Author: Van Milligan, Timothy
Binding: Kindle Edition
Format: Kindle eBook
Number Of Pages: 552
Release Date: 02-03-2015
Details: If you’ve never found that personality temperament made any sense or had any practical use, Selling by Personality Type will change your perspective. It is resource that you’ll come back to again and again. The practicality of knowing personality theory is that you control the environment and the people you interact with.
Selling by Personality Type provides the missing link that salesmen need to make the personal connection with their prospects. It unlocks the mystery of how people make decisions based on their personality temperament.
In this book, you’ll see how personality is a byproduct of the prospect’s role in the survival of the human species. There is a reason we all fall into different personality categories; it is so we can survive the conflicts of life. When we combine our individual talents, we are a force that thrives and is unstoppable.
Personality points to an individual’s role within the clan they live in. It hints at their life’s purpose, and therefore what drives them to succeed. So when you are able to read their personality temperament, you can actually predict the guiding principles that your prospect lives by. The result of this is that you can create a marketing message that aligns with these guiding principles.You’ll also generate instant rapport, connect with them on a personal level, anticipate what products and services will appeal to them, and speak to them in the language they find comforting.
The main thrust of this book is to list the values and guiding principles of each of the four personality temperaments. Your clients consider these to be the secrets of their success, and the nuggets of wisdom that they want to pass on to future generations. These values are crucial in the sales process, because your prospect will never violate these principles when they make a purchasing decision. You’ll be shown how to craft your sales presentation in a way that confirms that their values are upheld
Languages: English
