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About this lesson
In this video we look at The Inspiration personality type and how best to interact with them when building a sales relationship.
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Quick reference
Identify the Personality Trait – The Inspiration
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 second personality type is “The Inspiration”.
Most sales people have ‘The Inspiration’ personality type. This doesn’t mean that you can’t be a good sales professional if you are not ‘The Inspiration’. Why? Because people of all personality types are buying the products and services. You might be the most comfortable selling to your personality type, but you can sell to all personality types.
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 second one is ‘The Inspiration.’
- Traits of ‘The Inspiration”
- Inspiring
- Social
- Influential
- Extrovert
- Positives of ‘The Inspiration’
- Connect well with strangers
- Connect people with others
- Influential leaders
- Big vision
- Challenges of “The Inspiration”
- Vision minded so they can miss details
- Start something and move on before completion
- Can be too trusting
To sell to ‘The Inspiration’ you need to amp it up a notch. If you don’t they will think that you don’t care about them or you are being dismissive. If you step it up a notch, you will make them feel comfortable. Once they are comfortable you can move to the next step.
Login to download- 00:04 In this video we're going to continue with step four, get personal, okay?
- 00:10 You want to identify the four personality types.
- 00:13 In the last video we looked at the Captain, right?
- 00:15 Somebody who's decisive, bottom line oriented.
- 00:18 Now we're going to look at the Inspiration.
- 00:21 This is what I call the Inspiration.
- 00:23 What are the traits of this person?
- 00:24 They're inspiring.
- 00:26 They're social.
- 00:27 They're influential.
- 00:28 They're extroverts, right?
- 00:30 And by the way, is the Captain an extrovert or an introvert?
- 00:33 What would you guess?
- 00:35 Exactly.
- 00:36 The Captains are the extroverts as well.
- 00:38 The Inspiration is an extrovert.
- 00:40 So here's the positives of an Inspiration.
- 00:43 They're positive, right?
- 00:45 They connect well with strangers.
- 00:48 They connect people with others.
- 00:50 They're influential leaders, right?
- 00:52 They got that big vision.
- 00:55 Okay, now what are some of the challenges?
- 00:57 Well, they're very vision-minded, right?
- 00:59 So they can miss the details.
- 01:01 Sound familiar?
- 01:02 The Captain, very big vision-orientated.
- 01:05 They can miss the details as well.
- 01:07 Okay?
- 01:08 So, a lot of times an Inspiration, they got all these great, creative ideas,
- 01:12 they're very creative people.
- 01:13 Sometimes they'll start something and move on before completion.
- 01:17 Because they just they're on to the next big shiny object, okay?
- 01:22 Sometimes they can be too trusting.
- 01:24 They trust people too much, okay?
- 01:26 But now, if you are selling to somebody who is an Inspiration,
- 01:29 somebody who's like this, how are you going to sell to them?
- 01:33 You better amp it up a notch, right?
- 01:36 Because if you don't, if you're down here and very analytical and
- 01:40 whatever, they're gonna think you don't care about them.
- 01:43 Does that make sense?
- 01:45 Okay, they'll think you're being dismissive.
- 01:48 You need to step it up.
- 01:50 Be inspiring.
- 01:51 Be social.
- 01:51 Be influential.
- 01:52 Be that extrovert personality.
- 01:55 Okay? Cuz that's gonna make them feel
- 01:57 comfortable.
- 01:58 Okay.
- 01:58 And once you're comfortable with somebody else, now you can move to the next step
- 02:03 and talk about if there's a fit for your company or your product or your service.
- 02:06 Does that makes sense?
- 02:07 Okay.
- 02:08 So, let's recap.
- 02:12 The four personality types, we've got the Captain,
- 02:14 the second one is the Inspiration.
- 02:15 They're inspiring, they're social, they're influential, they're extroverts, okay.
- 02:20 They're positive people,
- 02:21 they connect well with strangers, they connect people with others.
- 02:25 They're influential leaders, they got this big vision, right.
- 02:28 They're vision minded so they can miss some details that's one of the shortfalls.
- 02:33 Sometimes they'll start something and move on before completion.
- 02:37 And sometimes they can be too trusting.
- 02:39 Now a lot of salespeople are the Inspiration, isn't that right?
- 02:43 Some salespeople are the Captain.
- 02:46 But some salespeople are the other personality types we're gonna talk
- 02:49 about as well.
- 02:50 So here's what's great,
- 02:53 some people think of the typical salesman as the inspiration.
- 02:56 Isn't that right?
- 02:57 I can never do sales, I'm not like that, I'm not like that,
- 03:00 well you can be, you can practice it.
- 03:03 But if it's not your natural state that's okay too.
- 03:06 Because, what kind of people buy products and services?
- 03:11 What personality types?
- 03:14 All four.
- 03:16 This is what's important to know.
- 03:18 So wherever yours fits in, you might be the most comfortable selling to that type
- 03:22 of person, but you can sell to all four different types.
- 03:26 Okay?
- 03:27 You don't have to be any one type of personality to be a better salesperson.
- 03:33 I coach clients on this all the time.
- 03:34 They say I'm not the Inspiration, there's no way I could be a salesperson.
- 03:38 That's baloney.
- 03:39 It doesn't matter what kind of personality type you are.
- 03:43 There are buyers in that same personality type, where you'll feel comfortable.
- 03:47 And you can always learn,
- 03:48 like you're learning now, how to sell to any of the four personality types.
- 03:54 Helpful?
- 03:55 Good.
- 03:56 You got this.
- 03:57 I'll see you in the next video.
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