I just make an effort to not be self-centered. Then, you care about others. When you care about others... they respond to you.
Personality Selling a la Enneagram
Is anyone familiar personality selling?
I am referring to the Enneagram.
It allows you to sell and market to 9 specific personality types. The system has an ancient history. Some say it goes back to Egypt and beyond.
One book is Understanding the Enneagrm by Don Riso and Russ Hudson.
Another is Personality Selling by Albert J.Valentino.
It gives you the ability to speak your prospects' and customers' language.
I've ve also discovered knowing the Enneagram has help relations with family and friends.
Curious?
Bill
Peace, Love & Prosperity
I am referring to the Enneagram.
It allows you to sell and market to 9 specific personality types. The system has an ancient history. Some say it goes back to Egypt and beyond.
One book is Understanding the Enneagrm by Don Riso and Russ Hudson.
Another is Personality Selling by Albert J.Valentino.
It gives you the ability to speak your prospects' and customers' language.
I've ve also discovered knowing the Enneagram has help relations with family and friends.
Curious?
Bill
Peace, Love & Prosperity
1 - 20 of 21 Posts
Yes Bill... works well in moderation, combined with your other post on the art of war... sounds like you followed in my footsteps - no pressure closer. Grats to you... practice timing and relax, use those methods and... heh... my rate over the "net" (email, etc) is 0%, my rate in person is 86%, i'm not cheap.
In fact, this is the perfect thread to impart some of my techniques -
1. Yard professionally done, bushes out front are in tatters but kept, front door though no sidelights, has been redone with a huge bit of molding. You ring the bell, wipe your feet and step in... "nice place" you say... done up in designer fashions, loads of pictures, perfect setting with small pillows on the couch, personality?
Trying to keep up with the jonses, price is the bottom line, prolly has a nice mercedes out front too.
2. Yard half kept, modest door. You ring the bell and wipe your feet... "nice place" you say... angels or something adorn the place, halfway messy but clean. Fat pillows on the couch. Personality?
Artist, prolly the jonses, wants quality most.
3. Yard pro done, nothing out of place, door is clean, windows clean. You ring the bell, wipe your feet and enter... "nice place" you say.... mostly spartan, few pictures but very tasteful, peices of art about like say...african spears and masks. Personality?
How quick can you get it done? Money is no object.
4. Yard fairly done but not pro, door is normal. You ring the bell, wipe your feet and enter..."nice place" you say... kid stuff about, fluffy pillows on the couch, dvds on the table, modest decor... prolly a truck outside. Personality?
Working class... willing to pay but is shopping for the best mix of person willing to give him both quality and price in his opinion.
Read your subject just like you read the project... each are different, each have thier own problems. Not everything is as it seems from the street.
1. Yard professionally done, bushes out front are in tatters but kept, front door though no sidelights, has been redone with a huge bit of molding. You ring the bell, wipe your feet and step in... "nice place" you say... done up in designer fashions, loads of pictures, perfect setting with small pillows on the couch, personality?
Trying to keep up with the jonses, price is the bottom line, prolly has a nice mercedes out front too.
2. Yard half kept, modest door. You ring the bell and wipe your feet... "nice place" you say... angels or something adorn the place, halfway messy but clean. Fat pillows on the couch. Personality?
Artist, prolly the jonses, wants quality most.
3. Yard pro done, nothing out of place, door is clean, windows clean. You ring the bell, wipe your feet and enter... "nice place" you say.... mostly spartan, few pictures but very tasteful, peices of art about like say...african spears and masks. Personality?
How quick can you get it done? Money is no object.
4. Yard fairly done but not pro, door is normal. You ring the bell, wipe your feet and enter..."nice place" you say... kid stuff about, fluffy pillows on the couch, dvds on the table, modest decor... prolly a truck outside. Personality?
Working class... willing to pay but is shopping for the best mix of person willing to give him both quality and price in his opinion.
Read your subject just like you read the project... each are different, each have thier own problems. Not everything is as it seems from the street.
If you do what people like they like you.... If you do what people don't like they don't like you.... It's that simple
Clients, prospects, employees, and mangers listen to and like to deal with people they like. I feel that it's important to build a personal relationship without going overboard with everyone you need to like you. I become their freind before I become their sales consultant, boss, or painter.
Clients, prospects, employees, and mangers listen to and like to deal with people they like. I feel that it's important to build a personal relationship without going overboard with everyone you need to like you. I become their freind before I become their sales consultant, boss, or painter.
brush... I enjoyed what you wrote... pretty interesting...
Hi Brush
Cool stuff... down to earth ... kind of socratic.
Ever consider putting it down on paper?
Bill
Peace, Love & Prosperity
Cool stuff... down to earth ... kind of socratic.
Ever consider putting it down on paper?
Bill
Peace, Love & Prosperity
Brush,
This is good stuff, fella!
Very true, and No.3 is soooo spot on.
Funny thing is been to price a job today at a home, and it is as you describe for No.3 with regard to the folks and the property. Wierd!!!!
:thumbup:
Mistcoat
This is good stuff, fella!
Very true, and No.3 is soooo spot on.
Funny thing is been to price a job today at a home, and it is as you describe for No.3 with regard to the folks and the property. Wierd!!!!
:thumbup:
Mistcoat
I checked out the 9 personality thing, and I have to go with brush instead on this one.
You get it Brush!
Figuring out your customer shouldn't be rocket surgery.
The key is knowing people rather than identifying them as one of the 9 personality types.
You get it Brush!
Figuring out your customer shouldn't be rocket surgery.
The key is knowing people rather than identifying them as one of the 9 personality types.
Thanks all, didn't think it was that much of a hidden.. heh... there are a couple more, like the friendlies and the no clues... for instance, a no clue wil stare at your quote like you slapped them in the face, some cry even.... the friendlies are the best, nice mix within all catagories and normally ask about your kids, offer you drinks, etc.
Now go look around your yard and house and tell me who YOU are.
Now go look around your yard and house and tell me who YOU are.
Heh, btw i'm a #2/friendly. Maybe a 4... hmm
I car shopped for 3 hours at 8 different dealerships. (They were all on the same street). I walked in, and said, "You have 15 minutes to thrill me. Here is my cell phone number. Here is what I'll pay for that car. (A lot less than was reasonable) You will give me $2500 for my beat up Ranger (Blue book was $2200.) I'm paying cash. I'm driving away in a new car at 3pm. It could be this one. Call me with any updates ... after you talk to your manager on your own time. I'm going next door to tell that guy the same thing. If I like what you say ... I'll see you at 3."
I would take calls while at other dealerships, and tell that salesman what a great deal the other guy was proposing. I even let one dealer talk to the other on my cell phone. I sat in my car from 230 to 3pm thinking over their offers, and bought a $12,000 used car (2 year old Blazer) for $7200. It was the end of the month, and he had to meet his quota.
The guy freeked out because I never even sat in the seat or started the car. I explained that I hate shopping, and love a deal. If the car didn't run he better.
On the other hand, I love to talk to telemarketers about the weather, and movies, and have invited door to door sales people in to listen to me play the guitar (I don't know how).
WHAT TYPE AM I?
I would take calls while at other dealerships, and tell that salesman what a great deal the other guy was proposing. I even let one dealer talk to the other on my cell phone. I sat in my car from 230 to 3pm thinking over their offers, and bought a $12,000 used car (2 year old Blazer) for $7200. It was the end of the month, and he had to meet his quota.
The guy freeked out because I never even sat in the seat or started the car. I explained that I hate shopping, and love a deal. If the car didn't run he better.
On the other hand, I love to talk to telemarketers about the weather, and movies, and have invited door to door sales people in to listen to me play the guitar (I don't know how).
WHAT TYPE AM I?
lol... :laughing:If the car didn't run he better.
Tire kicker, not too concerned about quality until the contract is signed, you have a price in mind before you even start and you WILL find someone or something to fit within your range, once work is started you would be picky enough to drive most men to drink. Self-assured enough to get away with forcing your way yet not caring enough about the man or woman on the other side. Prolly gets to a store early to buy a particular item that is on sale cause you know there are only two at that price, and will demand a raincheck for sale items if they are out. You like the outward appearance of wealth without wealth and need company. Your house prolly needs repair and the paint has been there inside and out, for years. You like being the center of attention and will go to extremes to get it at times. You tip well on dinners.
WOW! Pretty close. But I don't mind paying too much for quality. I do tip all service people (too many trips to Vegas). I just hate shopping! And I'm not into cars ... just got to get to work. Pretty darn close though.
Paint samples on the wall for months. You know people!
Paint samples on the wall for months. You know people!
OK Brush... I should be easy... Let 'er rip...
Heh, your outgoing, but i'd have to hear your homestyle or a shopping trip.
Internet closing
Yes I follow the art of war. Marketing is the life blood of our businesses.
Internet, email,direct mail are weapons that can general your efforts. In the final analysis you are the message.
This is critical. In the world of high tech interpersonal skills are golden.
The thing is internet, websites, podcast have an important place in your marketing tool box.
They are here to make your business more successful. Use them to get more of your ideal customers.
Bill
Peace, Love & Prosperity
P.S. The internet, email etc are not for closing. They are bait.
Hey BennYes Bill... works well in moderation, combined with your other post on the art of war... sounds like you followed in my footsteps - no pressure closer. Grats to you... practice timing and relax, use those methods and... heh... my rate over the "net" (email, etc) is 0%, my rate in person is 86%, i'm not cheap.
Yes I follow the art of war. Marketing is the life blood of our businesses.
Internet, email,direct mail are weapons that can general your efforts. In the final analysis you are the message.
This is critical. In the world of high tech interpersonal skills are golden.
The thing is internet, websites, podcast have an important place in your marketing tool box.
They are here to make your business more successful. Use them to get more of your ideal customers.
Bill
Peace, Love & Prosperity
P.S. The internet, email etc are not for closing. They are bait.
Hi PaintI checked out the 9 personality thing, and I have to go with brush instead on this one.
You get it Brush!
Figuring out your customer shouldn't be rocket surgery.
The key is knowing people rather than identifying them as one of the 9 personality types.
Figuring out your customer is not rocket science. Its taking the time to go where other contractors don't. Being different, being more effective, being more successful does take an extra effort.
Understanding human nature is an ongoing experience.It can make the difference between success and failure.
Sun Tzu's The Art of War has been mentioned before. Here's an interpretation you may enjoy. " There is one key to marketing. You must control people's perceptions"
The nine personalities are generalizations. They are not locked in stone.
They are fluid. They enable us to control perceptions.
Branding a business is based on these nine personalities. Large corporations do it to us every day. Go to Nostram' s. Shop for a suit. See what happens.
The nine personalities were part of Sun Tzu's art of war. They are tools that create victories without fighting. Nothing more nothing less.
Bill
Peace, Love & Prosperity
1 - 20 of 21 Posts
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