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
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Selling Based On PersonalitiesSelling Based On Personalities
Sponsored by Sponsored by
PagePath.com
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synergysolutions.net
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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.
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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!
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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
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Roller Coaster Principle
Effort
Results
Consistent Actions Produce Consistent Results
Why is this principle so accurate and predictable in all areas of our lives?
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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.
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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
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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
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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
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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
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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
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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
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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.
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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
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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.
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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