Purchase the 4-set Consistent Behavioral Characterization CD for the Reduced Price of only $41.95,
and we will give you a
Character Behavior
Test Evaluation
Absolutely
FREE
for one of your Customers
normally sold at $99.95

With this free evaluation, all you need to do is fill out a behavior synopsis form, which we provide, on one of your customers, and we will evaluate not only the type of behavior of that individual, but provide you with a consistent list of attitudes, actions, likes, dislikes, interests and the way to make a sale usually associated with that type of character.

HERE IS WHAT YOU GET


You will receive a three-page report covering the actual behavioral style of the customer, what that behavioral style means, and how that behavioral style acts, thinks, and interacts in a sales contact.

The first part is a measurement showing the cluster or spread of typical behavior and a centered categorization of the overall behavior, along with an explanation of the tendencies involved.

The second part is a more indepth explanation of that behavior and general areas of attitude, actions, conversation, thinking and emotions.


The third and last part is a list of interests of that behavior, showing tendencies in specific areas, including degrees to which such a behavior would take risks, how they feel toward other people, how they would act in given situations, and what motivates them to make a decision

WHAT THIS MEANS
As you interact with customers, you can know in advance what is likely to work, what they are interested in, and what is motivational to them. This makes it easier for the you to understand their characteristic and adjust your approach and interaction based upon what is of interest to them. The idea of a salesman using the same approach with all people is what has led to statistics of selling one out of three in the past. With this understanding, those statistics will automatically increase.

ORDER NOW

Order the 4-part Behavioral Style Characterization CD and receive your FREE evaluation
 

How Well Do You Know
and Understand Your Clients and Customers?

CLIENTS AND CUSTOMERS ARE THE LIFEBLOOD OF YOUR BUSINESS

One of the biggest weaknesses in business, no matter the product or service, is the lack of knowledge of clients and customers. No matter how long a person has been in business, or how many customers he or she has dealt with, no business sells 100% of their contacts. And the reason is simple: business people for the most part lack a simple understanding of people, what makes them act the way they do, and what makes them decide to buy. Human behavior, after all, mystifies most people; however, behavior is a simple matter to understand and, in understanding it, to know how to please and satisfy clients, customers, inquiries, window shoppers, and internet surfers.

Understanding these simple behavioral traits makes it much easier for a business to satisfy those who come to their store, internet site, or call. The internet, of course, by its very nature, is impersonal. The more a business can personalize its contacts, its product information, its sales tools, the more successful it will be.

It is amazing that while an internet business, like any other business, spends a great deal of time, effort, energy and resources to get people to visit their site or store, owners spend almost no time at all in trying to understand what will motivate customers and contacts to stop, browse, and buy.

While many people, especially “professionals” in the field of behavior identification, make characteristics of people complicated and difficult to grasp, the simple truth is, there are only four major types of people and these types tend to have, for the most part, and for most of the time, the same simple areas of interest, motivation, decision-making, acting, and speaking.

A BRIEF LOOK AT FOUR MAIN BEHAVIORAL CHARACTERISTICS

Warm and Friendly People
Warm and friendly people are amiable by nature and have easily identifiable qualifies. They are easy to get along with, have a loving and kind disposition, enjoy relaxed relationships, will not directly create conflict, and are happiest and the most effective when they are not overly challenged. They prefer to be around people who are also easy going and friendly and who do not challenge them on issues that are important to them. They typically talk softly and walk and move slowly in an unhurried manner.
Sales Interest: They prefer products and services that are well established, have a friendly reputation, and treat customers with kindness and personal interest. They do not like to be hurried, pressured, or maneuvered into making a decision. While they like help in deciding, they want that help to be sincere and beneficial to all concerned. Their initial interest is usually on other people and how others will react to their decisions.

Excitable and Enthusiastic People
Excitable and Enthusiastic people are expressive by nature and have overpowering and enjoyable qualities. They are fun to be around, have an outgoing and boisterous disposition, enjoy outward expression in relationships, will initiate conflicts and challenges which they feel they can manipulate, and are happiest when they are the center of attention, or can express themselves openly and enjoyably.
Sales Interest: They like new and innovative products, services, ideas and opportunities. They are quick to make a decision, and while interested in others agreement with their opinions, are not overly concerned whether people disagree with them, believing they can overcome any differences, and win people over to their point of view. They react well to a slap on the back, and to people laughing at their jokes, stories, and expressions.

Serious and Controlling People
Serious and Controlling People are reserved but directive by nature and have identifiably controlling natures. They are difficult to be around at times, are undemonstrative, enjoy being in charge, exact in their dealings, well-planned and organized, will initiate conflicts because they feel certain they are right and that they can win. They are happiest when in charge or when people act upon their suggestions. They are doers and leaders, and get a high degree of things accomplished with effective results.
Sales Interest: They prefer both old and new ideas, products, and services. Old because it is proven and known, new because it can serve unusual needs. They don't often listen to others, usually keep their own counsel, and make decisions based on how they see an item or service benefitting them or helping them achieve their goals. They are fast paced, make quick decisions, which are based on logical, extensive thought or evaluation.
 

Logical and Analyzing People
Logical and Analyzing people are slow-paced analytical thinkers and doers by nature and have easily identifiable anal natures. They are involved primarily in their own work, which is typically technical by nature, have a standoffish attitude, believe thoroughly that data and facts will always outweigh feelings and intuition, will avoid conflict, and are happiest when given sufficient time to accomplish what they feel needs to be done. Not doers or leaders, they develop material for others to use and complete. They excel in areas where their technical, deep-thinking, analytical skills can be used in a calm, slow-paced, relaxed environment.
Sales Interest: They avoid making decisions as long as possible, want to analyze and reanalyze decisions from every angle before actually deciding. They cannot be pressured, manipulated or forced into acting, and will view any attempt to do so suspiciously, and believe the product or service being presented is inferior and will not stand up on its own merits. Once they take the time to evaluate it, they may change their mind if the facts warrant it.

MIXED BEHAVIORS ARE THE NORM

While all people have one major characteristic that falls within one of these four behavioral styles, no person is 100% one style or another. People are a mixture of styles, having characteristics of at least three of the four styles, and sometimes all four. However, the percentage of behavior, that is, the constancy of one behavior, is predominant in all people. And it is to this dominant behavior that a successful salesman, internet site, or business must appeal. As an example, the following topics would appeal mostly to the behavior shown beside it:

Customer Service, People Relationships, Counseling • Warm and Friendly

Sales, Coaching, Guidance • Excitable and Enthusiastic

Leadership, Training, Management • Serious and Controlling

Computer, Electronics, Internet Design • Logical and Analyzing

HOW TO APPEAL TO EACH BEHAVIOR

WARM AND FRIENDLY. Present your information, product or service in an easy-going manner, showing value and how people are benefited. Slow down, take your time, and expect a lot of hesitation. Handle each objection or concern in a helpful, pleasant manner with sincerity and warmth. Know that this person may not make a decision right away, but will over time once convinced of the truthfulness of your ideas, and the value of your product or service. Testimonials are always effective.
Internet Design: Cutesy, light-hearted, soft, subdued colors, and not a lot to read. Pictures of people are very effective. Make the ordering or decision-making an easy, one-two-three step process.

EXCITABLE AND ENTHUSIASTIC. Present your product or service quickly and interestingly. Show how it will make the person look good, achieve his ambitions, and satisfy his interests. Expect this person to make quick decisions and avoid talking beyond the point of sale. Be willing to listen to his stories, jokes, and comments and expect him to take his time to tell a story or two. Generally, this person is sold or not sold in the first few minutes of any presentation or discussion.
Internet Design: Colorful, large and excitable pictures, design, or images. Brevity of information, clearness of design, and simple messages work best. Movement, modern design, and exciting backgrounds work well.

SERIOUS AND CONTROLLING. Present your information, product or service in a clear manner, with emphasis on highlights and answers. Do not expect the person to be friendly, but interested in facts and process. Be sure you have available answers to specific questions, and if an answer is not known, explain that you will get the answer and get back to him--then do so quickly and professionally. This person will make up his mind quickly, and if interested, will generally keep looking, reading, or asking questions--if he does not, you have missed the boat with him so don't waste his time by trying to revisit key pints.
Internet Design: Professional, well balanced, no wasted effort or information. List it precisely, highlighting the important areas, such as larger type or bold text. Make sure pictures or images relate to the information listed. Avoid all non-pertinent information (but have elsewhere at the click of the mouse), and non-essential or non-connected flash, movement, and sound.

LOGICAL AND ANALYZING. Present your information, product or service in a logical, sequential, and factual manner. Let the person arrive at his own decisions, but guided by a precise and rational set of information. Do not use opinions, even when asked for one--use someone else's evaluation, preferably someone known by the individual. Do not expect a quick answer, and expect a continual round of questions--even asked over a long period of time.
Internet Design: Precise, logical, and in understandable and commonsense sequence. Color is not necessary, nor is bold or highlighted captions. Avoid stark, standout or flashy design. Place a lot of information logically on the page where the sequence is easily understood and followed.

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