In the comedy movie “Groundhog Day”, Bill Murray plays the character of Phil Connors, a weatherman that does a live broadcast from Punxsutawney, Pennsylvania. He becomes trapped in the town, and is forced to live the same day over and over again. Eventually, he comes to know everyone in the town, and knows exactly what their next action will be at any point during the day.http://www.youtube.com/watch?v=T_yDWQsrajA
The main plot and the gist of the movie is that Phil must change his own behavior to win the heart of the girl that he wants to romance. Once he wins her heart, he is allowed to escape the purgatory of his endless-repeating of the exact same day.
I think this movie gives us a glimpse of what our lives as salesmen might be like if we knew in advance what the prospect was going to do next. Think about this if you’ve seen the movie. At the end of the movie, Phil (our salesman) lives a near-perfect day. Everything for him goes right, because he has planned it in advance and will know exactly what everyone else is going to do.
How would you like that to be your day? A perfect sales day, right?
What Does It Take To Have A Perfect Sales Day?
There were two elements that make up a perfect day, as we see in the movie:
- You know what other people are going to do in advance
- You plan for it, so you can lead them to the conclusion you want to happen
The second element is totally dependant on the first one. So let’s start by answering the question: “can you know how people are going to behave prior to interacting with them?”
The answer to this question is “Yes.”
But to be honest, I’ll throw in here that there is always some uncertainty. But what if your probability of accuracy was 80%? Would that still be enough for you to want know more? After all, if you look at the house-odds of casinos in Las Vegas, they are built on a winning probability of just 52%. The casino’s “house-edge” of a measly 2% greater odds than a 50-50 chance. And it is worth millions of dollars in profits, and it is what built a dazzling city of lights. When you put it in this perspective, an 80% probability of being right with your prediction is super exciting. It is KA-CHING!
This is Scientific Fact, Not a Theory
The reason we can know how people will behave with such great certainty is because of the science of psychology.
Psychologists have been studying people’s personalities for thousands of years (Aristotle was probably the first to study it scientifically). In the last 50 years, the science has been refined to the point where it is easy to identify a person’s personality type with great precision.
Here’s how it works.
People (everyone, including you and me) have behavioral consistencies. For example, we might like games of chance, or like to read romantic novels. We keep doing these same things again and again.
The scientists have identified hundreds, if not thousands of behavioral traits, and have found common patterns in the traits. For example, a person that likes romantic novels might also be receptive to being touched (like hugs and kisses). From this information, they created personality categories, or “personality types,” as they are often called.
All the people in a certain personality-type share an unusually high number of similar behavioral traits. For example, the person that likes romantic novels is grouped into the same category as other people that like romantic novels. And in this group, they found that it to be common that they will also like physical touch, as well as establishing close personal relationships with others.
“shared and common behavioral traits” ==> Personality Type
Do you understand so far?
Now, let’s adapt this to selling and marketing. We’ll do this by working the equation in reverse.
Personality Type ==> “predictable behavioral actions”
This means that if you can identify the person’s personality type, you can predict what their other actions will be, with an unusually high certainty in any given situation.
Now the only question becomes: “How do you quickly determine a person’s personality type, so you can then predict what they’ll do in your buying situation?”
This is where the Personality Marketing Manual becomes your tool. It shows you how to identify the personalities of people, by showing you the few simple identifiers to look for when you first interact with them.
Basically, I will show you how to identify just two or three behavioral traits of a person, and from that you can classify them into one of the four major personality types. I recommend the Myers Briggs Personality Test, because it is the one that is the best documented and has the largest scientific following.
Once you have them classified, you can then infer the other behavioral traits that people with similar personalities have.
For example, to continue with our illustration, lets say you see a person reading a romantic novel. You’ve identified one key behavioral trait about them. And this one trait is so strong, you can instantly pigeon-hole them into the proper personality category. From here, you can guess with 80% certainty, that they are also going to like: hugs and kisses, and that they will be inclined to developing close relationships. We just worked the equation backwards to predict additional behavioral actions because we knew which personality category they were in.
Creating The Perfect Sales Day
Now we’re ready to go to step two of creating a perfect day – you plan in advance and set up situations where a person will respond positively to your sales pitch.
This is what Bill Murray did in the movie Groundhog Day. He eventually learned to adapt his sales pitch to match the personality type of his prospect. He adapted to the point where he was able to guide the girl into his bedroom.
You Have A Big Advantage
Bill Murray’s character was hard-headed, and didn’t want to learn the triggers of his prospect. These triggers are what inspired her to take the steps that would get her to what she wanted. He had to continue to repeat the same mistakes over and over again until he finally yielded and gave the prospect what she desired, based on her personality type.
Your advantage is that all the cataloging of what each personality type “wants” has been done for you. You don’t need to waste days and days doing the research yourself. It is done, and cataloged in the Personality Marketing Manual.
All you have to do is yield to the inevitable and just use the information to give the prospect what they want. When you do, you’ll achieve that one perfect day.
How much is that worth to you?
The Personality Marketing Manual explains each of the four major personalities, and what each one wants, and how to recognize them when you meet them. It is priceless information that allows you to create your perfect day by giving the prospect their perfect day. It is a win-win situation for everyone.
But you can’t sit idly by.
Just because you know the general overview, doesn’t mean you have everything know how to put it into action. It is a lot like learning how to use a computer. I can tell you what a computer can do for you, such as making your life easier by organizing information and bringing facts to your attention quickly. Knowing what it can do is one thing. But until you buy a computer and use it, it all remains a theory.
If you want to create your perfect “sales” day, you must invest your money by getting the Personality Marketing Manual and putting it to use. Until you do, it just remains a theory. You’ll just continue to experience the same day over and over again, like Bill Murray did in the movie Groundhog Day. You need to break the cycle by taking a specific action. Until you do, nothing is going to get better.
Invest in the Personality Marketing Manual today. You’ll be happy you did, especially when you experience the first of many-many perfect sales days.