Use Emotions To Sell By Personality Type, With Tim Van Milligan

Selling By Personality Tips you'll learn today on The Sales Podcast...

• The rocket man
• Became an entrepreneur
• Interested in emotions and selling by personality
• Loved model rockets as a kid
• Hired away from NASA to work in Colorado in toy rockets
• Eventually got let go but loved selling to consumers so he started his own rocket company
• Took 10 years
• Focused on emotions
• Worked on the school newspaper in college and sold the ads and he loved it
  • Gave him extra money
  • Extra perks...like getting fed by your pizza shop client

  • Emotions can be triggered following a formula."

    • Two big "nuclear bombs" hit him and he wanted to capture this moment and idea
      • Emotions are triggered and there is a formula for triggering them
      • There are 10 emotions, not five, as Dan Hill mentioned
        1. Happiness
        2. Sadness
        3. Fear
        4. Anger
        5. Embarrassment
        6. Guilt
        7. Shame
        8. Disgust
        9. Contempt
        10. Surprise

• The four big emotions salespeople use
  1. Happiness
  2. Fear
  3. Anger
  4. Shame
• Take what someone values and honor it to bring on happiness
• Anger is triggered when something you value is attacked
• Fear is triggered when something you value is threatened, i.e., a child gets sick
• Shame, unfortunately, is used often and is triggered when something you value is ignored
• Salespeople trigger shame all the time without even knowing it
  • They'll start a presentation and ask the prospect, "What are you looking for in a new car?"
  • A value solicitation question
• How do we build rapport?
  • Rapport is established when both parties feel they have common values
• The four classifications of values
  • People
  • Possessions
  • Passions, non-physical, i.e., our faith, our hobbies, sports teams
  • Principles, our guiding principles. This is his second nuclear bomb discovery
• People with similar guiding principles have similar personality types, temperaments
• Myers-Briggs has four temperaments but 16 personality types
• Our purpose for humanity is to survive conflict, so we need four types of people
  • Warriors
  • Logistics
  • Strategists, force multipliers, always short on supplies so how do you do more with less?
  • Morale officers, i.e., caregivers, i.e., medical, courage-producers
  • They all have similar values
• Logisticians value time
  • To build rapport with those who value time we must understand and follow the sequence
  • To know what they value, you must ask questions, but you can ask the wrong questions at the wrong time
  • Salespeople become "me too"
  • Prospects are trying to hide their values so they are not shamed by them later in an effort to close me
• We need to display our values first to our prospects so their values remain hidden
  • You can do this the long way or the short way
  • The short way is to display my emotion and show them we are in alignment
  • You must be able to type people quickly
  • Guiding principles are leading indicators
  • Their leading indicators enter a room before they do
  • Every day you make decisions based on your values to affect your future
  • It's like a BINGO card
• There's a lot here so just remember that we're all in the Army so break this down to the big four
  • What are the characteristics each type needs to be successful
  • Warriors:
    • Action-oriented
    • A fighting partner
    • "I've got your back"
    • Speed/Time
    • Agility
    • They hate consistency, predictability
• Display your emotion that you have the same values as your prospects
• In NLP there is mirroring, but the purpose is to get the prospect to feel as though they are looking in a mirror
• If you have time you can research your prospects to learn about them and discern what their values are
• You can do this face-to-face but it takes work but the payoff is huge
• Personality temperaments are genetic
  • You're born with it
  • It guides your life
  • Clothing and facial hair can tell you a lot about someone
  • Earrings, big hoops are warriors
• Companies have personalities
• He attracts other logistical customers
• He builds rapport
• "What are you trying to achieve?" must be asked, but only after rapport is established.
• He likes Myers-Briggs over DISC
  • Thinking to Feeling and Energy is vertical
  • Tim is an introvert without high energy
  • Myers-Briggs has four axes on two sheets
    • Sensing vs. Intuition
    • Split those in half
      • Perceiver or Judger
        • Warrior or Logistical
      • Thinking vs. Feeling
        • Intuition Feeler, Morale Officer
        • Strategist

Sales Growth Tools Mentioned In The Sales Podcast

• Get Timothy Van Milligan's Books:
  • "Selling by Personality Type: The Values, Fears and Anger Triggers That Cause People To Buy"
  • "Emotional Copywriting Revealed”
• Visit his websites
  • Customer Secrets Podcast
  • Customer Secrets blog