By Ahsan Zafeer

Introduction: Meet the Tiger Prospects

One size doesn’t fit all in sales—especially when dealing with different personality types. Enter the “Tiger” personality: outgoing, enthusiastic, highly assertive, and all about the energy. Tigers love the spotlight and thrive on connection, recognition, and challenge. While they may seem like a salesperson’s dream due to their quick decision-making, their fast-paced nature and aversion to detail can also pose challenges if you’re not prepared.

Who Are the Tigers?

Tigers are the expressive, social, and optimistic types. They’re the ones who love talking—especially about themselves—and often dominate conversations with their enthusiasm. If you’ve ever had a prospect chat for 45 minutes about their vacation or hobbies, only to suddenly say, “Let’s do it!” without fully understanding what they’re buying, you’ve probably met a Tiger.

Here’s how Tigers typically behave:

• High Emotion and High Assertiveness: They’re animated and quick to act but don’t want to get bogged down in details.

• Love Recognition and Excitement: They crave attention and enjoy being part of something others are doing.

• Fear of Not Being Liked: Their biggest worry is rejection or not being part of the group.

Figuring out how they act is super important for making a sales pitch that they’ll like and helps you close deals fast.

How to Spot a Tiger (The Signs You’re Dealing with a Tiger)

• Engages Quickly: Opens the door with an enthusiastic smile and starts talking almost immediately.

• Unfocused Conversations: Easily drifts off into unrelated stories or tangents.

• Quick Decisions: Prefers a fast-paced pitch; too much detail can lose their interest.

• Social Over Business: They’ll want to connect with you on a personal level before discussing the offer.

When chatting with a Tiger, keep the energy up and make it exciting! Remember, they don’t want to get bogged down in the nitty-gritty details – think big picture. As the D2D Experts video puts it, they want the sizzle, not the steak. What makes you different? Why’s everyone else on board? That’s what they want to hear.

Techniques to Close the Deal

1. Use Bandwagoning (The Jones Effect)

Tigers want to know they’re part of the “in-crowd.” Mentioning their neighbors or others in the area who have already signed up works wonders.

Example:
“Oh, you know Tiffany and John down the street? They just got started, and they’re loving it. I think Steve and Karen are next—this whole neighborhood is getting on board!”

In the video, Sam Taggart emphasizes that Tigers thrive on recognition and social proof. When they hear that others are participating, they’ll want to join in.

2. Compliments First, Business Second

Tigers love flattery—so don’t jump straight into your pitch. Instead, engage them with a compliment or acknowledgment before transitioning into business.

Example:

“I couldn’t help but notice your front yard—those flowers are stunning! How do you keep them looking so great? By the way, I wanted to chat with you about a quick project we’re working on in the neighborhood.”

This approach shows you value them as a person, not just as a customer.

3. Move Fast—But Not Too Fast

Tigers make quick decisions, but they won’t wait around if you’re slow to transition. At the same time, don’t rush through without making a connection.

Example:

“Hey, here’s the deal: This program is designed to save you time and money, and we’re wrapping things up in this area. Let’s take 10 minutes to see if you qualify—it’s no obligation, and I’ll get out of your hair after that. Sound good?”

As Sam notes in the video, dragging the pitch too long is a key mistake to avoid. If a Tiger is ready to say yes, don’t overcomplicate it—close the deal!

4. Use Challenges to Trigger Action

Tigers thrive on competition and love proving themselves. A subtle challenge can motivate them to act.

Example:

“Not everyone qualifies for this program—it’s pretty exclusive. But based on what I’ve seen, I think you might be a good fit. Shall we take a look to confirm?”

Or:

“Honestly, most people hesitate because they think it’s too expensive—but trust me, this will save you way more in the long run. Let’s see if you’re one of the homeowners who can take advantage.”

Challenges tap into their ego and make them want to prove they’re ready to commit.

Mistakes to Avoid with Tigers

1. Don’t Overload with Details

Sam points out how Tigers lose interest when sellers dive into nitty-gritty details? Keep the pitch high-level and focus on benefits, not technical details.

Example of What NOT to Do:

“So, the shingles are made of a composite material designed to last 30 years, and we use underlayments with a specific coating to prevent moisture damage…”

Instead, say:

“This roof will give you 30+ years of protection, and it’s designed to handle anything nature throws at it.”

2. Avoid Slow Transitions

Tigers hate it when you hesitate to close. If they’re ready to commit, seal the deal—don’t talk yourself out of it.

As Sam has observed in the video, a seller lost a deal because they kept talking after the Tiger was already sold. The takeaway? When the Tiger says, “Let’s do it,” grab the pen and close the deal.

Key Takeaways

1. Identify Quickly: Spot Tigers by their energy, enthusiasm, and love of social interaction.

2. Connect First: Use compliments and bandwagoning to build rapport.

3. Keep It Simple: Avoid overwhelming them with details—focus on excitement and benefits.

4. Close Fast: When they’re ready to commit, don’t hesitate—close the deal.

Knowing your audience and how to talk to them is super important for building relationships and getting what you want. It’s like how Sam often tells the door to door sales boot camp trainees, “Match their energy” – just vibe with them – and you’ll be way more effective at connecting with and persuading people.

Now go out there and crush your next pitch!