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The Captain

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About this lesson

Now that you know who you are going to contact it is time to begin reaching out to them.  In this video you will learn proven techniques for connecting with The Captain personality type and how best to interact with them when building a sales relationship.

Exercise files

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The Captain.docx
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Quick reference

Identify the Personality Trait – The Captain

You need to get personal with your clients.  There are different personality types and you need to know how to identify these personality types.  Why is this important?  Because people buy from people who are like them or they see as similar to them. 

The first personality type is "The Captain."

When to use

As a sales professional, you should always adapt your sales style based on the personality type of the client.  This doesn’t mean change your core values or beliefs of who you are and how you are going to sell.  Those things all stay in place.  This just means adapt your style to make the client feel comfortable.

Instructions

There are 4 personality types.  The first one is The Captain.

  • Traits of The Captain
    • Decisive
    • Bottom-line oriented
    • Determined
    • Assertive
    • Extrovert
  • Positives of The Captain
    • Get things done
    • Powerful leaders
    • Rarely quit
    • Big vision
  • Challenges of The Captain
    • May be seen as callus.
    • May be seen as pushy
    • Demanding
    • Sometimes they can be so focused on getting things done, they can miss details

To sell to The Captain you need to come back at them with similar traits.  Be powerful, bottom-line oriented, assertive.  Get right to the point with The Captain.  You need to match the energy of The Captain.

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  • 00:04 In this video, we're gonna move to step four, get personal.
  • 00:09 What is that mean?
  • 00:11 That means that, there are different personality types, aren't there?
  • 00:16 There are four personality types that you are going to be able to identify and
  • 00:21 why is that important?
  • 00:22 Because people buy from people who are like them or
  • 00:27 they see as similar to them, okay?
  • 00:30 And, I've learned the hard way in my sales career.
  • 00:32 I was one way in the very beginning.
  • 00:35 I was in your face, talking loud,
  • 00:37 talking fast, boom, could that be a turn off to some people?
  • 00:42 Absolutely, especially if you are in the other side of the spectrum.
  • 00:46 And you talk slow and soft, okay?
  • 00:50 So, there's a different ways to identify different personalities and you,
  • 00:55 as a sales professional,
  • 00:56 have to learn to adapt to the sale style of how somebody wants to be sold.
  • 01:02 How somebody wants to buy or purchase, okay?
  • 01:05 Now, you might be think, David, isn't that deceiving?
  • 01:09 Am I being manipulating somebody someway?
  • 01:13 No, absolutely not.
  • 01:15 All those core values, all those core alignments and
  • 01:18 those beliefs of you are and how you're going to sell, those all stay in place.
  • 01:22 I wanna make that very, very clear.
  • 01:25 What you're doing here is, you're making somebody feel comfortable, okay?
  • 01:30 By selling to them the way they want to be sold and matching their personality,
  • 01:35 it's gonna make them feel comfortable, and that's the goal here, okay?
  • 01:39 I want you guys to be very clear on that, okay.
  • 01:42 So, there's four personality types.
  • 01:44 And, you know all of those personality types.
  • 01:46 The first one is called, the captain.
  • 01:49 The captain, so what are the traits from the captain?
  • 01:53 This person is decisive.
  • 01:54 They just, boom, make a decision, real quick.
  • 01:57 They're very bottom line oriented, they're determined, they're assertive,
  • 02:01 they're an extrovert, okay?
  • 02:03 And, they talk loud and sometimes they're kind of gruff, right?
  • 02:06 So, here's the positives with somebody who's a captain.
  • 02:09 They get things done, they're powerful leaders a lot of times.
  • 02:13 They rarely quit, and they've got that big vision, right?
  • 02:17 They just want to boom, get it done.
  • 02:19 Presidents of companies all right, presidents of countries.
  • 02:23 It doesn't really matter what it is, okay?
  • 02:26 Now, some of the challenges with the captain.
  • 02:31 They may be seen as callous or they may be seen as pushy or too demanding, right?
  • 02:35 And sometimes, they're so focused on the big vision and getting stuff done.
  • 02:39 They can miss the details, okay?
  • 02:42 Now, with this type of person, how would you sell to that person?
  • 02:47 Would you talk slow, and be kinda soft like this?
  • 02:52 No, they're gonna be like, I'm gonna run all over this person, right?
  • 02:56 And, they are not going to respect you enough to wanna buy anything from you.
  • 02:59 So, you need to come back at them with being powerful,
  • 03:02 being determined, being decisive, bottom line oriented, okay?
  • 03:07 They want you to get right to the point, okay?
  • 03:10 So, get to the point when you're doing a presentation.
  • 03:13 Having a phone call.
  • 03:14 If you're meeting this person one-on-one,
  • 03:17 you better match that energy, match that personality.
  • 03:21 Does that make sense?
  • 03:23 Okay, great.
  • 03:24 Next, we're gonna take a look at the other three personality types.

Lesson notes are only available for subscribers.

Reach Out
05m:42s
The Inspiration
04m:05s
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