One of the most important things for all network marketers is learning How to Connect with People & Personalities…and knowing how to speak their language.
You’ll need to figure out what motivates them…what buttons to push…what makes them tick?
There are basically four types of personalities…
People are the heart of your business; the better you know them, the bigger your paycheck will be. The quicker you figure them out, the quicker you can make that emotional connection with any personality type; otherwise, you’re wasting your time, from a sales perspective. If this is a face to face meeting, you’ll also want to emulate their style and body language. If they talk fast, talk fast, if they speak slowly, speak slowly. The top earners in Network Marketing truly understand this concept.
We often believe that we need to know everything about our product, service, or have to be the best presenter in our business. Baloney…understanding personalities can allow you to beat your competition. Don’t believe me? Have you ever run into a top earner that wasn’t the best presenter, marketer, or knew everything about their product? The one thing they’re good at is understanding people.
Personality types are taught in different ways; for this particular article, I’ll break them down into elements and traits:
- Fire (Controller)
- Wind (Promoter)
- Water (Supporter)
- Ice (Analyzer)
Focus on the personality type and how to connect with them better. Once you understand these personality types, your bank account will grow.
The Fire personality is a Controller (get out of their way)
Their main traits are:
- Decisive
- Productive
- Competitive
- Positive
- Leader
- Persuasive
- Short-tempered
- Impatient
They are basically a goal seeking machine. They don’t take orders very well, so give them options, not opinions. They are attracted to leadership, money, lifestyle, challenges, freedom, and material possessions. You have to challenge them, play up to their ego’s, let them know what you can do for them; show them the big picture and how they fit into that picture. These types of people are true leaders, don’t need a lot of hand holding and want you to get to the point… right now!
The Wind personality is the Promoter (the life of the party)
Their main traits are:
- Popular
- Inspiring
- Spontaneous
- Convincing
- Animated
- Disorganized
- Forgetful
- Show-off
- Fun-loving
These people just go with the flow, but can also be very unrealistic, reactive, impulsive, and in most cases, disorganized. Your wind personalities are not motivated by money and are quickly bored by the routine. The most important thing is to have fun, and they’re motivated by recognition from others. Don’t bore them with all the facts & details…talk about the fun. Wind personalities usually have a lot of friends and are true social butterflies. If they have a Facebook or MySpace page, they’re the ones with the most friends, aka…your future downline! They need to be shown what to do, but do it in a nice way. Whatever they are doing, it must be fun or they will stop doing it. You need to let them know that you’re there for them when they need you and smile and laugh with them all the time!
The Water personality is the Supporter (always there for you)
Their main traits are:
- Diplomatic
- Friendly
- Consistent
- Reserved
- Patient
- Indecisive
- Worrier
- Compromising
- Adaptable
They are motivated by helping others and seeing others succeed. They are also indecisive, and slow to take action so you’ll have to make the decision for them. They fear change and almost always will avoid confrontation. They’re also the most loyal members of your team, great listeners, and have a need for quality relationships. They need to know how much you care and not so much about what you know. Show them that you’re concerned with their needs. Show them the big picture in relation to helping hundreds or thousands of people and they’ll be on your team forever.
The Ice personality is the Analyzer (they like systems & structure)
Their main traits are:
- Persistent
- Tenacious
- Planner
- Orderly
- Faithful
- Loyal
- Detailed
- Perfectionist
- Critical
- Loner
You can normally tell who they are by looking at them closely. Everything has a place and their calendar has appointments or important dates a year in advance. They are typically research oriented type of people. They work slowly because everything has to be perfect. They normally avoid making decisions on the spot because they have not had time to do any research. They are motivated by clearly defined tasks, stability, security, low risk and tasks that require precision and planning, i.e. the system. You want to give them the facts and leave them alone. Present logical reasons to do the business and avoid any hype…that’s a turn off for them.
This is a simple recap of personality types and obviously there is much more detail on each one. However, if you use this as a guide when talking to prospects, you’ll see a difference in there responses and should be able to figure out who’s who. REMEMBER, your product is people, so get to know more about people than your product and you’ll make a lot of money…
My favorite question if I want to quickly determine what type of person they are…
Ask them what’s more important…winning, having fun, helping others, or solving problems?
Follow these links for some FREE Personality Tests…
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