Have you ever been giving a business presentation to a prospect, or even a long time client; things seem to be going well, then all of a sudden you see their eyes glaze over, and you know you just lost that sale?
Did you know that according to Salesforce.com:
87% of people giving business presentations do not feel adequately prepared. And 66% of people on the receiving end are being turned off by the presentation.
But that's okay right? Because we have all been told that sales is a numbers game, right? In order to get more Yes's we have to get more.... what? I'm willing to bet that you just said "No's" in your head.
Well, that has been the prevailing sales wisdom of the ages. Get out there, throw a bunch of spaghetti at the wall and see what sticks.
What a load of crap. Or, "Horse Puckey!" as Colonel Potter used to say. Okay, only the older folks got that reference....
In order to get more Yes's, doesn't it make sense that you should....wait for it..... Get more YES's?!? I mean, if you are going out into the cold dark and stormy sales world with the intention of getting more No's, then doesn't it stand to reason that that is exactly what you are going to get?
I am here to show you a new way of thinking. A way of getting to the YES faster, by giving the right presentation to the right recipient, 100% of the time. Yes, you heard that right.
The reason why those percentage numbers for presentations are so bad, is actually very simple. You are merely giving the wrong presentation to the wrong person...About 96% of the time.* Those are very bad odds indeed.
No wonder you are getting more No's.
You see, our old buddy Hippocrates (pictured, having people talk to the hand) gave us the secret when he discovered the 4 Temperaments, where the humors of the body were affected differently by 4 bodily fluids, which affected human personality traits and behaviors.
He was right on! Well, except for the blood-lettings, leeches, and whatnot. In the realm of personality, the world has known that there are 4 personality types for centuries. In fact businesses spend billions of dollars each year trying to decipher exactly how to market to the 4 personality types.
Problem is, there is no consensus as to what exactly makes up the 4 different personalty types. There are dozens of personality "tests" - MBTI, DISC, Color Codes, various animal types, cookies, you name it. And each one stresses different facets of what make up an endless array of possibilities.
And all these tests have one thing in common. They are not making you any more money.
When was the last time you went in to a cold meeting and asked your prospect, "Hey, I'd like to know how to market to you, will you take this 25 question (or way more) personality test for me?" Exactly.... Never gonna happen.
So, what do you do? You give the presentation you know. And hope for the best. How's that workin out for ya?
There are 4 different personality types. Sure. There are differing views on what exactly that means for each one. Yup. You are one of these personality types too right? Yet you are far more than just an introvert, or rational, or a peacock.
So how do you make money with personality types? You find out one simple thing that ties them all together and speak to that.
You find out Why They Buy. And you have to do it fast. There is only one thing in the world that can do this. And it is called B.A.N.K.™
Let me make it simple. B.A.N.K.™has 4 personality types and is exactly like all the other personality tests out there... Only completely different. Why?
B.A.N.K.™is the only methodology in the world, scientifically validated, to predict a person's buying behavior in 90 seconds or less. And increase sales up to 300% (but I'll get to that in a later article).
So why are your presentations falling flat? Well, if there are 4 different personality types, and you only have one presentation. What are the chances you are going to give the right presentation to the right personality type?
And remember, unless you are a stoic chunk of wood, you have a personality type too. When you are giving that presentation, you are giving it from the prospective of your personality.
Therefore, as one of the 4 personality types, the chances of you giving the right presentation is 1 in 4, or 25%. You are giving the wrong presentation 3 out of 4 times, or put in a harsher way, 75% of the time, you are turning your prospect off.
And to put it in an even harsher way, you are giving your competition 75% of the income that could be yours, if you only knew how to speak the other person's "Personality Language."
So, there ya go. Now you know why most of your presentations are falling flat. 75% of them literally cannot understand you! You're welcome. Now, what are you going to do about it?
Well, the first step would be to accept a gift! Let me show you how easy it is to crack someone's values personality code, or Why They Buy.
Go to: www.mybankcode.com/spencer and crack your own code to find out which one of the personalities you are presenting from. You will get a full blown report for free, on me (valued at $97) showing you, scientifically, what you value in your decision making process.
If you want to turn those NO's into YES's, you now have a starting point to work from, and an introduction to a vehicle to take you there in style.
I will have another article coming soon that will show you how cracking their code works to find those coveted YES's. But for now, I'll just leave you with your gift. Enjoy.
Spike Spencer, (www.SpikeSpencer.com) is an Executive Consultant, Certified NLP coach, and a Licensed and Certified B.A.N.K.™ Trainer. Spike has spoken internationally on Real Estate, and on Relationships in Business and Personal Life, showing businesses and organizations how to Clear-Connect-Close, increasing their sales dramatically through Relationship Sales Dynamics.
*If at this point my assertion of 96% is rubbing you the wrong way, since I referenced 75%; I can already tell you your dominant personality code. And, yes, I will elaborate soon. Or, you can always hit me up here on LinkedIn and ask me for more info. Just sayin...