothing.... Not even a PM.

      Thats Warrior Style!

      Im being a friend to you just like Michael and saying again "plugging is bad form", no matter what "semantics" are used. Just as I told him not to solicit Im telling you as well... so we are ALL friends.

      If you give good info, people will contact you without your asking them to or advertising.
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  • Alright Dammit... Sorry Jason. I love you man!

    Sorry about the "F" (In ENFP) .

    I do actually commend alot of your posts and think they are good stuff. You have quite a few thanks you's from here. Still disagree with plugging webinars in the main discussion...but...
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    • Thank you, John. I always respect what you have to say. And I know you've looked at my posts, as I have yours.

      One niggling factoid though: I didn't google Myers-Briggs: I've taught it as one of the two behavior styles (with DISC) in sales training seminars. I may have been on WF for about 50 days, but I've been doing this for awhile now.

      Some other stuff about Michael's post, to get back on topic:

      The Lions, or D's, are a small percentage of the population...maybe 7%...but the majority of business owners are these.

      The Peacocks, or I's, are a high percentage of the population...somewhere around a third.

      The Owls, or C's, of which I am one (we also call them the "Mr. Spock"s of society) are a small portion, maybe 15% or less. You will often find a C working for a D, cleaning up the mess behind the D's advancements.

      The Retrievers, or S's, make up another high percentage of the population...another third or so.

      So the majority of the time, people you'll meet in public will be Peacocks and Owls. In business, you'll meet more D's. There are a number of ways of IDing these types, from the way they sit, stand and speak to how their offices are arranged.

      You can mirror your prospect's type to communicate with them better.

      The way I was taught was that people are high in two of these, and low in a third. So in my case, I'm high-C, high-S, low-I: CSi. My i is what got me in trouble with John here (see how that works?) When we're under stress, we revert to our main type. Selling is often a stressful situation for both buyer and seller! You can sit with a coffee and watch the world go by, and assess passers-by as to their type after while. I know it's been very helpful for me with clients, my family, people I've worked for directly, and just general walking around!
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  • Not what I was expecting when I opened this thread.

    I used to do a workshop on this subject except I used the labels: analytical, driver, amiable and expressive. I always received great feedback.

    This information can be very useful in all facets of life including sales. This type of discussion is a nice addition to the forum.
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    • , which is where I get "Idealist Champion" .

      I think Plato called them phlegmatic, dionetic, cheloric, and something else... I may be wrong about those words...

      Point:

      There are probably a million ways to define this, and ALL of them are popular...

      The important thing to note is that experts (Including the ones on this thread) spanning over hundreds and even THOUSANDS of years agree that a major key to understanding how humans behave is in understanding that there are 4 basic personality types that pretty much dominate, and that EVERYONE is a mixture of them all, but that everyone is predominantly ONE... They are dispositions we develop almost from birth, and they represent the way we react to the world around us...

      I think we can all agree that advanced sales is about understanding personalities and motivations, so this is an important subject.

      Each one of these names above who have covered the subject for a thousand years brings fresh understandings with their unique analogy's, even though the teaching of the overall concept is not unique to ANYONE... or maybe "original" is a better word than unique... For that matter niether was zig ziglars teaching... Its all based on UNIVERSAL truths...at least anything that "works". These truths are timeless.

      However, people have unique ways of bringing it forward that turn the light bulb on for certain types of people, better than other ways do...

      I think animals work well... certainly we all know the golden retriever... or the lion , or the owl. IMHO the animals example makes it even easier to relate to...

      The easier we can assimilate the faster we can integrate. So the more simply something can be explained the better. I think animals is the simplest comparison yet... Even though , personally I like calling mine an "Idealist Champion". lol


      Good ole Plato




      In any event I think the point of this post isnt "how to define them", but rather how to "sell" them...so Im sure this will get even more interesting ...
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  • I love that we can applaud the works of those who have come and gone so long ago. Let us remind ourselves that this "matrix" that is discussed here is actually the resulting work of Socrates, whom Plato knew well from childhood and followed since he was a boy and right up to the day Socrates was executed for his supposed heresy (originally meant "choice" in ancient Greek.) The original contexts that Socrates had imparted on others, considered to be part of his heresy, was the foundation and execution of Rhetoric. Socrates considered (and defined) Rhetoric as a necessary part of civilization and cultivated it as the "art of disclosure, an art intended to sophisticate and embellish speakers and writers abilities to inform, persuade, and/or motivate specific individuals or groups in specific situations." The resulting expansion of Socrates thoughts and considerations were by Plato, Aristotle and a handful of others. Something to keep in mind is the Socrates solutions (or interpretations) that the above discussed matrix are also known to be based on are considered as part of the "Socratic Problem". His philosophies, to this day, have inherent issues that still cannot be put to rest. This has long since been the context of western civilizations training of facilitators to encourage and influence individuals, groups, and audiences.

    Let us not forget though that reaching past the 3rd, 4th, and 5th centuries BCE, we can find these same references in the books of Enoc who claimed similar teachings bestowed upon him while on his sabbatical with the "Gods" who whisked him away for 300 years to learn their arts, philosophies, and wisdom's. As well, Buddah said, "One never blames oneself for walking carelessly." Hindi faiths claim, "to be indifferent to praise, blame, pleasure, and pain." The over riding factors and endemics of these teachings from all around the "Cradle of Civilization" culminate in recommending that exclusion of "fault" and "blame" from ones interpretations of these matrix philosophies in order to not dissipate or otherwise neutralize the strengths and skills one can implement with the knowledge of this matrix.

    If one pursues this matrix using foundations of fault and blame, then one loses the context in which they were intended. Enoc, Socrates, Aristotle, and Plato all wrote that "When one implements the canons of Pantheism Rhetoric, it is most important to eliminate the gravity of fault and blame as they will have a delirious and reversing effect of the teachings upon implementation."

    I do, very much, appreciate and agree with your post Michael, but I must say that the use of fault and blame are what is inappropriate. They have no place, no positive attribute, nor any consideration for "Happy Endings" with family, friends, employees, clients, counter-parts, or any other area of the universe. They remove value, not encourage improvement.

    I think it a necessity to eliminate the words "fault" and "blame" in any teachings as they simply don't present anything other than devaluation. I know that those who align themselves with the "Power Sellers" philosophies are going to "Rambo" on me with this, but that's okay. It isn't a "fault", not of mine nor of theirs. As well, there is no "fault" or "blame" to assign to those who subscribe to any other type of selling, speaking, or influence paradigm.

    I never tell myself that I am to blame, or at fault, for any situation I haven't achieved my desired result. I simply remind myself that I haven't achieved my "Rhetoric" understanding of the individual enough to influence them as I intended. This, rather than devaluing myself, passes an instruction to my sub-conscious to learn more about the prospect, the sales rep, the brother, the individual, the group, etc., in order to implement and achieve my intent.

    Now, that's my little esoteric and philosophic rant for the month. I actually ended up in a deep discussion on the universe and faiths with my sweet heart last night. I suspect that's why I'm so wound up this morning.

    Michael, I'm saying your right, but I simply take umbrage to the use of fault and blame in your great post!

    "I Know I'm A Little Crazy", but that's what keeps me sane!

    T J
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  • TJ, would rephrasing it to "When you're in Sales, the person who has responsibility for making sure the other guy 'gets it' is YOU." work? That's the point I believe Michael was trying to make. Just as if your client meeting goes off track, it was your responsibility to lay out the agenda and get agreement beforehand.
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    • Hi kaniganj,
      First, there are a myriad of alternatives for rephrasing to eliminate the use of these two words. Your summary here is a valid effective alternative. I just take great umbrage to the use of these two words, especially when teaching and/or sharing wisdom!

      I fully understand, and mostly agree, with Michael's great post. However, in the second paragraph Michael uses the word "fault" 5 times. This paragraph plainly identifies that when the reader finds themselves in a particular situation, then the reader is at "fault". I am saying there is NO FAULT! Not anywhere. Not ever! I am saying that rather than assigning a negative and devaluing the value of the reader, I think it more appropriate to show reason for the reader to dig deeper into the individual they are with in order to find themselves with an opening to move forward with the individual(s), or group, they are with.

      This is all philosophy with real world consequences. Simply using the word "fault" in the paragraphs content to describe the reader devalues the reader on a conscious and sub-conscious level. It's a negative. Here is a litmus test:
      Is it ever appropriate to tell a client they are at fault? No! Therefore, it should not be appropriate when passing along wisdom to fellowships in ones field of business, or personal relationships, and so on.

      There are too many ways to phrase or frame a situation with far greater "positive" reflection other than using something that devalues an individual or group. That is what the use of "fault" and "blame" does, they devalue. IMO, there is never a reason to devalue anyone or any group. Whether selling, prospecting, maintaining personal relationships, etc., nothing comes from assigning fault or blame that can be considered growth.

      Just to clarify, I am not inviting conversations about rapists, murderers, and alike. I don't condone the lack of faulting these types of monsters and assigning blame to them for their terrible actions.

      However, when setting out to be better than we are and helping others better themselves, we are more successful at our efforts when eliminating these two words.

      Michael's post lends the reader to find solace and success by expanding their knowledge of the aforementioned matrix. John Durham expands the premises of the matrix by demonstrating the historical depth and origins of this thinking. I defy anyone to find teachings, and/or writings, by the original authors that considers (or condones) "fault" and/or "blame" as part of the solution(s).

      Possible Framings:

      Michael:
      If you get stuck on any one personality it is your fault.
      Alternative:
      If you get stuck on any one personality, perhaps you haven't developed the skills to address the other personality types. I may be able to help you with that.

      Michael:
      If you have problems gaining rapport with those whom have greatly different personalities than yours, it is your fault.
      Alternative:
      If you have problems gaining rapport with those whom have greatly different personalities than yours, I know how you feel. I have felt this way, here is what I have found to resolve this issue, problem, oversight, conundrum, etc..

      Michael:If you ever run into a person where you can say "man this guy just does not get it", it is your fault.
      Alternative:
      If you ever run into a person where you can say "man this guy just does not get it", many might say that you are the one who "doesn't get it". May I explain?"

      Michael:
      Have I mentioned it's your fault yet.

      Really?

      In my life, there just isn't any appropriate time to place any fault/blame in any of these situations. There is never any positive resolution as result. I believe that doing so would be a social and/or professional defeat on my part. IMO, there is always a more potent, more civil, and more enlightened perspective to pass along as teachings, wisdom, or social sharing.

      Again, this is my rant for the month.

      Michael's post is great and informative. John Durham reminds us that it has a great historical backdrop. Me?, I just have to rant about something I'm sensitive too once in a while.

      T J
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  • I have went on that crazy spiritual journey myself...TJ.... For 20 years, only this year I realized that my beliefs and knowledge had gotten so universal and open that I had no parameters to live by... and my life was falling apart because of it.

    I had become so "heavenly minded" that I was no earthly good...

    Im excited for you as you have expanded your knowledge and beliefs and probably even wear the fact like a badge of honor, as I did, that I was too universally open to be attached to any earthly boundaries... in the form of what I felt were "limiting beliefs" - ie; a set moral "code".

    But I have to tell ya, I got in a car wreck 6 months ago when a woman pulled out on a main highway and stopped right in front of me... and I searched my mind for why I was still alive because it was a pretty tough crash...

    I wondered "Why did this happen"?

    And the reason was because she was a dumbass, and pulled out into a highway and stopped with oncoming traffic heading toward her (she wasnt hurt either but its amazing) she wasnt paying attention... and it was her "fault".

    (Woop. There it is! "The point")

    I have pondered at the wonders of the Universe for twenty years scoffing at every limiting belief... But I have come to understand that we operate best by systems, and being so open that we have no boundaries is to be in spirit, which has no place to operate on earth, in the physical world we face daily..., because here our limitations are part of our operating system and part of the beauty of walking around in this physical apparatus and "feeling" everything that comes with it.

    Im excited for you as you feel the passion of sharing these things with your GF and others...

    But we need to know what we believe firmly, and it needs to have bounderies, or else you will find yourself like me 20 years later after ashrams, and spiritual camps and intense almost FRANTIC study... saying "What the hell do I even believe"?

    Lol.

    Do I stand for something, or do I fall for everything?

    My daughter asked me, a few years ago when I was referring to some spiritual book... She said "Dad, why do you believe this stuff...Do you believe everything you study? What is the reasons you think the way you do...".

    I realized then that I had been so open , that I hadnt created any solid parameters for her to follow or live by.

    Nothing is wrong, everything is appropriate.... there is no guilt, there is no wrong or right... that is all just "contrast"....its not meant for anything but "Polarity".

    Well.... How was she supposed to know how to live, if there werent any rules?

    So I relate to your post , just wanted to say that after this long journey I hope you dont come to the end of the road like myself, because I see that period of my life in your passionate post, and say "What kind of fruit cake am I that I have passionately studied EVERYTHING...and YET, I dont even know what I really believe...? My beliefs are so open that there arent any parameters...and I dont know what to do sometimes because of it".

    In the end, all the philosophy in the world doesnt change that the car accident was the lady's "fault".

    My spiritual beliefs that no one was at fault would have been a real fruity thing to try and explain to an insurance company who operates here on "Earth". LOl

    Thus we must be aware that we can become so universally minded that our philosophy's dont work on the earth where we live.

    I truly enjoyed your post...

    Sorry Mike if we went all "Mind Warriors" on you!

    I think today after 20 years of studying everything I could get my hands on and going off on spiritual tangents with no real backing other than philosophy.... that fault and blame are very real... and their catalyst is "choice". We choose and we reap the harvests of the things we sow into this very fertile universal soil. We all sow our own seeds, and we are at fault for whatever comes up in our field, either that or we are at "credit" for it!


    As it pertains to Michaels post here... Yeah , if I can see you are motivated by the kelly blue book and you are an owl... but I keep trying to sell you on the fiery red corvette, paying no mind to your personality type and what motivates you... Its my fault for not being sharp enough to recognize in the event that you dont buy, because you "did" give me the opportunity to sell you, and I just didnt pick up what you were laying down, because I wasnt paying attention.

    This knowledge in the OP is valuable for sales!
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  • We are nit picking terminology here and losing the "point".

    Thats what I mean by getting so technically minded that you lose touch with what matters on earth to real people...

    Michaels post makes points that are applicable to sales situations... I dont think any average minded person is going to get hung up on the semantics. The point is strong.

    Ps. We all rant. Dont sweat it. Its not your "fault"! lol This touched a sensitive place for you that you have obviously given alot of thought to!

    Pps. I mistook your first post to be saying that you didnt believe in the concept of "fault".
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    • Fault,I believe my friend you may have missed my point or misunderstood. We are professionals at what we do neither we nor salesmen are made of glass. I stand by my post using the word fault.

      For this simple reason if no one is to fault no one feels the urgency to change which is one of the problems we run into with sales people today. The purpose of the word fault is not to beat any one person over the head. It is to help them realize and to enduce change.

      If we are the professionals at what we do, then as a professional or leader of any type we must accept responsibilit, to increase closing ratios something has to change. We seldom change is we don't think anything is wrong. This is the reason I use the word and it has never been an issue in the hundreds of sales people I have trained. I don't use it to damage I use it as a wake up call to build a better saleman.

      But to be a bit bold if a person is so fragile to take offense at that word, I fear their future in sales. The world is much more brutle than I. Also again I use it to wake up salesmen and to date none have taken offense. Till now lol. No I agree with your inital intent that it does no good to break a person down. Thus I never do. As I said in the post if I explained in detail everything it would have been an article.
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  • Hope you enjoyed the read tom. Nice plug for john lol. I have joined TMF
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    • Michael,

      I did enjoy the read. If there is one thing I will stop and read, it is about the different personalities running around this world. For example, when I first heard the term "jihad" I simply had to know what it meant. Then I ventured into jihadist. Absolutely amazing what a guy can learn when he takes the time to do, even de minimis, research.

      If I wasn't such a lame duck, I'd redefine all of those DISC, ESPN, etc personality labels into modern terms. Take the Type A personality. Truth be told, that is the real definition of a modern day jihadist per the Sunni or Shiite definition. Per the Sofi definition, the Type C is a jihadist.

      Mind you I don't mean anyone who would blow themselves up in the literal sense. I mean it in the definitive sense offered by the respective sect. If you have nothing to do, let's get together and write our own personality type matrix. Wouldn't it be a kick to offer it as a WSO and educate the modern day marketer? I think so.

      Anyway brother, great material. Loved reading all the posts in the thread and didn't even flinch when I shamelessly gave TMF a plug.

      God bless and enjoy the upcoming holiday...

      Tom
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  • I like it Ken I like it!
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    • Can't leave well enough alone I guess cuz here's more insanity from the world of words.

      It is an AFP article published on yahoo:

      "AFP - Thu, Nov 24, 2011..

      Samuel Mullet Sr., his three sons Johnny, Daniel and Lester, his son-in-law Emanuel Schrock, and followers Levi and Eli Miller were charged Wednesday with committing and conspiring to commit religious hate crimes."

      Look at the last three words and tell me what Socrates, Plato, Jefferson et al would have either thought or said about that three bagger. The hate crimes were the cutting of Amish men's beards and Amish women's hair by fellow Amish members.

      How do you close the prospect called the citizenry when you have this madness as the new normal?

      Again, only my 2¢...
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  • This personality studies has been going on for centuries. No matter what it is, the same universal foundation is, as long as you listen and answer to their underlying concerns and emotions, it is a battle that is surely victorious.
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  • Interesting post. Love the analysis of the different personalities. I'm definetly a peacock...only I have no stories to tell at the moment but dont get me started lol.
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    • Its a shame this thread went from pyschology to philosophy because there are so many warriors who could benefit from this valuable information.

      So many posts and threads are concerning the fact that many warriors are having difficulty with sales. or fear of the selling process.

      It really doesn't matter how the personality types are defined; in terms of animals or letters etc., the important factor is to be able to identify "who" you are dealing with to give you the selling advantage.
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    • Yes indeed, very interesting post
  • Last time i came across something like this it was called Colors To Success by someone named Michael Delouhy or something like that. It did'nt go into detail but anyway it was supposed to a free system to use to connect with people. They used colors instead and a chart or diagram to for reference. Since it did'nt elaborate, i could'nt get any further but would like to get more understanding out of it.
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    • "Have you ever been stuck on how to sell to a certain personality?




      I started selling at 13 by answering the business phone for my parents. It seemed like middle school to me, some were assertive some meek and mild some in between. I was a newbie and took my parents "telephone skills for customer service" course. I had my step father as a teriific example, and also learned by listening to him on the phone.

      Its very important to learn the personality types and the theory behind it and also important to take the theory and practice it until you get to the point that youre comfortable.

      That being said, you can sell for years and just when you think you have the clients figured out and when you least expect it, you'll get an off the wall response or an out of this world person on the other end. Only to keep you on your toes or make your day. Thats what I love about sales.

      Newbies are going to be stuck on different personality types. For anyone not familiar with personality types I would ask questions to encourage Michael to expand on the "how to sell" and "how to gain rapport" It's critical to your success.
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  • There have been numerous books written on the topic as well as articles, over the years.

    What I have found to serve me best is following the following simple rules:

    1) Never PreQualify a Prospect.

    Over the years I have sold a plethora of products and services. At one time I sold cars for a Nissan/GMC Dealership in Florida.

    Car Salesman are notorious for Prequalifying "Ups". One day a woman in her mid 20's rode on to the lot on a Beach Cruiser (Bicycle) complete with a Basket on front with a paper bag in it.

    Hair in a ponytail, shorts, and a bikini top. It was a Saturday Afternoon and we were pretty busy so none of the Sales People on Rotation wanted to talk to her because she didn't even seem to have a trade in and looked kind of young to even have credit,and as I was the new guy, they passed her along to me.

    Long Story short, not only did this 20 something year old girl buy a brand new 300ZX, fully loaded, at FULL Sticker, she paid over $34,000 in CASH! I made almost $3k on the Sale. I learned my Lesson.

    2) Don't Racially Profile

    I cannot believe the number of times I have had reps say, they wont buy because they are Asian, or they won't buy because they are Jewish, or they are some other nationality.

    People of Ethnic Backgrounds still buy, but some of them are VERY careful buyers. If they see value in your offering and you explain it properly they will pay whatever it takes so long as it makes sense.

    3) Talking about doing it accomplishes nothing

    If I had a nickel for every time I have heard a Sales Rep say "I will call or prospect, or canvass TOMORROW" instead of simply doing it today, I could have retired long ago.
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  • Very, very cool the way that you break down the prospects into different offering. I am sure that most people that get the opportunity to explain their position will be able to do so easily with the amazing help of other forum members that simply....get it.
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    • I would like to note your last two words "get it". That is key my friend and so many people read and say yes that is cool, but still do not full " get it"
  • This is an awesome post. It really supports what I have been studying for the past month. Which is a personality based on indifference is the most dynamic of them all.

    Simply stated: You do not care about yourself based on others' opinions.

    That way when you run into any of these personality types, you will flow like water and let them be who they are without degrading yourself.

    It's a very Taoist & Stoic way of looking at it. That's the way I'm heading in 2012
  • Great post and I want to comment on the section I've quoted for you. The goal that we need to strive for here is learning how to identify the other personality types that we "don't" match with and adjust to those.

    It is possible to close 25% or even more of the other non matching personality types when we learn how to quickly identify them and adjust on the fly.

    One thing I've done many times out of necessity is just address all personality types during the pitch, I had to do this because I was always pitching at least 2 people who both had different personality types. Therefor I had to learn quickly to meet the needs of both.

    Consider meeting with a companies board or several decision makers, you'll inevitably have all personality types in the room with you. If you don't satiate the needs of all of them you stand a great chance of not getting the deal. = (

    Only as an example:

    Some people are feel a touch so you give ever one something to hold the demonstrates the point your making.

    Some people are visual, so you paint the picture for their minds eye using descriptive words and body language such had hand gestures.

    So on so forth....
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    • I completely agree well said fellow warrior. Some of us have begun to master this field. I am glad to have a fellow warrior that "gets it". I made this post to mostly open up the minds of those who have over looked these truths.

      Thank you for adding you expertise and experiences. I like it.
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  • Sorry but I do have to call you out on this statement.

    In a sense you are correct, you won't win if you negotiate with them. I used to get very upset when I'd pitch a prospect from this culture and all seemed great until the end and they hit me with the bargaining/negotiations.

    I then figured out the solution and then almost every single person of this persuasion ended up being the BEST customers I ever had.

    I did one very simple thing....

    Before I got started into ANYTHING to told them upfront what they were getting for FREE and what it was valued at. LOL Truth.


    In almost every single case when it was time to sign the contract and get the check all they did was make sure what I told them they were getting for free was written in the contract, sometimes they'd try and start negotiating and I'd just remind them of the freebie because its in the nature and they had forgotten or whatever.



    The take away is...

    Telling them upfront what the deal was and what they are getting for free sent a very clear message that I completely understood the nature of the business culture they are accustomed too and that was all that was needed for them to understand that I understood them.
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    • Maybe you miss read my intent. I was saying in a nut shell you must negotiate with them to sell them and they must win. The example you gave is still negotiating and they are still winning. You are negotiating with free stuff and they are winning the free stuff.



      Thank you for this post. You are not actually calling me out you are agreeing with me.





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  • Thanks Michael for this post! I just learnt something new, because it's hard for me to close deals in real life. Will be using this for sure.
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  • A good post you have for us here. It is true that most of setbacks and faults that surround a marketer are sometimes derived from him failing to understand the prospect's personality. You might think you have driven your point when in real sense there is no major impact on the prospect. The major thing here is for the marketer to make sure he understand the personality of the prospect and not entirely dwell on approach techniques.
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  • The biggest advantages of using a behavioral type indicator like this are that you know what info to present to a prospect, and how to present it to them. Some types want facts and figures; others want a picture of how it will affect the people in their department. Some want the goods up front or they feel that you're wasting their time; others want to chit-chat a little first to get comfortable with you. Come off too pushy with one type and they'll back away and shut down. Be timid with another and they'll think you're weak and beating around the bush instead of getting to the point.

    This takes time and effort to learn the types and begin to recognize the cues that tell you one from the other. It isn't something that you're going to read about once and be an expert at. Once you do have the basics, though, it's fun to sit at a coffeeshop window and people-watch. Individuals often show off what type they are by what they wear, how they walk, how they sit and how they talk.
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    • I completely agree, this is a post to begin the understanding for some. It is not the full answer because as you stated it is an art form that takes time.
  • Especially the ones that put big profit margins in your bank account! = )
  • On the other hand, I usually let my prospects ask me ALL the questions. This lets me find out what type they are just as easily and in the process they just end up selling themselves. The questions they ask are in many cases the exact points they need addressing in order to make the decision.

    So letting them ask away means you don't have to actually do any question asking, just answering.








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    • Michael,

      I see your point but here's why I just move straight to the advanced stuff.

      Here's why...

      Bruce Lee actually can sum it up best...

      Don't look at you're finger or you'll miss all that heavenly glory.

      When we do all the question asking it really sends the single that we are actually focused on ourselves in the guise of focusing on them. When we ask these questions it sends the subliminal message that the answers will be used against the person giving them at some point in the future.

      When we let the prospect ask all the questions it sends the signal that we are focused on them and that is what every one wants at a core level. It plays to their sense of self worth, esteem, and ego.

      Also when we let the prospect ask the questions and we are answering, it solidifies instantly that we are the authority. What do students to? They ask the questions right? They accept the teachers answers as authoritative and trustworthy.

      We most definitely want to be the ones answering the questions.

      Another benefit of being the one answering the questions is that you can craft your answers in such a way that will guide the prospect to naturally think of the next question you want them to ask.

      Be water my friend.


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  • Asking questions in what nature?

    Pretty much the only question i ask is, What questions to you have?

    Sometimes I ask a question to clarify a question they have but pretty much that's it.

    Both techniques do the same thing; put the prospect in a perceived state of control.

    However, how many salespeople don't ask any questions and just want the prospect to fire away? Noise?

    Oh I forgot, being on the answering end of questions give you an opportunity to get the prospect to laugh. As we all know laughing releases the feel good chemicals in our brain and they begin to associate feeling good with me.
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  • OK Warriors, there has been some interest and questions for in-depth info on this topic. I asked Michael if he’d be interested in teaming up to share what the most common business owner type, the Lion or High D, is like. This way, when you recognize one, you’ll know how to handle them. So I’ll get started, and Michael will add his thoughts.

    How To Recognize a Lion (High D)

    The Lion wants to be in control. They are organized and direct, so expect them to get to the point without small talk. One of the first things they will do upon meeting you is challenge you with a credibility test:

    “So, what do you know about the (fill in the blank) business?”—in a sharp tone.

    For most of the other types, this has the result of putting them back on their heels. Have you been in this situation? Blubbering and unsure? Forgetful of why you came in there in the first place? Wishing you'd stayed home in bed?

    Very common. It's happened to all of us. Now that you know it’s coming, what can you do about it?

    Well, it turns out that the Lion’s interest in doing this credibility challenge has little to do with the content of your response. Think about it: what difference does it make what business it is, if you are doing SMS marketing, or SEO work or whatever else for it? As long as you're not turning wrenches or firing up the old soldering iron or heading out to inspect somebody's basement for termites, your technical knowledge of their world doesn't really matter, does it?

    The key is to reframe the question. You don’t want to directly challenge the Lion, because you’re on their turf and you will lose. So you can say something like, “I know that 16,000 people in this city are Googling for ‘plumber <city>’ every month, and none of them are finding out about you.”

    Another thing you can do is throw the question back to them by saying, “Great question. Let me answer that, but first, can I ask you a question? When you did your research on <my product or service>, what did it tell you?” This works like a charm (PM me if you want to know exactly why, and I'll tell you.)

    Reframe to your world.

    Lions are hard to manage. They like to change their minds. So develop a strong up front contract with them, and make them stick to it. Otherwise, you’ll do your work, come back and find out that they’ve changed the plan without informing you. Then you have to redo the work, and that costs you time and money. So let’s avoid that, shall we?

    Work with a Lion by giving them a few options, and then letting them decide how to move forward. You do not want or need to lead them to a solution. Explain things in a logical manner—don’t start talking about feelings.

    Here’s a checklist for dealing with Lions/High Ds:

    • Be brief, direct, to the point
    • Focus on the task; stick to business
    • Use a results-oriented approach
    • Identify opportunities & challenges
    • Use a logical approach
    • Hit the high points; do not overuse data
    • Do not touch; keep your distance

    And how do we know, if we can only use our eyes and ears from afar and haven’t spoken with the person yet, that we’re in the presence of a Lion?

    Here's a list of cues that indicate this person is a Lion:
    • They have one-of-a-kind jewelry on, and not much of it.
    • Their office has a large desk, surrounded by lots of awards; very status-conscious.
    • They walk quickly, head high, and often bump into other people, arms swinging, because they assume others will get out of their way.
    • They like to sit with their ankle resting up on the other knee, in a figure 4 position. Sometimes they put their feet up on the desk.
    • They often tell sports jokes, and risqué jokes that make other people look foolish.

    Start watching for these cues. After awhile, they’ll sing out at you, and you’ll know: here’s a Lion, and I’d better be ready for the credibility test.

    Questions, comments?
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  • Well, folks? Does this give you the kind of detail that you're looking for?
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    • We may have given such good info there are no questions left lol.

      We have focused in on the main personality of business owners. However is anyone needs a technique on another personality I will be glad to assist.
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  • Nahh, I just think people haven't seen it yet.
  • Just out of curiousity I am wondering if we have all four personalities here. Let's pause and see if we have all four. I am definately lion as my main personailty trait.
  • I must admit I'm an Owl (C). But I'm a tough SOB.
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    • Guys, call me out on this if you know more than I do. I was always 50/50 assertive/non-assertive on these type of personality tests. It worked for me because I stand up to agressive souls and can stay steps ahead of the passive ones.

      I always thought if you can score the same percentile in all four categories and therefore can relate to everyone, that would be an ideal combination for sales.
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  • Sue, Ken: did you see the in-depth content Michael and I provided above about the Lion or D type?

    This is a behavior type indicator. The phrase "personality test" is incorrect. Who cares? Well, these things help us predict people's behavior...not tell us about their specific interests, drives etc. It does not say a whole lot about assertiveness or passive-aggressive behavior.

    I use and teach this profile as well as Myers-Briggs.

    For this type indicator, which I know as DISC, I was taught that we exhibit three of the types. Two are highly represented, and one is low. So in my case I'm a CSi (Owl, Golden Retriever, peacock). This means that I'm very analytical at the first go-around. However, on second or closer look I become more caring. Third, I am somewhat interested in how I appear to others, and it is possible to "get my i running" and have me talk quickly and expressively--even though I am normally a bit reserved.

    For a real-world example, my wife has a hobby of looking at dogs at kill shelters. Photos and descriptions are posted on shelters' Facebook pages. These dogs have been collected while wandering around out in public, and they will be put to sleep soon if no one claims them, adopts them or fosters them. She wants to save them all. About once a week, she puts the pressure on me to foster one at our dog boarding business. She's relentless. On the first go-around, I can bounce the idea away with relatively no emotion (the Owl or C type). After all, we cannot save every darn dog and there sure are a lot of them. If we have a half-dozen dogs at our facility, that's a lot for us.

    But if she gets me to drive to the shelter and see the animal--and the other animals that are in there--it's no longer an abstract idea. My Golden Retriever or S tendency kicks in. I start to care. I start to care a whole lot. We usually get the dog, unless it is diseased or has some kind of behavioral problem. Then guess what? My low Peacock or i engages and I have to tell people about the animal we rescued from death's door. I put a photo and a byline up about it on our Facebook fan page.

    So in my case, this type indicator allows us to predict that once you can show me in a rational way that something is important, I will open up to the idea and care about it. Then I will want to express it to others. Make sense?
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  • Look up on Page 2, folks: Michael and I shared MASSIVE details on how to recognize and handle the typical Lion / D business owner type!
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    • The lion personality has been moved to another thread back to all personalitiies on this thread.
  • Many dont realize the way you approach even a female is different than a male and how you stand is different. For example you always square up with a woman and look her eye to eye. It is a sign of respect. While you stand off to the side while talking to a male. Face to face, eye to eye, and shoulder to shoulder is a challenge to a man.
  • This has multiple names

    Driver
    Expressive
    Amiable
    Analytic

    Would be another name for those exact same personality profiles
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    • EsYes sir josh definiatley a fact, if you read all the thread comments that has been pointed out a few times. It has been named several different things over the years depending on the article or teacher. I perfer the animlas when I teach, it seems more tangable for some. What I find amazing is how many people I train know of the four major personalitiy types but still don't know how to close them. I hope you enjoyed the read.
  • Considerably, the post is actually the best on this laudable topic. I fit in with your conclusions and will eagerly look forward to your upcoming updates. Just saying thanks will not just be enough, for the tremendous lucidity in your writing. I will right away grab your site to stay informed of any updates. Good work and much success in your business enterprise...
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    • Thanks fellow warrior, I wish I always spoke as well as I write (the times I edit), Helping others is a gift God has blessed my with in business. Its all his fault. If you check out my thread on Conquering sales 101 I do have a seminar coming up one can attend in memphis.
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