Sell to Personalities Not Product Feature
| Ace of Clubs: o Black: No emotion. Controlled. o Slow Paced. Methodical. Long decision process. o System oriented. o Number 1 Value. Must be right. Can’t be wrong. | Ace of Spades: o Black: No emotion. Controlled. o Fast Paced. Quick to make decisions. o Bottom line oriented. Get to the point. o Number 1 Value. Must win in the process |
| Ace of Hearts: o Red: Lots of emotion. Enjoys people. o Slow Paced. o Values other opinions. Builds relationships. o Number 1 Value. Wants relationships & to be liked | Ace of Diamonds: o Red: Lots of emotion. Positive or negative. Juiced. o Fast Paced. Quick to make decisions. o Likes the spotlight, and adventure. o Does not want to be bored. o Number 1 Value. Must have fun & excitement. |
Strategy: Use language that appeals to various styles
| Ace of Clubs: ü Look at what X magazine says about the product. ü Here is the data on you need to make a decision. ü You don’t want to make a mistake ü Check out our YouTube videos. ü When you add up all the positives…. | Ace of Spades: ü Only you can make this decision. ü The bottom line is ………. ü If you don’t do it, others will be ahead of you. ü You will be head & shoulder above the rest ü 10k a month with only 1 hour a week worked |
| Ace of Hearts: ü You will be part of our team ü We will walk with you hand in hand. ü Don’t be left behind all alone. ü We have 24 hour service. | Ace of Diamonds: ü This is an exciting and dynamic event. ü What will you do with all the saving, Hawaii? ü What else is there to do, stay home? ü Don’t be bored. Enjoy life. ü This is unique and different. |
Strategy: Use Familiar Communication Patterns
There are three primary communication patterns. In technical terms, they are known as sub-modality performances. Sub-modality relates to the preferred way of processing information. We prefer to see things, hear things or touch things.
Sight: Some people would much rather see things. The visual pictures stimulate them. They store information in their minds as pictures. They see life as a series of pictures and movies.
Sound: Other individuals enjoy the richness of words. How you say something is of great importance to them. They store life and events in words, music and sounds.
Feeling: Lastly, there are those people that prefer to feel. To them, everything is feelings.
The patterns are easy to identify, just listen to the words people use. Their predicates, the words they
use gives you clues. If you want to sell more, use the same words that your client uses. Paint the picture
for them, let them hear or feel your product. Sound good to me. Can you see how it will work. I know you feel how this can help you.