The 4 Different Personalities of Your Prospects

Listen to Kristi presenting the 4 personalities on Judy O'Higgins team call June 22nd, 2009 via this audio Link:

http://instantteleseminar.com/?eventid=7970979


I have learned from many great sales trainers how to identify the four dominate types of personalities that you will encounter - whether it's your co-workers, family or friends. Regardless of what each personality is called, pick one way that will help you remember the characteristics and you will see more success in growing your business. Not knowing this skill can cost you; it's like going to Spain and trying to speak Chinese, you will have a lot of frustration and you will not be able to navigate around the country very easily. Learning the four basic personalities and the magic of speaking the correct language to each person will help you develop trust and rapport quickly...this in turn will help you have a positive outcome with your presentation.

I would like to give credit to the following sales trainers for teaching me these skills:
Tom "Big Al" Schreiter = Colors (Yellow, Blue, Red, Green)
Dani Johnson = Gems (Pearl, Diamond, Ruby, Emerald)
Jeffrey Combs = Animals (Koala, Monkey, Lion, Owl)

YELLOW
Identify:
Does more for others than self
Not in it for the money
Likeable, Loveable, Kind (Picture Grandma with cookies or June Cleaver)
Huggers, "Green"

Clothing:
Cottons, sensible shoes, little or no make-up, wash and wear fabrics, practical dresser, not flashy

Occupations:
Professional helpers / Fundraising
Massage Therapist, Baby sitter, Ministry, Psychologist, Nurse, Teacher

Key Phrases / Words:
Talk to them about how the product or service will allow them to help people and their families.
HELP, LOVE, SECURITY, FRIENDS

Way to get them involved:
"I need your help...bringing ice, helping to greet people, helping to set up, clean up, etc."

Negative Side:
Don't lead from the front of the room, wishy-washy, not assertive, base opinions on others


BLUE
Identify:
Party / Fun / Travel
Loves to meet new people
Energetic, always talking (during movies, presentations, in their sleep)
Answers their own questions
Visionaries, Big Picture People
Action People / Great Motivators
Great Prospectors & Promoters
Picture Mel Gibson in Lethal Weapon

Clothing:
Latest trendy clothes, bright flashy colors, great hair cuts & make-up/nails, love to be individuals

Occupations:
Travel Agent
Tour Guide
Marketers

Key Phrases / Words:
Talk to them about how much fun our company is, trips we take, people they will meet
PEOPLE, PARTY, FUN, VACATION, CONVENTION

Way to get them involved:
"We have this amazing party/event coming up next week...you will be able to meet some of the most fun people in our company - I need you to help me spread the word to our team"

Negative Side:
Never listening, Can't afford to wait on others, Short attention span, Hard to focus, Terrible at follow up


GREEN
Identify:
Technical
Analytical
Efficient
Personality-free
Charisma By-pass
Picture Mr. Spock

Clothing:
Very conservative, only one button unbuttoned at the neck, colors are plain or dark, geeky

Occupations:
Engineers
Bookkeepers
Accountants
Programmers
Quality Control

Key Phrases / Words:
Talk to them about analysis, their research, the facts, information, data
They will never sign up on the spot. They will close themselves after they have done their own research. They will ask you a ton of questions before they are ready to sign up. Will want a brochure, handout, hard copy to take with them. Once they are done reading the policies and procedures(!), they are loyal, accurate and do what they say they are going to do.
DATA, INFO, FACTS, PROOF, RESEARCH

How to get them involved:
"I need your opinion on how my presentation looks to the audience, can you be at the back of the room and observe?"

Negative Side:
Better around books, NOT huggers, take a long time to make a decision, analysis paralysis before they will do their first gift account walk through.


RED
Identify:
Like to be in charge/control/boss
Great Organizers & Implementors
Bottom Line People
They will interrupt you because they think they know more
They will wear/buy/drive the best quality things
Competitive
Picture Donald Trump

Clothing:
Quality suits, ties, shoes, handbags, accessories - usually the nicest dressed people in the room, cannot leave the house unless they look their best

Occupations:
Politicians
Salespeople
Business people (CEO's, etc)

How to get them involved:
"I need you to be at the front of the room and teach everyone the techniques you are using to build your huge team" "You are one of my top leaders..."

Key Phrases / Words:
Talk to them about the money/compensation plan/achieving top rank/recognition. Come from a position of confidence when you talk to them and look them in the eye. Talk bullet points and what's in it for them (it will maximize your bottom line, productivity, streamline your efforts, leverage your time)
RECOGNITION, MONEY, PROFIT, WIN, POWER