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WHEN IS “ENOUGH” ENOUGH OR NOT ENOUGH IN SALES?

THE CHUNK SIZE PEOPLE PATTERN™ – PART III

Now that you know what the Chunk Size People Pattern™ is all about, it will be helpful to know what types of questions to ask in order to identify whether a person is global or specific. First, let’s have a quick review. Remember that in communication, people will either show a preference for scope or for depth. We refer to those who prefer scope as global people and we refer to those who prefer depth as specific people.

Global people decidedly prefer to communicate the overview or the big picture. They chunk up which means that they go into less and less detail or inversely, consider greater scope and less depth. They don’t like details. Specific people, on the other hand, prefer to communicate all the small details no matter how minute. Furthermore, specific people often like to have the particulars or details presented to them in some kind of hierarchal order.

There are several questions that you can ask to determine whether a person is global or specific in his or her orientation. Here are just a few of the questions that you could ask someone to find out where they are coming from. It is helpful to frame the questions around a particular context. For example, you could frame the questions around a product you are selling or around a work project with which you would require assistance.

1. “If you were going to work with me on this project, what would you like me to tell you?

2. “What would you like to know about my product (service, program, etc.)?”

3. “Would you like more information about ….?”

4. “Would you like an overview of my product’s benefits or do you prefer specific information?”

The most important thing is to listen to how the person responds to you. LISTEN TO THE AMOUNT OF DETAIL OR LACK THEREOF THAT THE PERSON GIVES YOU in response to your question. There are some tell tale clues here. Specific people will often chunk down several levels in their response to you, giving more and more detail as they go along. They will answer with multiple layers of detail. Global people will be the total opposite in their response. They tell you what they want to know in a general way without asking for details. In fact, they will be quite uncomfortable with lots of detailed information about the product or project.

Also, when it is you who are speaking, be aware of whether the person seems bored by the amount of detail that you are providing, or whether the person asks you for more details. Obviously, the latter is a specific person and the former is a global person.

There are a few specifics I’d like to share with you about the linguistic approach used by each one. It is that specific people tend to use lots of proper nouns with extra modifiers because doing so hones in more specifically on the topic of discussion. This proclivity also manifests in their sentence structure which is more complex in nature than that of a global person. Global people will prefer to use simple sentences without the need for prepositional phrases. They also have a tendency to not use extra modifiers in their communication.

We are merely scratching the surface when it comes to the different facets of the Chunk Size People Pattern™. There is so much more that we can say about it and we could literally chunk down to another level. For now, however, remember once again, that the important thing to know is when enough is enough or not enough as the case may be; and tailor your communication accordingly.

WHAT’S IN IT FOR ME?

Me, Me, Me

All sales, all persuasion and, in fact, most things in life, depending on one’s values, revolve around one basic question. The question that lies at the basis of all sales and influence is the following:

What’s in it for me?

Most people ask this question subconsciously to one degree or another. Interestingly, it also happens to be a question that many people disregard. (As we shall soon see, this basic question is directly connected to a behavioral pattern that is our motivational trigger which we call the Motivation People Pattern™.) In our everyday interactions with people, whether in sales, in negotiations, or in general life situations, notice how often people do things because there is some benefit to them.
There is a common reframe that people use when it comes to this question and it is that they do things out of so-called “enlightened self-interest.” One cannot really say that this has anything to do with enlightenment anyway, so for all practical purposes, the word “enlightened” with self-interest is basically an oxymoron more than anything else.

The reality is that, in general, people do things that are in their self-interest. The bottom line is that people do things because there is something in it for them. This being the case, there is an important question that arises. It is the following:

If a person doesn’t do things that aren’t in his or her own self-interest, then why should one expect other people to do things that are not in their self-interest?

Let’s take sales. It would be naïve to believe that people will buy things simply because you would like them to do so. If you want customers to buy something, then you have to provide them with something that they want. In fact, all sales and influence boils down to this very point. So, if you want your customers to buy from you then there are two things that you have to do:

1)Figure out from their perspective what it is that they want or need or what they want to avoid.

2)You have to determine what it is that you have which they want and be willing to give it up.

In other words, determine what is in it for your customers from their perspective and not from yours. Remember that you don’t get something for nothing. In order to receive, you have to give something to your customers. This is the golden rule upon which all human interaction is based.

It is amazing how many people in the world continue to believe that they can get something for nothing. They think that by flattering or pleading with people, that these individuals will simply give them things for nothing. If you happen to force someone to give you something without a reciprocal exchange, then the person will feel cheated and may lash out at you with what we call “The Three Dragons”: Remorse, Recrimination and Revenge, each to different degrees.

The essence of sales is to provide your customers with one of two things: either provide them with something that they want or else help them to avoid what they don’t want. The Motivation People Pattern™ reveals this very powerful secret of human behavior. From our previous articles, remember that the Motivation People Pattern™ identifies two different motivational mindsets: 1) move toward and 2) move away from. Either you are going to give your customers something they want (move toward people) or else you are going to help them to avoid something that they don’t want (move away from people).

As we have explained in previous articles, once you know the motivational trigger of your customers, then you will know whether they are move toward in orientation or move away from in orientation. If they are move toward, this means that you offer them carrots, or incentives and things that they want. If they are move away from, then you offer them sticks, or things that they don’t want or offer them things that they want to eliminate or to avoid.

So a knowledge of the Motivation People Pattern™ will enable you to understand and to satisfy the “What’s in it for me?” principle of human behavior of your customers and of anyone for that matter. And the Motivation People Pattern™ is just one of the People Patterns™ that make up what we call “Personality Language”™. It will enable you to cater your sales copy or sales presentation to your respective customers’ motivational triggers, and, thus, increase your sales, as well as create trust, the key to all interaction.

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