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What's in a Personality? - New Sales!

                        By Charles J. Clarke III

 
How nice would it be to double your company's home sales in a matter of months?  Impossible, you say?  Not at all.
 
Conventional wisdom says that home sales are made by creating relationships and truly understanding the wants and needs of customers. That is often easier said than done. Today, there is a nationally offered online personality assessment service called Personality ID (www.personalityid.com/).  This new service helps homebuilders and real estate agents quickly form that all-important relationship with prospects and better understand how to sell to them and what to show them.

Personality ID is based on the BOLT™ system of personality analysis detailed in my book Bulls, Owls, Lambs and Tigers®: Personality Selling and Personality Marketing. You can learn more about BOLT™ at www.personalityselling.com.
People tend to fall into four personality types - Bulls, Owls, Lambs and Tigers® each with its own set of likes, dislikes and behaviors. Selling is both an art and a science; instead of showing all homes in the same way, a real estate salesperson can increase the probability of making a sale by matching the personality of a home to a prospective buyer's preference, and by matching their own personality to the personality of the prospect.

How does Personality ID work?

PersonalityID is an entertaining interactive personality self-assessment that prospects take after requesting information from a builder or real estate broker's website. An in-depth analysis of their responses is immediately e-mailed to the prospect describing their personalities and what they subconsciously are looking for in the home. But, more importantly, this information is simultaneously e-mailed to the builder or real estate agent, in a format suited to their needs, to help them understand how best to approach the customer. 

When a prospect is interested in a company's homes and takes the time to complete an information request form, they have begun to establish a relationship with that company. Most companies respond to prospects with a "thank you" Web page that appears after the prospect submits the information request form. However, the "thank you" page is an ideal opportunity to continue the relationship-building by offering the prospect the ability to learn more about themselves, their personalities, and a list of features their personality type often wants in a new home. This knowledge empowers the prospect to make decisions quicker and easier, and also creates goodwill for the builder.

PersonalityID will work with all real estate industry referral services. For example, if a builder has community listings on AmericanBuilders.com, they can authorize AmericanBuilders to send an auto-responder inviting prospects to take the assessment and learn more about themselves and the homes they might want.

By clicking into the PersonalityID assessment, prospects take only two minutes to answer 24 simple questions about themselves. Additionally, we're finding that just by using the system, salespeople are continually developing and fine-tuning their sales skills and abilities.

Since the introduction of the original BOLT™ system in 1968, thousands of professionals have implemented it, and have seen dramatic results, often doubling their sales within two months.
 
For more information on how Personality ID works and to take the free demonstration visit www.PersonalityID.com.

The Basics of THE BOLT™ System

The essence of each personality type is described below.

The four animal types are extremely consistent in their behavior, and in their decision making processes. This means that once a person's animal is identified, predictions can be made about the ways they will act and about their likes and dislikes. "The BOLT System has proven to be incredibly accurate in predicting these things," Charles Clarke III emphasizes. "What would it be worth to you to be able to know in advance how your prospects will react?"

BULL:
        Bottom Line, Get To The Point
        Seeks To Control The Negotiation
 
OWL:
        Very Analytical, Detail Oriented Researcher
        Seeks Logical Order

LAMB:
        Seeks To Please People, Avoids Conflict
        Takes Forever To Make Up Their Mind

TIGER:
        Very Expressive and Fun-Loving
        Impulsive and Excitable
 
Take the Free Demo at www.PersonalityID.com and learn more about the BOLT™ system at www.personalityselling.com 

                                                                                                    

Charles J. Clarke III is an international speaker and consultant to the sales industry. He is President of Charles Clarke Consulting, Inc. and CEO of Sales Success Systems of America. Charles is the creator and author of "Bulls, Owls, Lambs and Tigers: Personality Selling and Personality Marketing."