Identify A Bull
So, you have a bull. They are a driver/director. Okay? So, they are firm, forceful, confident, and competitive. They are decisive and determined risk-takers. A bull is impatient sometimes but leaves no doubt that he sits at the head of the table. So, when you knock on the door they have high assertiveness, but low emotion. Okay? Most of the time you will know how assertive they are.
So, there’s a golden rule. What’s the golden rule? The golden rule. We’ve all heard the golden rule. Treat others as you want to be treated. Now, what’s the platinum rule?
Treat others as they want to be treated. So, if I’m going to teach you how to speak to the subconscious. The problem is, if I’m a bull and that’s my selling style- you know the sales guy that’s like “Hi. My name’s Sam. We’re just doing the things in the neighborhood like, let me show you what we’re doing” And they’re very much showing you they are a bull. Well, if you’re selling to a bull, that’s great. But, what about the other 75 percent of people? Does that make sense? So, I have to be a chameleon and adapt to the needs of others.
Understand The Platnuim Ruler
Alright, pretend you’re a bull and I‘ll be a bull right now. Say you’re a tiger and I can put on my tiger face. If you’re an owl then I will show you the facts and figures real quick. For others to be receptive, I have to adapt. If I fail to adapt, I’m missing out on 75% of customers. So the first thing you need to do is understand the profile so you can carry out the platinum rule. How to profile those you are selling to and then adapt to that profile will determine your success. The platinum rule- sell people as they want to be sold, not how you want to sell them- will create a seamless sales process. If you don’t adhere to this rule, then you just suck at selling. Just adapt and be whatever they need you to be during the sales process. Approach them the way they want to be approached. Does that make sense?
Adapt To The Bull
They’re decisive but without emotion. Like, the bottom line is, they like to just get to the point. The biggest fear is being taken advantage of. Remember that. It is so important to know that their biggest fear is being taken advantage of. They are fast to the side, fast-paced, neat type of messy, they’re results-oriented, need to control situation, prestige, status, and more important than security likes challenges, likes freedom from control, business first then social. Like I said they’re highly assertive, but low emotion. Does that make sense?
So understanding if I knock on the door and I’m going to pitch a normal pitch. Let’s say this normal pitch is for a tiger. I am going to be like “Hey, Todd. Oh, that’s a cool shirt. Where did they do ‘new beginnings’? That’s cool. Tell me about it. Oh, you do construction? That’s cool. So, you probably heard of us. So you probably know Tiffany. She’s the lady with the brown couch.” Right? Like, we’ve all done a pitch like this and it works with a tiger. If you try this on a bull, what is he thinking in his head? He thinks you are annoying, and wants to know what you want. If you use this approach, you will be losing him quickly. Does that make sense? So, you’ve got to make sure that you’re identifying what kind of a personality you are dealing with in those first 30 seconds so you don’t lose them immediately.
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