How to Sell to a High “I” Personality – Using DiSC Profiles in Sales

Sales podcast ep 10
The Slow Pitch Sales Podcast
The Slow Pitch Sales Podcast
How to Sell to a High "I" Personality - Using DiSC Profiles in Sales
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Notes

What Does It Feel Like To Sell To An I Personality?

Have you ever been on a sales call that didn’t go anywhere? You were able to have a great conversation…talked about everything from how their day went to what type of sushi they like? And after all that, you had no idea if you had the sale, were in the running for a sale, or if they had no intention of buying? You might have encountered the ‘I’ Personality. In DiSC, there are four primary personalities and in this episode, we talk about the ‘I’ Personality.

Lane had a call that didn’t seem to go anywhere. He didn’t have any closure or sense of where the sale was headed. We dig into how that conversation went, what the ‘I’ Personality needed from him, and what to do when it comes up again.

DiSC Profiles – ‘I’ Personalities

We start out with a conversation about the DiSC assessment and tools you can use. As we discussed on the How To Sell to a “D” Personality episode, you can find out your personality at CrystalKnows.com.  We discuss some of the most common traits of ‘I’ personalities, such as how sociable, talkative, and enthusiastic they are. We also talk about where their personality stems from and why they act they way they do. We discuss what motivates them and how to talk with them correctly.

We also talk about some of their strengths and weaknesses that can make or break your conversation in a sales call. Finally, we talk about how to interact correctly to get that sale or how to get back on track after talking about everything but what you came to talk about.

Whether you’re a sales pro or a sales newbie, this episode will help you better understand the ‘I’ Personality better so you can close more deals.

If you wonder if you’re a High I or don’t know which personality profile you are, you can check it out at Crystal Knows for free. This website is completely separate from The Slow Pitch and all information provided to them stays with them.

Related Episodes:

How To Sell To A High D Personality – Using DiSC Profiles in Sales

 

Additional Resources:

https://en.wikipedia.org/wiki/DISC_assessment

https://www.crystalknows.com/disc/i-personality-type

https://peoplekeys.com/about-disc/i-style-personality/

https://www.hrvisionevent.com/content-hub/disc-famous-people-examples/

Crystal Knows: https://www.crystalknows.com/disc/i-personality-type

Crystal Knows: https://www.crystalknows.com/disc-personality-test

The Episode

Rob 0:09
Hey everybody, Dan. Oh, hey, there’s lane lane. How’s it going today?

Lane 0:13
Hey, Rob, what’s going on?

Rob 0:14
Let’s go. Well, how about you?

Lane 0:15
Not too bad? I can’t complain. It’s another great day on the podcast.

Rob 0:18
Yes, it is. Well, what do you want to talk about today?

Lane 0:21
Well, I’m thinking this might be a little weird.

Rob 0:23
So good.

Lane 0:23
I had this call with a possible client the other day. What’s weird is we talked about all kinds of things. Just nothing about website. You know, we were on the phone for like, 45 minutes. I just I couldn’t believe what what was what was happening. It’s like, they wanted to talk about everything. But what we were there to talk about, you know, I know they want me to work on the website, but we couldn’t even talk about it. We ran out of time. I really liked them. But what am I supposed to do with that?

Rob 0:51
Yeah. All right. I know, that happens to me sometimes. So I’ve had it where, you know, I’m getting into a call. And it’s like, we’re talking about everything. But and then finally, it’s like, Okay, well, we’re out of time. And that really sucks. So I know. And so here’s what I would say that, you know, typically when I find that that’s usually an i personality, which is why we’re here to talk today, right. So if you’re not sure how to deal with that kind of a person, you might have the same experience that Lane just described. So let’s talk about that. By the way, if you’re new here, I’m Rob. And I’m Lane. And I think today we’re going to talk about personalities again. So we’ve talked about another personality before this one is a called the AI personality. And when you’re selling with them, you’re going to have to know some certain rules that you’re going to have to put in place. Because if you don’t, you’re going to be all over the place. And this personality is really fun, but it can be a little bit difficult to deal with if you’re not clear on how to approach them. So let’s dive into the world of the AI personality. Let’s get started.

V/O 1:52
You’re listening to the slow beach podcast, a podcast about selling less and closing more.

Rob 2:00
Alright, so today, we hope that you’re gonna walk away and learn about what the AI personality is. And I can guarantee you, when you listen to what we’re going to do describe this person, or this type of person, you’re going to know some of these people, you’re going to think of somebody. And when you do just think about all the different pieces that are all describing them. And then imagine them in a sales call. And it’s you’re gonna think about how frustrating that can be because of what that feels like. So I have a question for you, Lane. When you spoke to this person. What did you guys talk about? I mean, I’m kind of curious. Now if you guys talked about anything and everything. You know,

Lane 2:38
what didn’t we talk about the weather? The election, the football game on Sunday? How they like sushi? Just nothing about the website?

Rob 2:51
Sushi. So what kind of sushi? Did they like? I’m just kind of curious if California roll or,

Lane 2:56
you know, honestly, I started to drift off a little bit. So I don’t really remember.

Rob 3:01
I can imagine. While that doesn’t, I don’t see that doesn’t surprise me. Because I think last time I talked to an AI personality, we talked about their car and how they when they go to the Get the car oil change that they have to spend $200 on their oil change and blah, blah, blah, after a while is like, I don’t even remember why I’m here anymore. So. So I think it’s might be important to talk about this kind of a person that I personality is in the disc program. So you know, I think it dawned on me that we probably should talk about what disc is, before we get into AI.

Lane 3:33
That’d be good.

Rob 3:34
So the disc personality is basically an assessment that measures your behaviors. And so there was a psychologist who also was in law, I think, and he kind of found that there were like different personalities that they divided into four different quadrants. And the quadrants are the D quadrant, which is the dominance kind of style personality, which we talked about in another episode. The influencer, which is the eye which is what we’re talking about today, a more of a submission style person, which is the s and a compliance kind of a person who is a C. And there’s a whole assessment that goes with it so you can find out what yours is. In fact, I do know that if you go to a website called Crystal knows.com, cry sta l k, n o ws.com. They will have a they have a free version. It’s a very inexpensive, pretty high level, it’s reasonably accurate. I don’t get anything by you going there. I’m just sharing that with you because I’ve done this before. And it’s an interesting result when you get it because it’ll tell you a little bit about who you are, what you like and dislike and what some of your strengths are, what some of your weaknesses are, and knowing that it’ll help you in your sales process because if you know what your own disc profile is, and then you can figure out what the other person’s disc profile is. You’ll know that what you say is probably going to rub that person the wrong way. For example, if you usually if you google the word disc profile and get an image, you’re going to see a big square. And whichever corner I don’t know which one it is, it’s usually I think the top right corner is the D. One on the left,

Lane 5:17
I’m just in here thinking you’re that big square. I mean, that’s kind of good. Rob.

Rob 5:21
Well, you know, that’s kind of true. But the top right, speed. Okay, so, going going forward, all right, all right, the top right corner, it would be the D personality, and then down to the bottom right is the eye, then the s on the lower left, and then the C on the top left. So knowing that if you’re in the opposite corners, so think about the C, and the AI, those two personalities are usually at odds with each other. And they don’t communicate well with each other. That makes so if you’re in a sales call, and you’re high C, calling a high, you’re going to be very frustrated with that person, they are going to be very frustrated with you. And probably not much of a sale gonna happen. But if you know theirs, and you know yours,

Lane 6:11
what do you do? Well, that that’s what we’re here to talk about. Yeah, I

Rob 6:14
would just I think is what you mean. Right? Well, very,

Lane 6:17
very true. Very true. Yeah. So I, you know, I think we’ve talked about that I’m, I’m a see. So it makes sense that I’m in the upper left and the the eyes and that that lower right. So I totally makes sense. Now, why why I was struggling with a call.

Rob 6:33
Yeah, cuz you’re like, come on, we just need to talk about what we need to talk about. And they’re not letting you so. So knowing that you’re going to make some adjustments. And once you get a really good grasp on each of the personalities, you can really start to put together a presentation or a conversation that that person needs. And you’ll feel like you’re a little out of sorts, maybe, but they’ll feel very comfortable and feel like Okay, I understand this person gets me and that’s what you really want. Right? So. So we’ve kind of talked a little bit on what disk the whole disk thing is,

Lane 7:07
since we just talked about the disc, and what each of those mean, why don’t we jump back to the eye and tell me a little bit about that

Rob 7:15
the AI personality is that lower right hand corner, if you will, when you usually Google that image, you’ll see a whole bunch, usually a whole bunch of stuff out there about the information. But maybe just going through some of the traits might make sense. First, what do you think? Should we do that?

Lane 7:30
I might? Yeah, that Yeah, absolutely. So that

Rob 7:32
way, you so to get an understanding of what each person is like when they’re in an eye that there’s several traits that are almost always and an indication of what an eye looks like. They are usually the most sociable, talkative, very open person that you’ll ever meet, they’re the kind of person that will be enthusiastic, they’ll make you feel very comfortable. You’ll you’ll be in this position where you just kind of feel this attraction in a sense to them. I mean, I don’t mean like a physical attraction, just like they’re just nice people, you know, they’re, they’re people that just get comfortable with talking to you. They can talk to you on any level, like they can. You know, whatever you want to talk about, they’ll talk or they’ll act like they’re interested. And at least they’re interested. But more importantly, they’d like to talk about a lot of different things that are going on in their lives, which is why you ended up learning about their sushi. And you know, oh, yeah. Because, you know, you just end up on this conversation, you just go down the path. They’re usually extroverts. They’re very quick to notice that there’s new people in the room, and they’ll actually go and seek those people out and meet meet them, because they’re new to the group. And like, Who is this person? Ironically, my wife met me that way. I went to a holiday party with, you know, somebody that invited me that I knew and I go and met met her there because she’s like, you’re the only person I don’t know here. Who are you? And that was the way it was. And so she’s a high I. She has other personality traits as well. But she’s making she’s makes people feel very comfortable when she first meets them. So much so that people think at some point, just talking to her, they think they know everything about her, like they think they just she’s the best thing in the world, and that they know everything. And they’re really, it’s hard, but you think you know somebody but you really don’t until you get to know them differently than just in a high level conversation. Right? That is what people do. I know that public speakers get that a lot. When they’re out speaking, they’re on stage, they’re in their persona. A lot of times that persona looks like an eye. Now, what happens is a lot of good speakers look like an eye on stage. But when they get out in real life, they’re not always and they’re very quiet or they’re timid and they’re analytical or whatever. And so people just flock to them and they think oh, I know this person. Look how good they are. Look how nice their They get there. They’re like, well, this person was a jerk. What was wrong with this guy? I mean, have you ever done that you met somebody famous that you’re like, this is my favorite person, and then you meet her. Like, I don’t know what his problem was, was her problem with

Lane 10:10
a lot of celebrities could get accused of that? Yeah,

Rob 10:12
yeah, that’s kind of why cuz you end up this AI is what it is. But what’s interesting, and I think just to kind of wrap up a little bit of who they are. They’re very persuasive. They’re very spontaneous. They’re very impulsive. So they’ll just like on an impulse buy stuff, if they’re not under control, like some people are really good at just saying, okay, I don’t really need that. But some people are just right, they, they gotta buy stuff, right? Or they got to do things. There tend to be a little more emotional driven, or emotionally driven. They, and they will talk a little more than they listen. And so when you listen to this podcast, you think, Well, Rob must be an eye, because all

Lane 10:52
the time read my mind.

Rob 10:55
But that is not true. I am not an AI. And you end up fitting into your roles, whatever those might be. But knowing that, I wonder, I wonder what makes them that type of personality. And so when I did a little research, I started to find out that while they’re really good at, you know, solving problems, and can be good at encouraging people and you know, have a great sense of humor at all, what I found out was, is that they really, really fear rejection. And I mean, like, not public rejection, especially. So if, if you’re an AI, or you’re dealing with an AI, do not make them feel bad in front of other people, ever. Because as soon as you do, you’re on their bad list, that list will, you’ll never get off that list. So don’t make them feel bad. Don’t make them feel rejected in front of everybody else, because that’s a bad, bad deal. Now in sales, you don’t usually end up with that, right? But there could be a networking situation where you could put your foot in your mouth if you’re not careful. Because you say something, and it makes them look bad. I was at a networking event one time with with somebody, and they had a conversation or had a conversation going where somebody was from another country. And they were talking about pizza. And somebody were half joking that half joked and said, I you know if you guys have pizza in that country, and I you know, of course they do, right? They were just gonna jump, right? Yeah. But somebody jumped on that. So of course, they have pizza, they made them feel really stupid. And that person walked away. You could just tell visually, you could tell that person was like, What is wrong with that guy? Why did he call me out like that? He didn’t, you know, even though they said I was just kidding. It was like the way that that person did that it made them feel really bad. And I guarantee you that person walked away. Later on even still thinking about it and thinking how did they get rejected like that? Or how do they get that called out in it? That’s how bad it can be. And it’s totally unintentional. I’m sure that person or maybe not, but sometimes it’s just unintentional. So you have to be a little careful. With eyes, they’re very emotional driven, but not always, right. So they can be they can be thinkers as well. So don’t, don’t let the emotions or feeling side, fool you. They’re good at thinking of creative ideas and creative things.

Lane 13:09
So this AI personality that you’ve, you’ve described them as, as very extroverted, and really out there. They’re, obviously they talk a lot. So it sounds like they’re just they’re, they’re kind of thin skinned. And, you know, you might call it weak. But what’s the story there?

Rob 13:27
You know, it’s, that’s an interesting question. I, you know, it’s funny, you could look at it that way. And a lot of people probably do, I mean, if you’re a salesperson, and you run into somebody, and you say something that’s off handed, and it’s kind of meant as a joke, but it’s really kind of rejecting them in a way. First of all, you as a salesperson, you probably shouldn’t say something like that in any senate anytime. But you know, if that just kind of breaks them down, that’s not a good situation for you to be in, because they’re not going to feel like they want to talk to you much after that. I actually think they have more of a strength of understanding people better because they have this sensitivity toward being rejected, for example, and a high I will never, ever put you in a position of embarrassment. Because they wouldn’t want that done to themselves. So they will never make you look bad. I don’t care what situation you’re in. they very rarely will ever make you look bad and is particularly on purpose. If I mean, they’ll do it if they have to, I’m sure because if it’s a defense mechanism that can happen. But they’re very, very in tuned to relationships. And to them, it’s one of the most important factors of their lives, our relationships. In fact, when you think about that box, the DI SC, the top half is the D and the sea and the bottom half is the eye in the ass. The top half people are task people. The bottom half people are people people. They’re the ones that are good at communicating with each other. Other, they like talking to each other, they are the ones that will relate to each other better, the DS and the C’s, they don’t do that so much. They like to just get things done, and then almost care about the people as much, which is a shame. So to me, they have a strength in that. And they’re also really good at communicating. So they’re good at communicating so that things are clear, you can understand what they mean, they know what they mean, you will know what they mean, everything is really clear to them. And they’re very typically not always, but they’re usually very intuitive. They kind of read between the lines, particularly when it comes to feelings. So to me, they just bring a whole other energy to the team. But on the flip side, they also can be a little bit, you know, a little too optimistic. Sometimes I’ve met them where they’re like, yeah, we can do that. And I’m like, there’s no way in the world that’s gonna happen.

Lane 15:47
Oh, yeah, I know, all like that. Yeah,

Rob 15:50
yeah. And it’s just like, okay, now, that doesn’t mean just because they’re optimistic that they’re an AI. But being an AI, they tend to be a little bit more optimistic. And because of that, they may overshoot what they think they can do. And they sometimes what I like to think of as is, during this time, suck, where they’re just like, they don’t have any concept of time. There’s no understanding of time just flowing right by them. And they don’t even know what’s happening. They’re not really good at routines, always, but they can be. But when they’re dealing with people, it’s a, it’s a time management thing. And that’s probably why when you were in your sales call or meeting, whatever, it’s, you know, you sit there and you just start talking and talking and they’re just going on in their head, you know, they may ask you a question, you might ask them, and they go on and some more, if they don’t understand Time is ticking. They just, they’re excited. They’re in the moment, that’s where they live, which is good. It’s fine. But it can also stop your sale a little bit. So you have to be a little bit careful about that. So it’s a good question. I mean, I think you’re right and asking, he does sound like they’re thick and thin skin, maybe. But really, that’s not what it is. It’s more of a relationship builder for them. And they’re really good at it. And it’s so much so to me, that they don’t like any negativity of any sort to, like, I shouldn’t say that of any sort. But they don’t like negativity, like, if you have a conversation with an AI, and they’re telling you something that sounds really cool. You should really be supportive with it. And if you don’t come across supportive, and you’re like, Yeah, but what about and don’t worry about the numbers and all of that, they’re gonna be like, you don’t get this. What’s your problem? This we can get this done? We talked about Let’s go, we can do this. Don’t chop chop? Yeah, yeah, chop, chop, I mean, sorta, I mean, they’re sometimes they’re not doers as much as the talking. So you know, if they were I with a D personality, they will be the chop, chop, it’s love to talk about, let’s go, everything’s fine. But then they chop, chop, so. But if you’re negative with them, they tend to write you off a little bit, because they’re like, you’re not really supportive, because supportive, and negativity all feed into that fear of rejection, right?

Lane 17:56
They sound like a very interesting type of personality.

Rob 17:59
They are, in fact, what’s interesting. moreso is that there’s less of them than I believe any of the other personality profiles. I don’t remember if that’s the case or not, but I, it seems to me, I run into less of them than any of the other ones. And you would think that these would be a lot of those because there’s, you know, everybody you talked to on the phone when you call, but that is also not a very high number one. Most people are acid, believe it or not, so we’ll get into one. And that’s really, yeah, we’ll get into this at some point. We’re gonna hear music so we’re gonna tell everybody how to contact?

V/O 18:32
Do you have a question about sales? call or text your question at six to eight, seven a wait, slow, that’s 608-878-7569. Or you can email them to questions at the slow pitch calm. Now, back to the show.

Rob 18:52
All right, well, I’ll let you know how to contact us. Let’s talk a little bit about how to talk to them, not to us, but to them.

Lane 18:59
So I think I’m being the AI personality.

Rob 19:01
Yes, I should say the AI personality. Yeah. I personally see that’s good. Because an AI personality, like what are you talking about? I don’t understand what you mean. So it’s very direct and very literal sometimes because they’re a little bit visual sometimes. And they’ll want to know what you mean and be clear with your words. So but how to talk to an eye is really interesting. And you did some of the right things in that meeting. One is just socializing with them. So how did you start your meeting? Do you remember?

Lane 19:32
Sure, I you know, I started just like I do most any other meeting where you you kind of introduce, introduce myself and and what what we can do and and then it started asking them you know, a few questions about what what their, what their goals are and why we’re why we’re talking.

Rob 19:47
Yeah. And then they kind of talked about their sushi, right? So yeah, that somehow you ended up you’re like, Hey, what are we here for? Let’s talk about that. And they’re like, Hey, what about sushi or what happened?

Lane 19:57
So that’s that’s about it. Yeah. They’ve actually asked them what they want for lunch tomorrow,

Rob 20:03
you probably should have, I will say this that’s happened to me. So I don’t I totally get it. And it, you know, the socialization is good. And I think we’re gonna get into what you need to do in addition to the socializing. But you’ve got to do that you can’t work jump right into work, right.

Lane 20:18
So let me ask you this. So I spent 45 minutes with this person, we didn’t accomplish anything. Does that actually help? For the next time? I want to talk to them? Are they more comfortable? Are they more likely to now? You know, talk business rather than corndogs? Or whatever it

Rob 20:36
is? Yeah, that’s a good question. And that is a valid question, because And the short answer is yes, it does help. The longer answer is, is it may not help you get back in, they may think, Well, we’ve had our conversation, you know, what you’re doing? How much is it gonna cost? So they could go that way? It just depends on how the conversation was left. And I think the other piece is, is that how that conversation evolved? Does it surround anything? Or is there any sort of clues as to what they needed from the delivery standpoint? Because sometimes when I’m talking to an AI, I think I know what they want. And then I ask a question. And while I might get more than I wanted, in terms of an answer, I do get enough detail to know oh, I was not where I thought they were. And I need to ask some more questions. So that I know. So yes, that could help you get back. And I think it’s probably beneficial to reach back out to that person and say, Hey, can I can I ask you a few more questions, so that I can make sure that I get you an estimate that actually matches exactly what you’re looking for, and I didn’t miss anything. And that’ll open your door back up. It’s, it’s, it’s part of that process to do that. But the most important part, I think, to dealing and working with a with an eye, in terms of that meeting, particularly your first meeting, so just loosen up a little bit, have some fun with it, just joking, it’s okay to joke around a little bit. As long as it’s in good taste, not being too uptight. You don’t want to offend, but you know, have them make sure they’re relaxed, they’re relaxed. If they’re relaxed, and you’re relaxed, they’re more inclined to let you lead. let you talk, let you ask them more questions. If they’re uncomfortable, they may just want to keep talking because they’re afraid of any sort of rejection, or the men are afraid you might ask him a question. They don’t know, that they are embarrassed about. Right. So. But so that, on that note, when you ask some questions, you might ask them about how they feel about a certain issue or problem, or what they how they feel about their, their, the speed of their website or their you know, whatever it is, it’s a feeling question, right?

Lane 22:50
That’s interesting, right? Yeah.

Rob 22:52
Yeah. Because and they tend to be more kinesthetic, meaning they’re not so visual, or they’re not so audio, audible focused, they’ll have this kinesthetic feel to them. Don’t get me wrong, there’s a lot of visual eye personality. So they there, they kind of go hand in hand. But from an emotional standpoint, you need to address that feel side so that they have a chance to talk about that. The other thing you’ll notice with an eye is because of their kinesthetic piece, they may be more inclined to have somebody like if you’re in person, and again, post pandemic. It’s like the the touch piece touching them on on their shoulder or on their arm, touching them on their hand when you’re sitting across from him sometimes, if you ever have you ever had that conversation with somebody where they’re like, Hey, how’s it going? And they like patch on the back or they touch your arm? And you’re like, what are you doing? Well, so for you, your icy touching is a no go deal. We don’t I don’t want you touching me. Don’t touch me. Why are you touching me Stop touching me that whole thing, right? eyes. They’re like, Hey, we’re patting you on the back. And you know, they’ll give you a hug. They love all that stuff. And and you just have to keep in mind as a See, if you recoil when they touch. That’s not a good sale. Yeah, probably when they’re like, cold, I don’t know what’s probably. So you’re gonna want to make sure that you understand that they’re an eye, when they touch, that’s a really good clue. If they touch your arm, touch your hand, while you’re sitting across from them. You’re more than likely talking to an eye and they’re high enough that it’s too high of an eye that they’re, you’re not there’s no question, really. So you also want to make sure they get a chance to speak enough. Don’t try to cut them off. You have to really recognize their strengths and what they’re talking about their ideas, those kinds of things. But again, speak in terms of people speak in terms of feelings. Those two areas are where they focus a lot of time and spend a lot of time in. So that’s where you want to focus.

Lane 24:48
Really my question comes down to is so we’re talking about everything under the sun. How do I really draw them back into talking about what we’re there to talk about?

Rob 24:56
Yeah, that is the key and then doing it delicately. Right.

Lane 25:00
Yeah, absolutely. Yeah. Clearly I don’t want to risk offending them.

Rob 25:03
Yes, yes. So if they’re derailing you, and you’re like, I’m 20 minutes, and I got a 40 minute meeting, you’ve waited too long. That said, There’s no time like now to get it, get it started, you’re going to want to, like, integrate or come prepared, especially if you so for example, if you go on a phone call, and you start having conversation with them prior to your in person meeting, or your zoom meeting, or whatever, you just get a high level, initial conversation, go with them. And you understand or realize this is a high I and they’re off the charts, because they just wouldn’t let me off the phone, the initial meeting, and I spent 10 minutes, all I was trying to do is set up a meeting, right. So then that type of meeting when you have it, come prepared with your transition statement, your statement of how are you going to get them from talking about sushi, to talking about what they wanted to talk about. And so what I usually try to do is say, at some point when they’ve gone through a few things, but before sushi is a hit as he tries to say something like, gosh, I you know, I know we could probably talk all day, about your car I could talk about all day about what type of sushi I believe me, I love sushi. I love that whatever the topic is, we could talk about that forever. I could talk about there. I know, I know, for a fact, you probably didn’t bring me in for that. You you. You wanted to talk about something else at some point. So you, shall we if I’ll tell you what, we have 40 minutes left, 20 minutes left, whatever it is, shall we use the rest of the time to talk about that. And then after that, if you want to talk some more about sushi, we can do that. And they’ll laugh. And they’ll go Yeah, okay. I’ve heard that before. I know before I’ve talked, I talked about all this stuff in the back of their head. But they also know you said it nice enough and and delicately enough that you’re and you also said I’m still interested in I’d like to talk to you about it because it’s fun. And they have that reassurance that it’s okay, let’s talk about this. For now. We’ll come back to it if you want, they’ll never more than likely not come back to it unless you guys get back off track again. But you’re gonna want to make sure you have that statement ready to go where you’re like, I love I could talk about this all day long. I know that’s not why you brought me in here. What do you think we spend the next 20 minutes or so whatever’s left? Let’s talk about what you brought me in for you’re here for so we can at least get that addressed. I know you wanted an answer somewhere in this conversation of something, it could be what we can do for you what we can’t do for you. We could talk about numbers at some point, once I understand a little bit. But until we get there, let’s talk a little bit about what you’re trying to get accomplished. So what’s going on? What’s the challenge you’re seeing, and then it transitions them in. But at some point, you’re going to say you know, I’d love to go back to this conversation. If you ever want to we can do that.

Lane 27:42
Yeah, that’s a great tip.

Rob 27:44
It’s a it is the most powerful thing I’ve used on an AI. Because when you get stuck with an AI, it can be it can be days before you see the light of day I tell you. And then the other thing is, is if you have so here’s the next step, lane you run into, you’re in the sales, you get the sale because you did such a great job. Now you’re working on the project, and you’ve got a question or two. And so they don’t like they don’t like emails, I don’t want to talk, I don’t want to deal with an email. I want to talk to you. So you call them and you’re on the phone for an hour talking about other sushi things. Before you get a chance to ask that question. Same thing applies there.

Lane 28:27
Yeah, that’s rough, especially when you’re only so many hours in the day. billable hours? I mean,

Rob 28:34
yeah, it can get it can get hairy. So sometimes it prepping them with an email that says, hey, I’m going to call, we’re going to talk about these things. Obviously, if there’s anything else you want to talk about, we can do that. And really what I have is about a 15 minute window, otherwise, I’m gonna have to schedule a different time. Is that okay? And if they understand that time constraint, they’ll they’ll get to the point. But before you do anything, with your project with your questions, you got to ask them how things are going, how’s your day going and be prepared for a 10 minute dissertation about what their day is like? Oh, my goodness, I had this phone call. And then I had to go over here for lunch. And then I did this and then so on so called man oh my goodness, I was on the phone with Him forever. And you’re thinking to yourself, I am sure you were on the phone with somebody forever. And I’m sure they didn’t want to be there with you. But or maybe they did. I don’t know. But But the whole point is, is that you’re asking them about their day first and making sure that you have those questions, ready to go beforehand. That’s the only caveat with this is that you’re going to deal with that person like that all the time. Until they get comfortable with you and then it’s more of a they’re gonna be just really jovial with you. They’re be happy with you. They like you until you they don’t like you. And that’s normal with anybody right? I mean, you can do that with any personality. They like you until they don’t if that’s the case, that’s okay. But more times than not people will like you for a long, long time. So, Lane Did you learn anything out of this one today?

Lane 29:54
I think the most important thing that I take away from today is is really what we just talked about it towards yourself. Towards the end was how do I redirect to that conversation? So I, you know, I certainly could have used this information a week ago, it would have saved me, you know, 45 minutes to an hour. So but yeah, it’s, it’s, it’s certainly going to help me moving forward.

Rob 30:19
And next time bring sushi, they’ll appreciate it. And because that’s the other thing though, like, Oh, you remembered it. It’s like, yeah, how could I not remember, but you’ll remember. So I think to me that for me that to wrap this all up, I would say, if nothing else, if you get a chance, go to Crystal knows cry, sta l, k, n o ws.com. We’ll put a link on the website, learn what your personality is, if you’re an I, I didn’t mean to offend you. If you’re another personality type, you’re going to want to know how to deal with it, I read up on all those personalities, because it will make a difference in your sales calls, and your sales meetings. And after the sale. Anybody on your team that works with these types of individuals, not just an AI, any of the individuals, the more that they understand the personality types, the better your relationship will be long term, we just took on a project with somebody that’s long ago. And the person that I talked to in the sales process was different than the person that had to do the decision making on within the project. Right. So the project was other people involved, not the person that made the purchase. That said, each person has a different personality, and figuring those out as quickly and as early as you can, the better off and the smoother it goes. And as soon as your team knows it. As soon as your sales team knows it, everybody in your team knows it makes a big difference. So my recommendation is go to Crystal nose.com learn what your personality type and then pay attention to others. It’s complicated, but I’m sure we can get it done. So until next time, have a good time with your personalities because there are a lot

Lane 31:45
I sushi.

V/O 31:48
Thank you for listening to this slow pitch slowed down and close more

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