What exactly is Personality Dimensions?

And I love to take this week's newsletter to the theme of how you can get 9 out of 10 yes's on a sales call!

How can you close 9-10 people on a sales call instead of the 1-2 that you may be getting right now??

When I first learned this I didn't know how to teach this 28 years ago. The company standard and what most people are taught on 'sales calls' is this:

Talk to ten people and you should convert 1 to 2 of them.

However, I had never heard that when I was starting out so I had no expectations or point of reference.

Probably a good thing as a young entrepreneur!

Since I didn't know these odds, I had the top leaders in the first direct sales company I was with ask me "can you please share with our team how you are doing your recruiting?"

"Uh?" was my response.

I had no idea my results were not 'ordinary'. But to 'teach' my results, well that took a different skillset. Something that I had to actually 'think' about!

So, what was it that I was doing different than the other leaders?

What was setting me and my team apart and getting 8 and 9 yes's?

These three things plus adding in Personality Dimensions to the mix and helped me bridge the gap!

STEP NUMBER 1 IS LEARN YOUR VALUES

A few years ago I was taking a course about knowing your values and I got stuck on day 3 about knowing your values! It was about knowing the values of your ideal client/customer and you had to dig deep!

Head to the forehead, all I had to do was go to my OWN chart and look up all my own Values and then go and look at the Values of my ideal clients and customers to have a big deep dive to them!

How cool is that...at my fingertips I can have right in front of me where I can lead in a sales conversation knowing

MY Values....but

I can serve my Ideal Client by Knowing the Language of

THEIR VALUES and how they want to be SERVED too!

So as an Orange Personality speaking to a Blue I know I can be in my freedom but I can serve all the wonderful Blue's by making sure they are in a community where they are heard, felt and seen! And definitely in a one to one sales conversation, I take care of the at loving Blue every step of the way!

However, if I just stepped out all the time in my powerful Orange and made it all about me...me ....ME then I probably would only sell

the ONE or TWO out of TEN and play the numbers game like most GURU's say to do!

But instead I've learned the Power of speaking to the other three personalities and not be a knob...and to truly learn their love language of how THEY want to be served!

Step 2 is to Learn Your Goals and the Goals of your Leaders

Not only did I really get clear on my goals, but I got my leaders to get really really clear on their goals too!

Twenty two years ago when I was on bedrest with baby number six I had to send out by mail the Personality Testing to all my leaders and then they had to send it back to me so I could get clear on their values and goals!

Because I took the time in that year to reach out to my leaders and really get to know them, I invested the time to do the above two things: 1) know them personally with their values and how they wanted to be trained and 2) what were their personal goals and business goals

With these two things in place along with step number 3 that I will share next...I increased my business by 148% that year! But these two steps are really the corner stone of getting the 8-9 yes's out of sales conversations!

By taking the time then, I got very productive people joining my teams. I got to know them, their values and their dreams. They felt seen, heard and valued and to this day some of them are with the amazing companies that they are partnered with.

Now many of my current coaching clients feel the same way. Each and every one of my clients and customers I get to know their unique personality, their goals and their vision of what they want to 'create'. (I've listed out all four of the colors in about 13 mins in btw in my upcoming pocket coaching....make sure you check it out! What Exactly is Personality Dimensions)

Thankfully because of Covid, we have now been able to have this available to us online so I am able to do this much more Quickly for YOU. Thank goodness!

Step NUMBER 3 is

HOW they WANT IT DELIVERED

So the How each personality wants to be receive or be delivered in a sales conversation is actually super simple!

When I was struggling as I mentioned up above when I was taking my high end course, all I had to do was go back to my Personality Charts and see how each Personality wants to be trained as a Leader and their strengths! Super simple!

For example an Orange like myself wants it as Simple as Possible:

Here's a picture of me with a Color Wheel showing how You talk to a customer in the different personalities and Selling authentically! Super simple! (Gold's also love this tool too)

Below is how the Gold wants to be Sold! They want a Checklist Approach if you are say....selling a food item! haha

And if we were to Market to a GREEN personality we would definitely be talking about Why Long-Term Investment!

And then the Blue Personality would want to know they are Taken care of and have a community where everyone is seen and heard!

They love Zoom and want to have space, the Chatty Kathy's...allow them to have MORE TIME to SPEAK!

I love to have the other three personalities get their deliverables quick and easy, by email, by a quick voice...here's a presentation to watch. But a BLUE personality literally needs the ONE to ONE personal touch!

It's why I will ALWAYS have my door open to Zoom or Virtual coffee's! It's why I will always allow the other Personalities to leave the Zoom early but stick around for those who may have more questions. I will give a time limit, but I will make myself available!

Okay!

I hope YOU gained some insight on how Personality Sales Style can serve you and had a bit of fun today too!

I hope you enjoyed today's Newsletter

If you are struggling with Sales and Sales Conversations it really is very simple!

1) Who is your ideal client?

2) Are you speaking their language?

If you can't answer these two questions or are a bit stuck, then I'd love to help you and your beautiful business get 'unstuck'!

Until next week,

this is?

Jody Maley in Beautiful BC Canada

PS: Are you pushing your ideal client away? or attracting them to you? The sales conversation is where the Magic Happens and where I can help you! Take this simple assessment to see Exactly what you need to work on to attract the perfect client, have conversations with ease and grace and have 9 out of 10 people stand up and say yes to you and your offer! https://tidycal.com/jodymaley/authenticsalesassessment

• Join Jody LIVE on Wednesday's
• Watch or listen in to the Heart Centered Entrepreneur Series on our Podcast and YouTube channels: 3 Simple Steps to Manifest Your Goals!