The Inspiration

Quick reference

• 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.

Lesson notes are only available for subscribers.