The Captain

Quick reference

• 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.

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