[adsense float=’left’]There was a terrorist bombing in Boston on April 15, 2013. It happened at the finish line of the Boston Marathon, and three people were killed, and over 125 were injured. It was another tragedy in a long line of tragedies since the human race began to go to war with each other.
The bright note on this event, is that the Morale Officers responded exactly as their DNA was programmed to do. Morale Officers, are those people that have the “N-F” letters in their Myers Briggs Type Indicator. They were designed by God or evolved (you can pick), to lift up the spirits of those around them after these tragic events, and encourage them to continue on with their duties.
Without Morale Officers in our midsts, we’d quickly lose the motivation to continue the battle. This is exactly why I call the people with this personality type Morale Officers. The metaphor fits their job description for humanity.
As soon as the event happened, and word started traveling around the globe, I notice that my Morale Officer friends on facebook started giving forth their doses of courage to the rest of humanity. There were many to choose from, but here is one example I captured from facebook.
“This will be our reply to violence: to make music more intensely, more beautifully, more devotedly than ever before.” – Leonard Bernstein
The Morale Officer doesn’t appear to show anger, she just does what is in her DNA to do. This is an automatic response for them, to comfort others and to encourage them to keep in the fight.
What Trigger’s Morale Officer Anger?
What would make her angry though, is if you replied back to her that you didn’t feel like going on and you would advise others to give up too. This would be an affront to her value of encouragement. And then she’d feel a burn rising up within her, and you might get some emotional backlash from her.
Why is this important to selling? Because it gets to the heart of establishing rapport.
I’m currently working on a new book that describes how to use people’s values in selling, and I can’t wait to share with you my discoveries. It will show you step-by-step how to influence your prospects in the exact way they want to be persuaded.
The gist of the system is that you have to be able to read the prospects personality temperament, and then take their values and feed them back to them. This builds instant rapport, and allows you to give them advice that they feel compelled to follow.
Like in this example. We know the Morale Officer’s value (encouragement of others), so we would present it back to her if she was our prospect.
What for Emotional Outbursts – Learn From Them
Your exercise for today is to watch people react to different events. Whenever they show emotion, that is something that has touched a value inside them. Figure out what that value is, because it can be used to persuade them in a buying situation. You’ll read more about this process in my upcoming book.