4 New Ways To Sell Anything
Sell To Any Prospect Faster, Better and Easier
This is something that is not talked about in sales training. There is a correct way to address every type of personality when you’re selling. Yes there are different types of personalities. And they all receive the same information in different ways.
I’m going to teach you a formula for selling anything to anyone at anytime.
Addressing each type of personality while you’re selling is crucial to a successful sale.
When you know who you’re speaking to you will know how to sell to them.
Now there are a lot of tools you can use to find out about your prospect and ideal customer. It’s important to get to know who you’re selling to right?
But one thing you will almost never know is what type of personality you’re dealing with. You could guess, but that is risky and it takes too much time to make that kind of assessment.
So how do you speak to a personality if you don’t know which personality you’re speaking to?
The answer is, you use this simple formula every single time you’re selling. That way you always address everyone in the room. You won’t leave anyone out.
There are four ‘buying’ personas based on the Myers–Briggs Type Indicator. Carl Jung was the original codifier of personalities. But before Carl Jung, Hippocrates studied and described 4 different personalities. He called them The Four Temperaments. This was as early as 365BC.
So what I’m about to describe here has a long pedigree. It’s been invaluable research in my success as a marketer. And I want to teach it to you here.
If this is new to you find out more about the Meyers-Briggs Type Indicator. This is about the psychology of selling and buying and it is important info for every entrepreneur to know. This is a brief overview to give you a better understanding.
Let me be clear. This knowledge is not about how to sell to a client or customer, although this will help. This knowledge is about how to create certainty for them. Once you’ve instilled certainty about your product, your team, and you, you’ve all but guaranteed the sale.
This information will give you the confidence to know how to address anyone and everyone.
Number One: What
The first persona that I want you to focus on is the Competitive personality. The Competitive decides quickly and bases that decision on logic. So they are quick and logical decision makers. Knowing what you’re selling is the first (and sometimes only) info they need from you to feel certain.
So how that relates to you is you’ve got to tell them right away, within the first couple of minutes. If you’re writing copy that means the first couple of sentences.
What the heck are you selling?
To speak to your Competitives be quick and get it out there fast.
They need to know the context of it. They need to know what it is. For example, don’t start copy or your live presentation or your D.E.L.T.A. process with the theory of your product. Don’t start with ‘why’ your product is good.
Remember, these people decide fast. Don’t talk about who else uses it. Don’t talk about how it works. Take care of the Competitive first and start with ‘what.’
Those guys are great, but a lot of times they’re ignored. If they don’t get the info they get impatient, and they leave. And that’s a shame because they bring a lot of energy to a room. But they will leave pretty fast if they’re ignored.
Now, I come off as emotional to a lot of people. But I decide on logic and I decide quickly. I’m a Competitive. That’s how I show up. If I don’t get my answers within a few minutes I’m out. I’m impatient. I move on. Don’t ignore us. Just get us out of the way first.
Number Two: Why
The second type of personality is the Spontaneous. They are quick and emotional. They decide fast and with emotion. Imagine what your heart feels like when you press on the gas and everyone is watching you pass them on the freeway.
That’s a caricaturization of the Spontaneous buyer type, quick and emotional. The Spontaneous needs to know why they need your product or service as opposed to someone else’s. You need to address the ‘why’ right after you address the ‘what.’
You’ll sell to a Spontaneous differently than you will a Competitive. The way you speak to a Spontaneous is you ask ‘why.’ For instance, ”Okay, ma’am, why do you drive? Do you drive for transportation, or do you drive because you love to drive? Why do you want a new car?”
She might say, “Just for transportation.” You say, ”Great. Then, this BMW M4 convertible, custom made from Germany at $90,000 is not for you. You can get similar accessories and just as good of a car and spend $40,000 less with something else.” That’s how you sell a Spontaneous.
You address the ‘why’ right at the beginning of the conversation, after you get the ‘what’ out of the way.
Number Three: Who
The Humanistic personality type is slow and emotional. This personality needs to know the who in the process. Who else has benefited from your product? What kind of person uses your product? Be specific.
This is where testimonials are very effective. Testimonials tug at your heartstrings. Testimonials address ‘who’ uses your product or service. And testimonials are often emotional so they appeal to Humanistic personalities.
I attract a lot of Humanistics to my trainings online and offline. The humanistic is the largest group that I attract when I teach. And it’s because they feel my heart when I’m on stage or in a room. I’m very passionate when I train because I believe in what I’m teaching. Humanistics respond to my passionate approach.
Although, I’m a competitive, I know how to communicate with my heart. I don’t make decisions from an emotional place. And I don’t use my ‘gut.’ I make them using logic, but I know how to talk to people who make decisions based on emotion.
Humanistic personality types are slower to make decisions. And they make decisions from an emotional place. So you can’t push them because they’ll close up if they don’t feel it’s a safe environment. Go slow and address the ‘who.’
Who else has used your product or service with success? Who does your product benefit? Those are the types of questions to address for a Humanistic. Address them after you address the ‘what’ and ‘why’ questions.
Number Four: How
Finally, my favorite, the Methodical personality type. This person decides slowly and based on logic, slow and logical. This is where you provide your case studies. Case studies are evidence-based and give the methodical personality enough logic to make a decision.
Methodical personalities thrive with a lot of details. So if you supply them with enough case studies and detailed information, you’ll get a Methodical to say ‘yes.’
I also attract Methodical personalities in my business because I address their needs. I offer a lot of logical reasoning and case studies. So with a Humanistic get into the ‘how’ of your product or service.
Prove how it works with specifics and details. Do this as the last step in your stage presentation, your webinar or your D.E.L.T.A. process. Do this after you address the other three.
Always Know Who You Are Speaking To
It doesn’t matter if you’re one-to-one or in a room full of prospects. You want to address each of these questions: what, who, why and how, as fast as possible. Why? Because you won’t know what kind of buying personality you’re engaging. And in a room full of people you’ll most likely have every type of buyer.
Address each quadrant Swiftly and in Correct Order.
- Describe what product or service you’re selling or advertising.
- Outline why the customer or client needs it.
- Address who the ideal buyer is and who benefits from the product with testimonials.
- Talk about how to use the product or service showing case studies, and details and how people benefit.
You can do this on stage, one-on-one, online in a webinar, and in your written sales copy. Get in the habit of addressing each personality type and watch what happens to your sales growth.
Not only will you sell more but people will respond better to you even if they don’t know why. You’ll be creating certainty about your product or service. You will also be instilling certainty about yourself and your team. In turn, your prospects will appreciate that you have taken the time to address their concerns.
The Competitive asks what. The Spontaneous asks why. The Humanistic asks, who. The methodical asks, how. In particular, addressing each persona while using the D.E.L.T.A. sales process will increase your sales. But it will also increase your selling knowledge and expertise and ability to teach others. Can you see the possibilities of what I’m teaching you?
Do You See How Applying This System Could Be The Best Decision You Make This Year?
What do most people get stuck on through any sales process?
They don’t know what to say to get the prospect to make that commitment. This is the final step of the D.E.L.T.A. sales process. It’s also the final question you ask after you’ve addressed the 4 quadrants. How do you ask for a commitment from your prospect?
Is this you? Do you have trouble asking for a commitment during a sale?
I have templates that I use and I call them Persuasive Selling Sentences. These sentences help me with asking for that commitment. There are 23 of these selling sentences that I want to give to you as a gift to help you with learning this process. These are specific persuasive markers to use when you’re ready to ask for a commitment from your prospect. And they really work!
Included in this gift is a list that you can use during live stage events or one-on-one. As well as a list to use online during webinars, Facebook Lives, etc. Click Here if you would like these templates. I’ve utilized these templates thousands of times over the years. They’ve helped me garner almost $400,000,000. in sales. Now I want you to have and use them.