**How to Close any Personality**

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.

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.

This is SICK! It better be going into a WSO soon! LOL. Thanks!

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

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!

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!

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...

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.

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

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.

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!

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".

Hope you enjoyed the read tom. Nice plug for john lol. I have joined TMF

I like it Ken I like it!

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.

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.

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.

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.

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.

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....

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.

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.

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.

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.

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.

I will have to agree and disagree with Russ all at the same time. Training sales people all over the nation I have observed two kinds of sales reps.

The pros or veteran sales people who master the art of selling mix with communications skills like Russ and myself can indeed accomplish this the way Russ is lining out, however you must understand that we have been doing this a long time but not only that we have spent the time to observe and learn our craft of selling.

However, if you have not learned how to observe properly and extract these truths from listening to your customer you must use another technique. That would be asking questions, but not just any questions the right ones then you still have to stop and listen..

You see my friend people like you and I are naturals at sales and have perfected the art on many levels. As I trainer I love when I walk into a place of business and have a salesman like you Russ. However it is rare, you would be surprised in over 1,000 sales people I have trained how many veterans do not "get it" like you do.

Thus until they do I have to train in proactive selling gaining control through questions.

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.

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?

Well, folks? Does this give you the kind of detail that you're looking for?

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.

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?

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!

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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