- If you are a psychologist you will probably hate these pages. It won’t be entirely accurate according to Hippocrates or some of the great psychologists of the 20th century. But we are not trying to psychoanalyze prospects. we don’t want to put them on a couch and counsel them. All we want to do is take a little bit of the science of personalities to help us talk in a way that our prospects will understand.
For the academic purists reading this, we are not contradicting the centuries of personality studies. We are using just a tiny bit so that we can talk to prospects and they can understand us. No psychologists’ jobs will be harmed in the reading of this book.
2.FORGET THE RIGID SYSTEMS YOU MIGHT HAVE LEARNED BEFORE.
If you have studied personality profiling before, you know the temperaments: phlegmatic, sanguine, choleric and melancholic. Ugh. That is difficult to remember. So forget .what you have learned in the past while reading these pages. Sit back, relax and enjoy.
These pages are an easy-to-learn shorcut, so that we instantly know exactly what to say, and exactly what to do when we meet a prospect. It is not practical to survey a prospect’s feelings, have the prospect fill out a questionnaire, analyze the answers .. and then say your first words. We just need something to guide us so that we can talk in that prospects natural language.
3.DON’T TAKE THIS PERSONALLY
I am going to describe the personality types. You will naturally recognize yourself in one of the personalities. All of the personalities have good points and bad points.
When I describe the bad points of each personality, don’t take it personally. i don’t want you to run me over in the parking lot the next time you see me. So for the next few chapters, relax. Just pretend that all of the bad points in your personality apply to other people.
I Am GOING TO USE A LOT OF EXAGGERATION
4. Not every prospect is going to have all the exaggerated characteristics that I will describe. However, I will exaggerate because it will be easier to remember.
All we really want is an easy-to-remember method to recognize prospects and instantly know how to talk to them in their natural language.
So I will use lots of exaggeration here and a few bad jokes. Don’t take it too seriously. It will simply help us to remember the differences in people more easily.
DOES THIS LOOK FAMILIAR
Have you ever talked to a prospect and have this happen?
- The prospect desperately needed your product.(And you just happened to offer this product to your prospect.)
2.The prospect desperately wanted your opportunity. (Anmd you just happened to offer your business to your prospect)
Then at the end of your presentation, the prospect says,”No”.
What happened? What went wrong?
Does this seem strange to you?
This mystery costs you time and money. So when would be a good time to fix that problem? How about right now?
If your prospects need your product and opportunity, anad then you offer your product and opportunity, and then …they say, “No”..the most obvious explanation is:
THEY DON’T UNDERSTAND YOU!
When you talked to them, it was like you were speaking a foreign language. They just didn’t receive your message the way you intended.
Let me give you an example:You have a great product or service. You have an awesome upline support team. The company founder “walks on water”…when it is frozen. Your company offers a terrific training program. Your compensation plan pays out massive amounts. The company offers trips and cars. And all of that stuff doesn’t matter. It is not important.
To prove this take your powerpoint presentation and fly to a small town in Portugal. Now, you don’t speak Portuguese. And, they don’t understand your language.
Now, start giving presentations.
*Would it matter if your upline team were supportive?
Would it matter if you had a company bonus car program?
Would it matter if your company paid 3% more on level three?
Would it matter if your company founder walked on water when it is frozen?
Would it matter if you had a 74-page research report from the University of North Carolina saying your product was wonderful in a double-blind study?
Would it matter that your scientists could beat up their scientists?
Everything that you thought that was important doesn’t matter, does it?
Your attitude, you motivation, your product, your research, your service – none of these mean a thing and won’t help you build a business until you learn:
THE SKILL OF SPEAKING PORTUGUESE
Until you can speak the prospects’ language – in this case, Portguuese – none of the things you consider important in our business mean anything to our prospects.
if you can speak your prospects language, then everything is easy. Your prospect will instantly see what you see, and you will be happily conversing with a friend who understands you.
WHAT WILL HAPPEN WHEN YOU SPEAK THE LANGUAGE OF YOUR PROSPECTS?
*Your message will quickly go to their hearts and to their minds.
*You can say a few sentences and you will know they will come to your opportunity meetings.
*With a few words, many of your prospects will want to join your business, even before they hear the name of your company.
AND THE GOOD NEWS IS…
The secret languages are easy to learn. You will only have to learn a few words in each of the four different languages. That is the easy part.
When you say the proper words, it feels like you are a blood brother or blood sister, you are “joined at the hip”,you are walking hand-in-hand on the way to a common vision…. it feels wonderful.
AND THE BAD NEWS IS….
Learning the secret language isn’t the skill. The real skill is knowing which secret language the prospect understands.
Yes, you will have to quickly determine which of the four secret languages your prospect understands. That is the skill that will make your career soar.
This will be easy to do. Once you read the examples in these chapters, you will quickly know the right language to use in almost every encounter with a prospect.
Reference: The Four Color Personalities For MLM: Tom “Big Al” Schreiter