How To Handle Tiger Personality Type
Tiger- expressive, socializers, outgoing, optimistic, enthusiastic people, like being the center of things. They are socializers that have a lot of ideas. They love to talk, especially about themselves. So, who in here has had an experience where they’ve gone to a Tiger’s home, they talk about who knows what, for like an hour. Then they’re just like signing it. While they’re signing, they’re like, what am I buying? That happens in alarms, all the time. “Don’t even want this.” as they are signing. Happens all the time. That’s a tiger.
Keep It Simple
Okay, so what can you do when you are selling to a Tiger? They’re high emotion, high assertive. These guys are the, they’re the type of people that are not into the details. So, you start talking about the shingles and the granulars and then strip edges and underlayments, and they’re gonna be like, huh? Where’d you go? Wake me up when you’re done. “Oh, Do you want a beer though?” That’s the tiger. You feel me? Okay, so keep it simple. Give the basics when you are talking to them, bring it back to them.
The Bandwagon Effect
Their biggest fear is not being liked. So, what technique works really well with a tiger? Compliments, but also bandwagon. The bandwagon or the Jones’ effect you say, oh Tiffany and Johnny and Steve and Karen and all these people, they signed up. That technique doesn’t work for an owl. An owl will go, “I don’t know my neighbors.” But, to a tiger. They’re like “Really? Oh, Tiffany? and Steve? They all signed on?” Do you know what I mean? And they’ll be like, “So wait, you talked to Joe, and he let you in?” Right. “And Joe did this?” You know what I mean? Those are the ways to identify the tiger, how they engage. Does that make sense?
So, they’re fast decide. If you move slow with the tiger, and bore them, then you’re going to loose them. They’re messy, they do things at a messy pace. they are often late for appointments. But, with tigers, what is beautiful is you can transition a lot faster. Usually, they are an open door with open body. and so move them instead of superimpose, your fear of transitioning. Does that make sense?
I watched the guy lose a deal. Two days ago in, in Orlando, I watched him, I I’m filming this and I’m like, do you need a pen? Like, sign him already, dude. He goes on for another 15 minutes. I’m over here like, Ben, just ask for the deal. And he’s like, so, uh, you know, yeah, you’d probably wanna think about it. Wouldn’t you? Me, as a good trainer. I’m like, yeah, I don’t wanna pipe in here, but I think has a tiger. The tiger already knew he needed it. He knew he wanted it. I’m just like, close him! But, he ended up having to think about it because of 15 minutes of nonsense. He would’ve had him sold if he just would’ve done it in three minutes. Isn’t that interesting? But, because he misprofiled the guy and because he thought he was an owl, he lost the sale. Knowing how to move with a tiger is going to make or break the sale, every time with a tiger. Do not drag it out and make it boring.
Challenge The Tiger
So, hopefully I get some feedback on this one, cause I’ve done this. I’ve trained over 180 different companies on site and in the field and trained thousands of salespeople. And, I noticed when I can make little minor changes like that, all of a sudden the sales triple. Like, it’s a simple dude, flip the switch, and boom. Um, so, a tiger. They love the recognition, excitement, the compliments, and they like a challenge. Tigers like to be challenged, read this book, it’s called the challenger sale. It’s great. It talks about what you do, what technique works with the tiger really well. When you challenge a tiger, use phrases like these, “Not everybody qualifies.” or “I’m not a hundred percent sure if you’d even qualify.” They will respond with, “I’m qualified. I for sure will qualify!” or “Let me show you.” You know what I mean? And, you’ve challenged them that way. So they’re like, wanna bet? Does that make sense? If you say something like, “Yeah, man, like, honestly it’s probably just too expensive for you.” They’re like, “It’s not too expensive for me! I have money, you know.” You need to do it in a way to where they’re like, “Do you wanna bet?” You can play on that ego of the tiger, and they want to, Saying things like, “Well, you know, I’ve already done a ton of your neighbors. Like honestly, I’m just trying to wrap up and get out of this neighborhood. Like, you probably wouldn’t even like want to sign up for it. Like, all these neighbors of yours already did it. Like, I don’t even care. I’m doing so many of these. Like, whatever, you do it or you don’t. I don’t care.” That tiger will respond with something like “I’ll do it!” You can play on their emotion that way. Social first, then business, um, high certified emotion. Why are sales people the easiest sales. It’s cause there’s a lot of tiger sales people. Does that make sense? It’s not because sales people are easiest sales. It’s just, you tend to find that profile law in a sales job.