Are You Communicating Personality To Personality?
Effective communication is a must before someone purchases your product or decides to join your primary business. Referring to your primary personalities as Gems, may help you to better distinguish your strengths and weaknesses. We are all Gems in our own way. Most of us are a combination of the Gems described below. The key is to find your dominant Gem personality and be able to discern the prominent Gem in others, thus making for better communication. By learning to become better communicators, we are able to give our prospects what it is they are asking for. Here are the 4 Gems associated with each primary personality:
These people are relaters. They are open and indirect. Some characteristics of the Pearl are: they are loyal, people of their word, dependable, patient, want to be of service to others, concerned with others’ happiness, and sensitive. They want to please most people they encounter. They have a hard time saying “No”, and making decisions. They dress for comfort, drive safe vehicles, are calm, and enjoy routine. These are your teachers, nurses, and volunteers. Money does not motivate them. They are more interested in a cause. They love to be of service! After some thinking…. they buy for others before themselves (things within reason), from people they trust (don’t be pushy), because the item is a necessity and offers functionally.
These type of people are socializers. This prospect is open and direct. Sapphires love to have fun!! These are your event promoters, they are energetic and self motivated. They love adventure, like to work in teams, and love when people notice and recognize them. What they are not is timely, organized, pessimistic, selfish, or have clean vehicles. They wear trendy clothes and have trendy hair. They can’t get enough of sports, travel at the drop of a dime, and are very creative. The professionals that fall into this category are your event planners, attorneys, recruiters, and other positions that are fun & creative. Spontaneously…. they buy new and exciting things, from fun and up-beat salespeople, because it’s cool and they have to have it first or simply just because they want it.
These are your thinkers. This prospect is more guarded and indirect. They are timely, organized, pay attention to detail, very driven, analytical, and motivated by facts. They are planners, good problem solvers, more reserved, loyal, and predictable. What they are not are wasters or people who give up. They don’t like to make mistakes. They are more concerned if their clothes are comfortable than if they are trendy. They are soft spoken and may ask a lot of questions. These are your accountants, engineers, computer geeks, and business owners. These are your type “A” personalities. After plenty of research….these prospects buy practical, above average, quality, efficient and long lasting items from people with integrity, and who followed up with them, because it’s the right selection and a “best deal” purchase.
They love to lead others: This prospect is guarded and direct. They are very competitive and persistent. They are over confident, strong willed, obsessive compulsive at times, controlling, confident, colossal multi-taskers, leaders, bold and purposeful. What they are not is timely, bargain shoppers, slow decision makers, or delegators. They are motivated by a challenge, money, and being overworked. They often have a full plate. They like anything luxury (including vehicles) or high priced and name brands. These professionals would be your CEO’s, successful salesmen, and people in leadership positions. These are prospects that buy on the spot…. the best, most expensive thing they desire, from a great salesperson who gave them a good first impression, because they just have to have the product or item.
As you can see knowing the language of your prospect is critical to your success in any business and/or everyday life. We can’t change the Gem in others, but we can understand what their desires are and communicate more effective with them.