Archive for The Science Of Idiots
MAKING SENSE OF DECISION MAKING: PART II
Posted by: | CommentsTHE LOOKS RIGHT BUYER
As we mentioned in our introductory overview of the Decision People Pattern™, there are four reasons why people make the decisions that they do. It is because something either:
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Looks right
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Sounds right
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Feels right or
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Makes Sense
When we discuss someone having one of the above four elements of the “Decision People Pattern™, what this means is that a person is using a particular formula which we call a mental “strategy” to make a given decision.
Today we are going to discuss the first component of the Decision People Pattern™, the looks right pattern. First, what does it mean to have a “looks right” decision making pattern? A looks right person literally makes decisions based on a visual representation in his or her mind that literally looks right to him or to her. In reality, what the person is doing is creating an ideal image and a series of each of the alternatives. What actually happens is that the looks right person is comparing each of the alternatives, outside of his or her conscious awareness, to the ideal in his or her mind. The right match between the ideal and one of the alternatives triggers the decision. If there is no match, the looks right person generates more alternatives and if there is still no match, then the person ends up looking for more data to make a decision or else settles for less.
We have greatly simplified the process here, for we normally teach these patterns in the context of an entire workshop. So this is simply a brief overview of the looks right buyer.
How would you tailor your approach to the looks right buyer? There are several things that you can do. First it will be to your advantage to present a proper physical appearance for the presentation, whether it be in person or on a video. Tidiness, good hygiene and neatness are all factors that appeal to a looks right buyer or customer. Think about how many times you’ve heard about someone not buying a product because the buyer did not like the way the seller looked. The basic overall impression that you give from the start is critical. Even if visual factors don’t mean anything to you, they are vital to making a sale with a looks right person.
In terms of the actual sale, make sure that you have visual material on hand. If it is an in-person presentation, have slides, photos and sufficient graphic material to support your sale. By not having the visual support, you are literally not meeting the looks right buyer in his world. Also, colors impact looks right people much more than black and white. Looks right people need to see the product you are selling or to see the result of your service. If it is a service you are providing, then you want to be able to show the potential customer the work done and the result. In today’s world, video clips afford a convenient and economical way to provide these visual stimuli to the looks right person.
If you are selling a product or service that lends itself to an actual demonstration, then by all means, do so. Show them how to use it and in your explanation, be certain to use visual language. Another effective strategy is to have other people in your video or in a one on one presentation to demonstrate how to use your product. Telling stories about the effectiveness of your product (always be truthful) is a huge part of selling to looks right buyers. This is because telling stories makes them create imagery in their minds.
So the bottom line is that to increase your sales, you have to be able to tailor your communication to the mindset of the looks right buyer by applying what you have learned about the looks right pattern of the Decision People Pattern™. You will be amazed at just how much you have grown in your own awareness of self and others.
Next time we will discuss the second component of the Decision People Pattern™.
IT’S ALL IN THE DETAILS, OR IS IT?
Posted by: | CommentsIT’S ALL IN THE DETAILS, OR IS IT?
By Marilyne Woodsmall
One of the biggest challenges for a salesperson is to 
know how much detail to give about a product or service. We have found that most salespeople have a tendency to keep talking until they get or lose the sale. Such an approach means that these salespeople are losing out on half of their potential customers. What they fail to realize is that some buyers want a lot of information and some require very little information.
The amount of information that a person wants or needs in a communication exchange is determined by what we refer to as the Global/Specific or Chunk Size Information People Pattern™. This powerful pattern reveals the quantity of information presented or how much information a person desires in a given communication.
The Chunk Size Information People Pattern™ (which is another element of one’s Personality Language™) is comprised of two types of people, and in the case of sales, of two distinctive types of buyers. Those who want a lot of information are called specific buyers and those who do not require a lot of information are called global buyers. Let us take a look at each.
Specific prospects want to know everything that there is to know about a product. They require a lot of information and a lot of detail in the information in order to make a buying decision. In fact, they will keep asking the salesperson for more and more detail. If the salesperson is not able to provide this, then the specific prospect will think that he or she is either not knowledgeable about the product that he or she is selling or that the salesperson has something to hide. Either way, it means bad news for the salesperson.
Global prospects, on the other hand, need very little information in order to make a buying decision. Too much information will turn them off, confuse them or make them suspicious. They will usually not ask detailed questions. If the salesperson keeps providing information they will not listen and will be completely turned off.
How does a salesperson know whether they are dealing with a global or specific buyer? Listen carefully to the way that the prospect describes his or her needs. Does the prospect provide a lot of specific details or does the prospect just give you vague, general information? Also, determine if the prospect asks a lot of questions or if he or she doesn’t ask questions at all.
The general rule of thumb is this. Provide the prospect with as much information as he or she needs to make a buying decision and no more. Often salespeople keep providing information in order to delay closing. This is a mistake. Close early and close often. If you close and the prospect needs more information, then they will ask for it. Once the prospect is sold, then shut up and close. Once you close, wait for a yes or a no. Adding more information at this point merely takes the prospect off the hook.
So the bottom line is to apply the Global/Specific Information People Pattern™ in all of your sales presentations to make a solid impact on the buyer or buyers with whom you are communicating. If you apply this pattern in sales, you will enhance your sales and you will connect with your customers more readily. If you don’t do this, you’ll be missing out on half of your customers and prospects and you will end up losing sales.
The Great Computer War Part 2 – Options and Procedures
Posted by: | CommentsThe Great Computer Wars Part 2 – Options And Procedures
Here is the second part of of our story.
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The Activity People Pattern from Personality Language ™.
TO BUY OR NOT TO BUY: THAT IS THE QUESTION
Posted by: | CommentsTO BUY OR NOT TO BUY: THAT IS THE QUESTION
The holiday season is upon us and it is time when gift giving takes center stage. With the economy in a downturn, the retail industry is holding its breath to see whether traditionally higher holiday sales will be the exception or the rule this year. Whether the buying activity occurs at crowding malls with droves of people searching for super bargains or whether it occurs on the web where consumers are surfing away precious hours trying to grab the best deal for a given product, buying behavior can be predicted based on particular patterns known as People Patterns™.
These patterns are ingrained perceptual filters, which, in the context of sales, determine and explain specific aspects of buying behavior and have major implications for anyone who sells products anywhere, whether online, one on one, or in retail stores. Read More→
We recently heard a comment by former President Bill Clinton that there is a great right wing conspiracy against President Obama. As we often see, so much of politics is all about spinning things against the opponent. Seldom do you hear politicians speak about what they stand for or what they can do for the people. Instead, they spend their time attacking opponents. This is sometimes called negative campaigning. Such a strategy is not limited to one political party or another since all of them engage it this type of behavior.
The question is: Why does this happen? There is, in fact, a behavioral root cause to such behavior. This type of behavior occurs time and time again because it works. There are two parts to the equation. Either people vote for candidates they like or else, more typically, they vote for candidates they don’t like. This is a reflection of human nature and happens to correspond to a behavioral pattern which we refer to as the Motivation People Pattern™. It is one of a series of powerful inherent patterns that together form what we call Personality Language™.
The reason why we do things in life comes down to one of two reasons which correspond to the two elements of the Motivation People Pattern™:
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Either we do things to get something we want
or
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We do things to avoid something we don’t want.
People who do things because they want to get something they want are called move toward people. Those who do things because they want to avoid what they don’t want are called move away from people.
This dichotomy manifests in all areas of life and it happens to be true in politics as well. In most cases, voters don’t know what they want, yet they know what they don’t want. Politicians know this and they try to be as vague as possible in order to have a minimal chance of offending anyone.
The reality of the situation is that most people don’t know what they want.
Avoiding the things you don’t want, doesn’t give you what you want. It only gives you what you don’t want. So what to do? We suggest that the most important thing to do is to decide what you want. Once you decide what you want, the next step is to take action to make this a reality. This is critical and once you do so, you will be much happier.
© Copyright 2009, by Marilyne Woodsmall, Ph. M., and Wyatt Woodsmall, Ph.D.
THE SCIENCE OF IDIOTS™ AND PERSONALITY LANGUAGE™
Posted by: | CommentsTHE SCIENCE OF IDIOTS™ AND PERSONALITY LANGUAGE™
How is it possible to be an idiot? Seriously! Do you know any people whom you think are idiots? Why are they idiots? Frankly, it takes real talent to be an idiot. Is it because they are crazy, dangerous or stupid? Or is it because they are mean, spiteful or vindictive? Is it because they are sick, deranged or broken? Or is it because they just exist to make your life miserable? All of us have met people like this at some point.
So what is the real reason that we think that people are idiots? People are idiots because they think differently than we do. People are idiots because they feel differently than we do. People are idiots because they have different ideas as to what is important than we do. And amazingly enough, from their perspective we are the ones who are idiots?
So what are we to do about all of these idiots? We can curse them or curse our bad luck to have met them and often we do. But there is another approach. It would seem that everyone is an idiot to someone else. So we are all idiots. We are just different kinds of idiots. In fact, the only real idiots are the ones who don’t realize that everyone, including ourselves, is an idiot. Knowing this, just what are we to do?
What we need to do is to become knowledgeable about idiocy from a serious perspective. We can acquire this knowledge by learning about what we refer to as “The Science of Idiots™ of which Personality Language™ is a part. We need to know what kind of idiot that we are and what kind of idiot with whom we are dealing. If we want to influence people in a positive way and have them do things that we want, then we need to understand what kind of idiot that they are. We need to be able to state what we want them to do in a way that makes sense to them.
This is how Personality Language™ will help us present our message in a way that others will understand from their perspective. When we can do this, we will be successful in any context of our life, both personal and business.
Print Version Of “Personality Language” To Be Released
Posted by: | CommentsThe Print Version of “Personality Language” ™ is scheduled to be released August 14th, 2009.
To pre-order you copy, please use the button below.
Click on the button to Pre-Order your copy today!
Personality Language Insight
Posted by: | CommentsPersonality Language ™
Personality Language ™ Insight July, 2009
Real World Communication:
The Power of People PatternsTM and Personality LanguageTM
You are about to enter into a new way of seeing the world and of understanding the nature of true communication.
All of human interaction comes down to one simple question:
How is it possible to be an idiot?
Seriously, answer the question to the best of your ability. There is no one correct answer. We think that people are idiots because they are stupid, crazy, dangerous, mean and vindictive and or they are angry. There is also the possibility that they are here to make our lives miserable and often do.
Think about it. It is a typical human response to think of others who don’t act like us to be idiots. The real reason that we think that people are idiots is because they think differently than we do, they behave differently than we do and they react to situations and to people differently than we do. Furthermore, they value different things than we do.
The truth of the matter lies elsewhere. The real truth is that everyone is, in fact, an idiot. There are actually many kinds of idiots in the world. The real idiots are the ones that don’t realize that they are idiots.
So the key is to find out what kind of idiot you are and then to determine what kind of idiots are around you, whether at the office, at home, or wherever you may be on any given day or in any given situation.
Now, given the fact that we are surrounded by idiots all around the globe in the most unlikely of places, there are several points which you need to understand from the start.
1 Know your outcome: You need to know how you want a person to respond to your communication.
2 Next you need to pay attention to the person to find out if the response that you are getting is the one you want.
3 If it is not the one you want, you have to tailor your communication to the particular People PatternsTM of the person with whom you are communicating.
Remember that it doesn’t have to make sense to you. It just has to make sense to the person or to the people in your given communication exchange. To understand what makes sense to them, you have to understand their combination of People Patterns(tm) which are the basis of what we refer to as Personality LanguageTM.
Once you can present your message in terms of their values and their model of the world, it becomes undeniable.
The bottom line is that you just have to understand how the different types of idiots in the world think and behave. This is what People PatternsTM and Personality LanguageTM will do for you. This knowledge imparts a great deal of power, much more than you realize at this point in time. It is the power to influence and to persuade others in a positive way that leads to the outcome that you desire.
And, if you don’t do this, you won’t get your outcomes. You won’t get people to respond the way you would like them to respond. You will waste a great deal of time, resources and effort in a futile attempt to badger, cajole or force people to do what you want them to do. All this to no avail.
Let’s give you a specific example of how to apply a specific People PatternTM to the sales process. Given today’s tight economy you need an edge that will help to increase your sales and connect to your prospects as well as to your existing customers on whom you should focus more than ever.
Imagine you are selling a car or anything for that matter, and you excited about the features and benefits of your product. You are totally focused on the merits of your incredible car or product and as such, you talk about the amazing features and benefits that you have to offer. Whatever you are selling, you are enamored with the features and benefits of your product instead of focusing on the real triggers in the mind of your prospects that spur them to buying your product.
Loving the benefits of your product is great and certainly comes through in your communication. The problem with this is that you are missing out on half of a given customer base. When you speak about the benefits of your product, you are conveying a message that computes in the minds of approximately 50% of your customers. How can that be?
How is it possible for such idiocy to occur? Well, we are talking about a particular type of idiocy that reflects a person’s motivation to buy or not to buy. In fact, it is the form of idiocy that reveals why people are motivated to do anything if life.
It all comes down to the Motivation People PatternTM. People buy for one of two reasons. People buy either because:
1 they want to have, to get or to obtain something
2 they want to avoid something that they don’t want.
People who buy because they want to have or to get something are called Move Toward people. So in selling them your product, you will want to focus on the benefits and features of the product that provide them with what they want. You will want to tell Move Toward customers how your product will help them. In addition, show your customer or prospect how your product will meet their specific needs.
People who buy things because they want to avoid something that they don’t want are called Move Away From people. In selling to someone with this motivational trigger, you simply don’t talk about the features and benefits of your product. That will go in one ear and out the other. Your message will not make sense to them given this particular People PatternTM. Instead, you have to reassure them that your product or service will help them to avoid or to eliminate what it is that they don’t want. Stress how your product or service will help to minimize hassles.
For example, in selling a car, you would tell them that buying your particular car will help them to avoid breakdowns and potential problems on the road. You would focus on the reliability of your product since it will enable them to avoid lemons and issues that would otherwise come up with other cars.
In general, in selling anything to a Move Away From person, mention that your product doesn’t have the drawbacks that other products have, particularly if they have used them and not happy with them.
The bottom line, then, is to know whether or not your prospect or customer is a Move Toward or Move Away From person. No matter what you are selling, it is critical that you address both types in order to communicate effectively with everyone. If you don’t use the Motivation People PatternTM in your communication, regardless of the form it takes, you will be losing half the customers from the get-go. You will lose them because you will not be speaking to them using their Personality LanguageTM. So you might as well be conversing in a foreign language to them!
In future Newsletters, we will be addressing each of the People PatternsTM in the context of sales and show you how to apply them to increasing your sales and to connecting with your prospects and existing customers. We will also be sharing specific insights about sales which we have acquired in having professionally modeled superior salespeople.
Have fun discovering your own People PatternsTM as well as those of your customers! Learn to speak their respective Personality LanguageTM and watch your sales increase!
BREAKING NEWS: In a few weeks look out for the release of our latest book, Personality LanguageTM, Speak the Right Moves: How to Persuade and Influence Virtually Anyone When it Really Matters. If you want to be ahead in the game and have a seductive Primer on influence and persuasion using Personality LanguageTM, you will want to have this in your library.
Welcome To The TSOi Membership Program
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