Advanced Persuasive Selling: Persuading Different Personality Types

Which principles help close the sale?

• consistency and scarcity

• consensus and authority

• liking and reciprocity

Closing the sale can be hard because people fear rejection.

• TRUE

• FALSE

Which principles help overcome objections?

• consistency and scarcity

• liking and reciprocity

• consensus and authority

Objections typically come about because someone doesn't see enough _____ in what you're offering or they don't fully believe your claims.

• motivation

• value

• time

Which principles help build rapport?

• consistency and scarcity

• consensus and authority

• liking and reciprocity

Rapport is feeling in synch with another person.

• TRUE

• FALSE

Why is persuasion important in sales?

• “Selling is the process of persuading a person that your product or service is worth more to him or her than the price you’re asking.”

• You need to manipulate prospects to get them to buy.

• People just need to buy more stuff.

• It's not that important, you can sell without persuading.

What is persuasion ultimately about?

• forcing your ideas on others

• changing people's minds

• changing people's behavior

• convincing someone you're right and they're wrong

What occupation probably would not be good for a logical?

• doctor

• nurse

• accountant

• scientist

A famous logical personality would be _____.

• Bill Gates

• Bill Clinton

• Mother Teresa

• Michael Jordan

Which would not describe an amiable person?

• pushy

• easy-going

• agreeable

• team player

Amiable people are not out to control people or situations?

• TRUE

• FALSE

All of these words describe expressives except _____.

• shy

• enthusiastic

• charming

• motivating

Each of these occupations are highly associated with expressives except _____.

• pastor

• scientist

• politician

• entrepreneur

All of these are drivers except _____.

• Albert Einstein

• Tiger Woods

• Hillary Clinton

• Donald Trump

Drivers are people persons.

• TRUE

• FALSE

Something to consider when dealing with different personalities is their orientation to relationships vs. tasks.

• TRUE

• FALSE

What does DEAL stand for?

• It's what you do with bad situations.

• diligent, excellent, awesome, lovable

• the best way to close a sale

• driver, expressive, amiable, logical

Logical people will respond to facts and figures rationally laid out.

• TRUE

• FALSE

Each of these principles would be most effective with logicals except _____.

• consistency

• reciprocity

• authority

• liking

Lead with reciprocity with amiables because they are relationship people.

• TRUE

• FALSE

Each of these principles would be most effective with amiables except _____.

• consistency

• authority

• liking

• consensus

Trying to connect with an expressive is a waste of time.

• TRUE

• FALSE

Each of these principles would be most effective with expressives except _____.

• reciprocity

• scarcity

• liking

• consensus

Drivers like to spend time getting to know you.

• TRUE

• FALSE

Each of these principles would be most effective with drivers except _____.

• authority

• reciprocity

• scarcity

• consistency

A good sales pitch will work with anyone.

• TRUE

• FALSE

Which personality is most focused on tasks and control?

• logical

• amiable

• expressive

• driver