The Analyst

Quick reference

• 00:04 In this video, we're gonna continue with step four, get personal.
• 00:10 We're gonna help you identify the four personality types.
• 00:13 We've talked about three of them already, right?
• 00:15 We've talked about the captain.
• 00:16 That's the one who's very bottom-line oriented.
• 00:19 Very determined.
• 00:21 We've talked about the inspiration.
• 00:22 They connect well with people, they're very inspirational.
• 00:25 We talked about the status quo.
• 00:27 Somebody who's a very steady worker.
• 00:29 They don't like change, but they do like details, they build deep relationships.
• 00:33 And in this video we're gonna talk about the fourth personality type.
• 00:38 The fourth personality type I call the analyst.
• 00:42 What's the analyst?
• 00:43 Well it's just like it sounds.
• 00:45 Their traits, they're very cautious.
• 00:48 They analyze everything.
• 00:51 They like the rules and they like order.
• 00:54 Okay?
• 00:54 And take a guess.
• 00:55 Is this person an introvert or an extrovert?
• 01:00 Good job.
• 01:00 If you said introvert, you're right.
• 01:03 They're very introverted, okay?
• 01:05 They're positive.
• 01:07 They're very organized.
• 01:08 They do extremely thorough work, and
• 01:11 they love to follow directions because they follow directions well.
• 01:14 That's what they want.
• 01:15 Tell me what to do, this, this, this, this, this, I'll get it done and
• 01:19 I'll double check my work.
• 01:21 Now some of the challenges with the analyst, they do not adapt well to change.
• 01:25 Does that sound like somebody else?
• 01:28 Yeah the status quo as well, right.
• 01:30 They don't like the change.
• 01:31 And they tend to flounder if left on their own without direction.
• 01:36 Okay, so you don't wanna take somebody who's the analyst and say, okay,
• 01:39 go to this project and tell me when you are done, right.
• 01:41 No, they prefer to have step by step, this is what I want done,
• 01:46 this is why I want it done this way, this is how you do it this way.
• 01:50 Okay?
• 01:51 And they have a very big problem with indecision as well.
• 01:56 With deciding.
• 01:57 Okay? Very,
• 01:58 the opposite end of the captain who makes quick decisions.
• 02:01 Sometimes those decisions are not right, are they?
• 02:04 Nobody ever makes the right decisions all the time.
• 02:07 Inspiration?
• 02:08 Somebody makes decisions quickly.
• 02:10 Now, you've got the analyst?
• 02:12 No, they're very indecisive, very indecisive.
• 02:16 And when they make a decision, they're very calculated about it, okay?
• 02:21 Same with the status quo, very calculated.
• 02:23 You've got two extroverts, two introverts, okay?
• 02:27 Are you being to connect these dots?
• 02:29 I know you are, very good.
• 02:31 So, ask yourself, who are you?
• 02:34 Who are you?
• 02:34 Are you the captain?
• 02:36 Are you the inspiration?
• 02:38 Are you the status quo?
• 02:40 Or you're the analyst?
• 02:43 Now, here's something interesting.
• 02:45 We all have all four of these people in a someone.
• 02:49 This is what's interesting, okay?
• 02:51 We all have all four of these.
• 02:54 Because at some times, different times, we're more of the analyst.
• 02:57 Different times, we're more of the inspiration.
• 02:59 Different times, we're more of the status quo, right?
• 03:01 It depends what we're talking about.
• 03:02 And the context, okay?
• 03:04 So we have all four of these things in us, we just have them at different levels.
• 03:09 So for you, which one is the highest level?
• 03:11 Where do you live?
• 03:13 Typically, okay?
• 03:15 Good, it's good to know that.
• 03:17 So you know when you enjoy a sale, just naturally and you're not thinking about
• 03:21 this, you like selling to the person who's like you, okay?
• 03:25 So now, this week,
• 03:26 I want you to really practice every sales call, every presentation.
• 03:31 I want you to practice matching the personality
• 03:34 of who it is you're sitting across from.
• 03:37 Who it is that's on the other side of that phone, okay?
• 03:40 This is going to help you get good at adapting to the different personality
• 03:44 types and how to serve with those personality types.
• 03:47 Make sense?
• 03:48 Excellent!
• 03:49 You got this.
• 03:50 I'm going to see you in the next video.

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