If you’ve never found that personality temperament made any sense or had any practical use, Selling by Personality Type will change your perspective. It is resource that you’ll come back to again and again. The practicality of knowing personality theory is that you control the environment and the people you interact with.
Selling by Personality Type provides the missing link that salesmen need to make the personal connection with their prospects. It unlocks the mystery of how people make decisions based on their personality temperament.
In this book, you’ll see how personality is a byproduct of the prospect’s role in the survival of the human species. There is a reason we all fall into different personality categories; it is so we can survive the conflicts of life. When we combine our individual talents, we are a force that thrives and is unstoppable.
Personality points to an individual’s role within the clan they live in. It hints at their life’s purpose, and therefore what drives them to succeed. So when you are able to read their personality temperament, you can actually predict the guiding principles that your prospect lives by. The result of this is that you can create a marketing message that aligns with these guiding principles.You’ll also generate instant rapport, connect with them on a personal level, anticipate what products and services will appeal to them, and speak to them in the language they find comforting.
The main thrust of this book is to list the values and guiding principles of each of the four personality temperaments. Your clients consider these to be the secrets of their success, and the nuggets of wisdom that they want to pass on to future generations. These values are crucial in the sales process, because your prospect will never violate these principles when they make a purchasing decision. You’ll be shown how to craft your sales presentation in a way that confirms that their values are upheld and promoted.
You’ll also discover the important link between a person’s values and their emotional state. People make decisions based on their emotional state, so you need to know how to make an emotional connection with them. In Selling by Personality Type, you’ll see how emotions are triggered in your prospect whenever you interact with their values. Whether you treat their values with tenderness or with contempt, you will trigger off an instant reaction. Which emotion you get from them is determined by the approach in which you engaged their values within their mind. You’ll be shown exactly how the emotions of happiness, fear, shame, embarrassment, and anger are generated, and when to use them in the sales process.
Since there is a direct link between values and personality temperament, it is important to be able to discern which personality type your prospect has. Selling by Personality Type will give you numerous clues and tips to look for when you come into contact with your prospect. You are saturated by their personality’s aroma, and with this guidebook, you can classify them accurately within seconds of meeting them. The good news is that you don’t even need to meet them in person. You can type them by a written correspondence or a telephone call. The end goal of typing a prospect is so you’ll know which values they hold dear, and what fear and anger triggers motivate them to make a buying decision.
You’ll not only get the overall strategy to frame your marketing message, you’ll get the nitty-gritty tactics too. You’ll be taken step-by-step through different sales situations and how you can use personality tactics to lead them to a quick and enjoyable sale. You’ll even be shown how to use your knowledge of personality temperament along with the prospect’s values to write powerful marketing brochures and advertisements. The effectiveness of your media will increase more than your expectations.
Selling by Personality Type gives you the edge you’ve been looking for in your sales
Selling by Personality Type provides the missing link that salesmen need to make the personal connection with their prospects. It unlocks the mystery of how people make decisions based on their personality temperament.
In this book, you’ll see how personality is a byproduct of the prospect’s role in the survival of the human species. There is a reason we all fall into different personality categories; it is so we can survive the conflicts of life. When we combine our individual talents, we are a force that thrives and is unstoppable.
Personality points to an individual’s role within the clan they live in. It hints at their life’s purpose, and therefore what drives them to succeed. So when you are able to read their personality temperament, you can actually predict the guiding principles that your prospect lives by. The result of this is that you can create a marketing message that aligns with these guiding principles.You’ll also generate instant rapport, connect with them on a personal level, anticipate what products and services will appeal to them, and speak to them in the language they find comforting.
The main thrust of this book is to list the values and guiding principles of each of the four personality temperaments. Your clients consider these to be the secrets of their success, and the nuggets of wisdom that they want to pass on to future generations. These values are crucial in the sales process, because your prospect will never violate these principles when they make a purchasing decision. You’ll be shown how to craft your sales presentation in a way that confirms that their values are upheld and promoted.
You’ll also discover the important link between a person’s values and their emotional state. People make decisions based on their emotional state, so you need to know how to make an emotional connection with them. In Selling by Personality Type, you’ll see how emotions are triggered in your prospect whenever you interact with their values. Whether you treat their values with tenderness or with contempt, you will trigger off an instant reaction. Which emotion you get from them is determined by the approach in which you engaged their values within their mind. You’ll be shown exactly how the emotions of happiness, fear, shame, embarrassment, and anger are generated, and when to use them in the sales process.
Since there is a direct link between values and personality temperament, it is important to be able to discern which personality type your prospect has. Selling by Personality Type will give you numerous clues and tips to look for when you come into contact with your prospect. You are saturated by their personality’s aroma, and with this guidebook, you can classify them accurately within seconds of meeting them. The good news is that you don’t even need to meet them in person. You can type them by a written correspondence or a telephone call. The end goal of typing a prospect is so you’ll know which values they hold dear, and what fear and anger triggers motivate them to make a buying decision.
You’ll not only get the overall strategy to frame your marketing message, you’ll get the nitty-gritty tactics too. You’ll be taken step-by-step through different sales situations and how you can use personality tactics to lead them to a quick and enjoyable sale. You’ll even be shown how to use your knowledge of personality temperament along with the prospect’s values to write powerful marketing brochures and advertisements. The effectiveness of your media will increase more than your expectations.
Selling by Personality Type gives you the edge you’ve been looking for in your sales
