Show notes
Selling By Personality Tips you'll learn today on The Sales Podcast... The rocket man Became an entrepreneur Interested in emotions and selling by personality Loved model rockets as a kid Hired away from NASA to work in Colorado in toy rockets Eventually got let go but loved selling to consumers so he started his own rocket company Took 10 years Focused on emotions Worked on the school newspaper in college and sold the ads and he loved it Gave him extra money Extra perks...like getting fed by your pizza shop client Emotions can be triggered following a formula." Two big "nuclear bombs" hit him and he wanted to capture this moment and idea Emotions are triggered and there is a formula for triggering them There are 10 emotions, not five, as Dan Hill mentioned Happiness Sadness Fear Anger Embarrassment Guilt Shame Disgust Contempt Surprise The four big emotions salespeople use Happiness Fear Anger Shame Take what someone values and honor it to bring on happiness Anger is triggered when something you value is attacked Fear is triggered when something you value is threatened, i.e., a child gets sick Shame, unfortunately, is used often and is triggered when something you value is ignored Salespeople trigger shame all the time without even knowing it They'll start a presentation and ask the prospect, "What are you looking for in a new car?" A value solicitation question How do we build rapport? Rapport is established when both parties feel they have common values The four classifications of values People Possessions Passions, non-physical, i.e., our faith, our hobbies, sports teams Principles, our guiding principles. This is his second nuclear bomb discovery People with similar guiding principles have similar personality types, temperaments Myers-Briggs has four temperaments but 16 personality types Our purpose for humanity is to survive conflict, so we need four types of people Warriors Logistics Strategists, force multipliers, always short on supplies so how do you do more with less? Morale officers, i.e., caregivers, i.e., medical, courage-producers They all have similar values Logisticians value time To build rapport with those who value time we must understand and follow the sequence To know what they value, you must ask questions, but you can ask the wrong questions at the wrong time Salespeople become "me too" Prospects are trying to hide their values so they are not shamed by them later in an effort to close me We need to display our values first to our prospects so their values remain hidden You can do this the long way or the short way The short way is to display my emotion and show them we are in alignment You must be able to type people quickly Guiding principles are leading indicators Their leading indicators enter a room before they do Every day you make decisions based on your values to affect your future It's like a BINGO card There's a lot here so just remember that we're all in the Army so break this down to the big four What are the characteristics each type needs to be successful Warriors: Action-oriented A fighting partner "I've got your back" Speed/Time Agility They hate consistency, predictability Display your emotion that you have the same values as your prospects In NLP there is mirroring, but the purpose is to get the prospect to feel as though they are looking in a mirror If you have time you can research your prospects to learn about them and discern what their values are You can do this face-to-face but it takes work but the payoff is huge Personality temperaments are genetic You're born with it It guides your life Clothing and facial hair can tell you a lot about someone Earrings, big hoops are warriors Companies have personalities He attracts other logistical customers He builds rapport "What are you trying to achieve?" must be asked, but only after rapport is established. He likes Myers-Briggs over DISC Thinking to Feeling and Energy is vertical Tim is an introvert without high energy Myers-Briggs has four axes on two sheets Sensing vs. Intuition Split those in half Perceiver or Judger Warrior or Logistical Thinking vs. Feeling Intuition Feeler, Morale Officer Strategist Sales Growth Tools Mentioned In The Sales Podcast Get Timothy Van Milligan's Books: "Selling by Personality Type: The Values, Fears and Anger Triggers That Cause People To Buy" "Emotional Copywriting Revealed” Visit his websites Customer Secrets Podcast Customer Secrets blog