What if you could find a way to increase your sales closing ratio up to 300 percent? That is exactly what happened for me by a applying a simple system.
According to the Word-of-Mouth Marketing Association, the best salesperson outsells the average salesperson 57 to 1. Have you ever been on the wrong side of this equation? I have … My first year income in network marketing was a mere $700. Although I thought about calling it quits, I don't give up that easily. Five years later, I had moved my income up to a respectable $72,000, however, I wasn't even close to making six figures and becoming a seven-figure earner seemed next to impossible.
Everything changed for me when I heard Tony Robbins say, "Let your prospect determine your presentation." During my sales career, I had made the mistake of selling to every prospect as if they were one and the same. Hearing Tony's quote, I instantly realized something very profound and was well on my way to a major breakthrough.
I began learning about personality types and studied several different training programs, including the Myers-Briggs Type Indicator, DISC, STAR, The Color Code, etc. Although they were each fascinating in their own way, I found them to be fairly complex, difficult to duplicate in my sales organization, and none of them helped me close more sales and make more money!
Experts determined there are four distinct personality types dating back to Ancient Egypt with the theory of the four temperaments. The Greek physician Hippocrates made this idea popular when he developed it into a personality type approach dating back to 460 B.C.
In its modern day application, experts expanded the personality type theory to include communication habits, patterns of action, sets of characteristic attitudes, values, talents, personal needs, and even contributions to the workplace and roles in society.
The concept of Cracking the Personality Code is similar to the idea of solving a puzzle or cracking the code of a cryptex, as seen in the Da Vinci Code. The word cryptex was coined by Dan Brown, and denotes a portable vault used to hide secret messages. It is a combination of the words cryptology and codex, an apt title for this device since it uses the science of cryptology to protect information written on the contained scroll or codex.
The key to Cracking the Personality Code in sales lies in the understanding that each personality type requires its own unique script. Going forward, imagine each of your prospects comes with his or her own personal cryptex. If you're like most salespeople, you'll deliver the same sales presentation to each prospect, which is like using the same password on each cryptex. When you realize that you failed to crack the code, you either walk away frustrated and defeated, or you'll get even more determined to forcefully open the cryptex or force the sale, which backfires on you by essentially ruining the sale.
Delivering the wrong presentation to three out of four prospects will result in a potential closing ratio of only 25 percent. However, if you can successfully learn to Crack the Personality Code of your prospect, you can increase your sales closing ratio up to 300 percent based on the fact they you can now close the additional three personality types. Thus, Cracking the Personality Code is the missing link in the sales process.
What Tony Robbins meant by, "Let your prospect determine your presentation" is that you cannot deliver your sales presentation until you have Cracked the Personality Code of your prospect! In other words, you need to have four separate presentations or sales scripts, and each one "de-coded" for the four personality types.
What would your income look like over the next year, three to five years if you were able to increase your sales closing ratio by 300 percent year after year? Would you make more BANK? B.A.N.K.™ is an acronym for the four personality types I named: Blueprint, Action, Nurturing and Knowledge, or B-A-N-K for short.
Although I have become a seven-figure income earner, master sales trainer, and CEO of my own training company, I did not start off that way. Once I began using my own B.A.N.K.™ system, my income skyrocketed because it made me a sales superstar!
Today, thousands of salespeople are using the B.A.N.K.™ system worldwide. Sign up for my upcoming webinar to learn more so you, too, can Crack the Personality Code and Take it to the BANK!
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