How to Read People and Connect with
Different Buying Types

How would you like to have a psychological profile of your prospects and target market?  Would you like to know exactly how to connect with those people? We can help. 

With the Face Values program, you get exactly that. You gain the ability to read people very quickly, determine their buying style,and then use that information to speak to them in their own language. The results are amazing!

Face Values is easy to learn and easy to use. It increases your effectiveness by 75%. How can that be? People tend to communicate in their own style, not the other person's.  That means you are only efficient at connecting with 25% of the population! But grossly inefficient connecting with the other 3 types of people - the other 75% of the population!

Are you tired of leaving 75 cents of every dollar on the table? Then do something about it:  buy Face Values!

 

“The [Face Values] training with Michael and Pam was THE BEST use of my time EVER! I have never been able to implement any training so quickly in the field. I would strongly encourage management to keep this training at the top of the list going forward. I am happy to discuss with anyone why I'm this bullish on AboutPeople training.”
-- Colt Munchoff, Met Life Wholesaler

 

Good script/bad script - using psychological language in your sales scripts

The specific words, phrases and logic you use to inspire someone to take your advice is totally dependent on his or her values.  The benefits you highlight, the results your promise - they all link directly back to the prospect's values.  The question is, how can you determine the prospect's values?  Easy, just read his face.  That's where you'll learn his personality type, values, communication style and decision-making style. 

For example:

1. Drivers value bottom-line results.  So, you would build your script around the numbers.
2. Analyticals value validity of data.  So, you would focus on the credibility of your sources.
3. Amiables value relationships.  So, you would tie your solutions to how it affects (or helps) people. 
4. Expressives value freedom.  So, your script would show how you are the source of options and alternatives. 

Developing successful scripts requires you to develop an ability to read people very quickly, then flex into their communication style and imbed your conversation with that person's values words.  Our book Face Values teaches you how to do that.  And, our coaching can teach you how to apply those skills to your specific business. If you want to leverage your talent and build your success, contact us.

 

How to Identify and Sell to the Decision Maker

If you sell to executives, business owners, high-ranking officials or the uber-rich, there's a good chance you're selling to Decision Makers (the Driver personality type). Thus, it is essential that you learn to understand the psychology of this buyer.  It is vital to your success.

What are their assumptions and expectations? How do they want information presented? What excites them? What irritates them? What do you need you to do, say or be in order to win them over?

Here is a sample :

1. Bottom line.  Decision Makers mainly on the bottom line. They eat, sleep and drink results. The faster you can position your solution in terms of results, the bigger the impact and the higher likelihood that you'll get them to "yes."
2. Bullets.  Deliver in bullet points and summaries. Decision Makers want to know there's plenty of credible data to back up what you're saying, but they don't want to go through it. Learn to deliver in succinct powerful summaries that connect to their goals and objectives;  that way you'll exert greater influence.
3. Problem solving.  Decision Makers are born judge the usability of information and to solve problems.  That's what they do.  Unless you can shed light on their problem, your solution is meaningless.
4. Excuses.  Decision Makers have zero tolerance for excuses or rationalizations. Never argue about who's fault it was or why something didn't get done. Take personal responsibility, regardless of whether or not it is your responsibility. Go the extra mile in terms of accountability and responsibility and you'll earn the respect of the Decision Maker.

The psychology of selling to Decision Makers is an area of business that very few people understand.  If success with Decision Makers is important to your own success, contact us.

Using Questions in Sales Conversations

How effective you are at using questions in your sales conversations can mean the difference between success or failure. Questions can work for you in these ways:

1. Questions engage the prospect.  And, an engaged prospect is more likely to become a buyer.
2. Questions provide you with valuable information about what's important to the buyer, where to take the conversation, and how to position your product or service.
3. Asking the right questions can display your credibility, as well as psychologically move you from a position of seller to one of resource.
4. Questions help you stay focused. They keep you on-point and guide you systematically toward a specific end result.
5. Questions help you demonstrate both Likeability and Credibility - which are essential to your success. When you ask a good question, then shut up and proactively listen, you show the other person that you're genuinely interested in what he or she has to say. That helps build rapport and trust and makes you more likeable.
6. Asking questions enables you to show your expertise and wisdom in the form of a conversation, rather than a lecture or presentation.  Thus, you avoid sounding pompous or pushy.  This enhances your Credibility.

To get more information on integrating questions into your sales conversations, contact us.

The Secret to Impactful Presentations

Over the years, we've seen untold numbers of sales professionals and consultants display a total ineptitude at making a presentation.  Amazingly, they all made the same mistake;  they confused their prospect or audience.  And, they did it by making these mistakes:

1. They dove deep into details that the target could not follow.
2. They began by focusing on their procedure, rather than on the target's problem.
3. They delivered a jumble of data with little or no organization.

The secret to delivering a presentation that succeeds is knowing how people learn.  First, they want to know if what you have to say is relevant to them and their problem.  Second, they want to know what you propose.  Third, they want some indication (brief) of the process involved.  And, finally, they want to know what the results will be. 

Delivering a successful presentation requires you to learn a few vital techniques.  Without these techniques, you have little chance of succeeding.  Good news, we wrote an eBook that teaches you the techniques and gives you loads of ideas to captivate your targets and make your presentations fascinating experiences for the people in front of you.  Want to learn these techniques?  Just buy our eBook Presentation Magic - How to Gain a Psychological Advantage in Your Seminars and Sales Presentations!  Or contact us.