“Don’t provide too much information about what to expect.” – Walter Miltenberger in today’s Tip 262
How you can use a personality to send effective meeting invitations to anyone?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Walter Miltenberger. Walter is the marketing manager for Crystal Knows and handles their Enterprise Sales, and if you don’t already know Crystal, it’s an application that uses social media to predict someone’s personality and then tell you the best way to communicate with them to elicit a response. Here he is with today’s tip:
Walter Miltenberger: Hey Everyone, Good morning! This is Walter from Crystal Knows. And today I will be giving you Daily Sales Tip. Today’s tip is how you can use a personality to send effective meeting invitations to anyone. As sales professionals, we’re all aware that when we can get people to meet face to face or over the phone or through a video chat, it’s a much more productive conversation. But it can be difficult to convince them to invest the time required to do so. So how can we do that more effectively? So what we’re gonna be talking about today is using personality to do that. So just a little bit of base knowledge here. We’re going to be talking about DISC, which is a personality framework that categories his personalities into a few different categories.
So those are D for Dominance. I for Influence, S for Steadiness and C for Conscientiousness.
So each of us and our prospects has a primary DISC type in one of those categories and sometimes we can have a Secondary DISC type. But for today we’re going to be talking about the Primary DISC types.
So for D – Personality types, these are going to be people who are the more straightforward and decisive type of people. They are going to prefer when you get right to the point of what you want to be discussing. So when you’re inviting a D type to a meeting, don’t tiptoe around the subject or draw out the conversation any more than necessary. Just concisely share why you want to meet and then request a specific day and time. A do tip here is going to be to quickly summarize the goal of the meeting. The don’t tip is going to be to provide too much information about what to expect. Don’t provide too much information about what to expect.
I – Personality types, these are going to be outgoing and excitable people, so pretty happy, pretty outgoing type of people. They’re generally going to prefer a casual request with optimistic and inviting language and they like to have meetings over food. So if you suggest to meet over lunch, over coffee, that’s gonna go over pretty well with them and try not to communicate too much in writing before the meeting. They like to communicate in person or over the phone. So just try and do mostly communicating in person. Do mention the most intriguing thing that they can learn from this meeting that’s going to make them really want to see this meeting and meet with you. Don’t set the meeting too far in advance. I-types are pretty flexible with their schedules. So you go too far in advance. It’s likely that it’s gonna have to be, you know, rescheduled. So try and do it as early as possible.
S – Personality types. So these are personable and really caring personality types. So they’re going to take a little bit more time to feel comfortable before committing to a meeting. So it’s important that you don’t pressure an S-type to meet immediately. You want to make sure that they have more than a base knowledge about who you are and what you want to do. So take the time to build that sense of familiarity, introduce yourself, share the details about your purpose and once they’re comfortable, then they’re probably going to enjoy getting a chance to have that meeting with you. So do let them know that you are available for questions before the meeting when you send the invite and don’t focus too much on what you want out of the meeting.
C – Types, these people are going to be more reserved analytical personalities, so they’re going to prefer meeting requests that are clear and specific and are focused on giving them a thorough overview of what you’re going to be discussing in the meeting. So let them know how long it’s going to take, what they should have prepared for the meeting, and definitely be ready to answer lots of questions. C-types are going to be pretty analytical, so expect lots of questions from a C type. So do set the expectations for the meeting discussion. Don’t use overly casual language.
All right. There you go. By using personality to send your meeting invitations that you can be much more effective at sending those invitations and getting responses and scheduling them. Thanks. Have a great rest of your day.
Scott Ingram: Crystal really is a pretty cool tool and you can go to their website and start a free trial. Additionally, I suggested to Walter that he run one of their prediction profiles on me so you could get a sense of the output. The result is pretty accurate and you’ll also see it compare Walter and I and make recommendations on how to deal with me in a variety of situations. You’ll find that document as well as links to more about Crystal and a new book that they just launched this week if you’ll click over to DailySales.Tips/262
Thanks for listening and come back tomorrow for another great sales tip.