selling based on personalities
DESCRIPTION
Mark Boersma of Synergy Solutions and Joe Kern of PagePath Technologies discuss the art of making the sale based on four specific personality types.TRANSCRIPT
Selling Based On PersonalitiesSelling Based On Personalities
Sponsored by Sponsored by
PagePath.com
866.770.7569
synergysolutions.net
888.230.2300
Introduction
• Have you ever wondered what the magic of selling is to different types of personalities?
• Why is it that some sales approaches seems to work for some individuals but fail with others?
• Imagine . . . understanding the science behind close the sales, overcoming objections, and building life-long relationships with more people.
Natural Laws
There are natural laws which help us to really understand people in a powerful manner.
As we better understand people we relate, connect, and serve them in a whole new exciting way!
Webinar Goals
• Work Less Hours – Learn how the different personality types need to be sold to
• Earn More Money – Learn how sell to different personalities and better meet their needs
• Reduce stress by relating to others based on their personalities
• Improve life balance by having systems relate to people in their own personality styles
Roller Coaster Principle
Effort
Results
Consistent Actions Produce Consistent Results
Why is this principle so accurate and predictable in all areas of our lives?
The Little Slice PrincipleWhat is my true potential?
The average sales professional/business
owner will only convert 1 out of 10 leads.
That means . . . 90% of the work we do we don’t get paid on.
5 Areas To Business
Area 1: MarketingMore & Better Leads
Area 2: Pre-Sales
Area 3: The Sale
Move leads to conversation
The “Yes” or the “No”
Area 4: ServicingTurn servicing into profit center
Area 5: Client For LifeProfitable life-long relationships
The Next Dimension Principle
Break throughto NEXT
Dimensionhappens
at a 10
Break through in . . . * Business/income* Relationships* Life* Reducing Stress* Life Balance
Two Questions
• Are they more or less aggressive?• Are they focused more on tasks or people and
relationships?Tasks
People
More Aggressive
LessAggressive
Analytical Driver
Amiable Expressive
Sell to Analytical Personality1. The Sale:
• Present solutions in outline format• Keep things very clean/simple• Use precise words• Use charts and graphs when possible• Be careful with data, do not make
mistakes
2. Prevent and/or Overcome Objections:• Follow a plan and track all objections• Use quotes, case studies, and
testimonials • Keep simple with ability for details
Sell to Driver Personality
1. The Sale:• Present BIG PICTURE• Present – Profit – Speed & – Getting Ahead• Be very direct• Strong focus on tasks• Strong focus on goal achievement
2. Prevent and/or Overcome Objections:• Maintain control• Move quickly• Will get others around them to move
much faster
Sell to Expressive Personality1. The Sale:
• Make it fun• Use energy and excitement when
presenting solutions• Show them how to be #1
2. Prevent and/or Overcome Objections:• Don’t go into details• Share the excitement of others• Solutions is NEW and Exciting• Will impress others
Sell to Amiable Personality1. The Sale:
• Keep things soft and gentle• Don’t push - Peace, harmony, and
getting along• Focus on people• Will help build relationships
2. Prevent and/or Overcome Objections:• Lead do not push• Share success stories on how it
helped people connect• Will bring people together• Will reduce conflict
The Sale5 Areas To Business
Area 1: MarketingMore & Better Leads
Area 2: Pre-Sales
Area 3: The Sale
Move leads to conversation
The “Yes” or the “No”
Area 4: ServicingTurn servicing into profit center
Area 5: Client For LifeProfitable life-long relationships
The Sale: Marketing can help by getting the best leads into pre-sales/The Sale, and then preparing and prioritizing those leads for sales.
The Sale: Have turn key systems to get the most qualified leads into position for Sales to convert those leads.
The Sale: Sales can continue to feed back in “Warm Belly Rubs” / secrets to selling so Pre-Sales can get prospects better positioned to close in less time.
The Sale: Servicing should use seed reproduction principle (testimonials) to fill the strategic strike in very specific ways to overcome very specific objections faced.The Sale: Client For Life should focus on finding additional sources for new leads and referral partners to feed those great leads directly into Area 2: Pre-Sales.
Buying Drive
Analytical
• Will fix something• Is the right thing to do• Makes sense
Driver
• Will achieve goals• Will gain control• Move us forward
quickly
Amiable
• Will make people happy
• Will connect us• Will reduce conflict
Expressive
• Is fun• People will be
impressed• Make me look good
Selling to Group/Multiple Personalities
Expressive
Analytical Driver
Amiable
• As a general rule, always deal with the most aggressive individual first and work towards the least aggressive. If you don’t, you will tend to lose the whole group quickly.
• Remember, if you don’t get buy in from the less aggressive individuals, they can kill your opportunity without you ever knowing it.
Free 30 Minute Business Strategy Session
For information on scheduling your session contact:
Melissa [email protected]
Take a free business personality assessmenthttp://bit.ly/BusinessXray
