Selling Based on Personalities


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Mark Boersma of Synergy Solutions and Joe Kern of PagePath Technologies discuss the art of making the sale based on four specific personality types.

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Selling Based on Personalities

  1. 1. Selling Based On Personalities<br />Sponsored by <br /><br />866.770.7569<br /><br />888.230.2300<br />
  2. 2. Introduction<br />Have you ever wondered what the magic of selling is to different types of personalities?<br />Why is it that some sales approaches seems to work for some individuals but fail with others?<br />Imagine . . . understanding the science behind close the sales, overcoming objections, and building life-long relationships with more people.<br />
  3. 3. Natural Laws<br />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!<br />
  4. 4. Webinar Goals<br /><ul><li>Work Less Hours – Learn how the different personality types need to be sold to
  5. 5. Earn More Money – Learn how sell to different personalities and better meet their needs
  6. 6. Reduce stress by relating to others based on their personalities
  7. 7. Improve life balance by having systems relate to people in their own personality styles</li></li></ul><li>Roller Coaster Principle<br />Why is this principle so accurate and predictable in all areas of our lives?<br />Effort<br />Results<br />Consistent Actions Produce Consistent Results<br />
  8. 8. The Little Slice Principle<br />What is my true potential?<br />The average sales professional/business owner will only convert <br />1 out of 10 leads. <br />That means . . . 90% of the work we do we don’t get paid on.<br />
  9. 9. 5 Areas To Business<br />The Next Dimension Principle<br />Area 1: Marketing<br />More & Better Leads<br />Area 2: Pre-Sales<br />Move leads to conversation<br />Area 3: The Sale<br />The “Yes” or the “No”<br />Area 4: Servicing<br />Break through<br /> in . . . <br />* Business/income<br />* Relationships<br />* Life<br />* Reducing Stress<br />* Life Balance<br />Turn servicing into profit center<br />Break through<br />to NEXT<br />Dimension<br />happens<br />at a 10<br />Area 5: Client For Life<br />Profitable life-long relationships<br />
  10. 10. Two Questions<br />Are they more or less aggressive?<br />Are they focused more on tasks or people and relationships?<br />Tasks<br />Analytical Driver<br />More <br />Aggressive<br />Less<br />Aggressive<br />Amiable Expressive<br />People<br />
  11. 11. Sell to Analytical Personality<br />The Sale:<br /><ul><li>Present solutions in outline format
  12. 12. Keep things very clean/simple
  13. 13. Use precise words
  14. 14. Use charts and graphs when possible
  15. 15. Be careful with data, do not make mistakes</li></ul>Prevent and/or Overcome Objections:<br /><ul><li>Follow a plan and track all objections
  16. 16. Use quotes, case studies, and testimonials
  17. 17. Keep simple with ability for details</li></li></ul><li>Sell to Driver Personality<br />The Sale:<br /><ul><li>Present BIG PICTURE
  18. 18. Present – Profit – Speed & </li></ul> – Getting Ahead<br /><ul><li>Be very direct
  19. 19. Strong focus on tasks
  20. 20. Strong focus on goal achievement</li></ul>Prevent and/or Overcome Objections:<br /><ul><li>Maintain control
  21. 21. Move quickly
  22. 22. Will get others around them to move much faster</li></li></ul><li>Sell to Expressive Personality<br />The Sale:<br /><ul><li>Make it fun
  23. 23. Use energy and excitement when presenting solutions
  24. 24. Show them how to be #1</li></ul>Prevent and/or Overcome Objections:<br /><ul><li>Don’t go into details
  25. 25. Share the excitement of others
  26. 26. Solutions is NEW and Exciting
  27. 27. Will impress others</li></li></ul><li>Sell to Amiable Personality<br />The Sale:<br /><ul><li>Keep things soft and gentle
  28. 28. Don’t push - Peace, harmony, and getting along
  29. 29. Focus on people
  30. 30. Will help build relationships</li></ul>Prevent and/or Overcome Objections:<br /><ul><li>Lead do not push
  31. 31. Share success stories on how it helped people connect
  32. 32. Will bring people together
  33. 33. Will reduce conflict</li></li></ul><li>The Sale<br />5 Areas To Business<br />The Sale: Marketing can help by getting the best leads into pre-sales/The Sale, and then preparing and prioritizing those leads for sales.<br />Area 1: Marketing<br />More & Better Leads<br />The Sale: Have turn key systems to get the most qualified leads into position for Sales to convert those leads.<br />Area 2: Pre-Sales<br />Move leads to conversation<br />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.<br />Area 3: The Sale<br />The “Yes” or the “No”<br />The Sale: Servicing should use seed reproduction principle (testimonials) to fill the strategic strike in very specific ways to overcome very specific objections faced.<br />Area 4: Servicing<br />Turn servicing into profit center<br />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.<br />Area 5: Client For Life<br />Profitable life-long relationships<br />
  34. 34. Buying Drive<br />Analytical<br />Driver<br /><ul><li> Will achieve goals
  35. 35. Will gain control
  36. 36. Move us forward quickly
  37. 37. Will fix something
  38. 38. Is the right thing to do
  39. 39. Makes sense
  40. 40. Will make people happy
  41. 41. Will connect us
  42. 42. Will reduce conflict
  43. 43. Is fun
  44. 44. People will be impressed
  45. 45. Make me look good</li></ul>Amiable <br />Expressive<br />
  46. 46. Selling to Group/Multiple Personalities<br />Analytical<br />Driver<br />Expressive<br />Amiable <br /><ul><li>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.
  47. 47. Remember, if you don’t get buy in from the less aggressive individuals, they can kill your opportunity without you ever knowing it.</li></li></ul><li>Free 30 Minute Business Strategy Session<br />For information on scheduling your session contact:<br />Joe Kern<br />630-689-4119<br /><br />Melissa Sienicki<br />630-689-4114<br /><br />Take a free business personality assessment<br /><br />
  48. 48. Questions<br />Mark Boersma<br />Synergy Solutions<br />888.230.2300<br /><br />Joe Kern<br />630-689-4119<br /><br /><br />