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The Different Customer Personalities You NEED to Know
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Transcript
Taylor Armstrong's Journey to Sales Mastery
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Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
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My name is Taylor Armstrong.
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I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
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I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
What is a Solarpreneur?
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What is a Solarpreneur you might ask?
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A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Listener Appreciation and Engagement
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What's going on, solopreneurs?
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Taylor Armstrong here with another podcast.
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We are here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
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Thanks for making the podcast the first listen of every Tuesday and Friday.
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Really means a lot.
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We've been at this for probably about, I don't know, a year and a half.
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Pretty consistent Tuesday and Friday episodes.
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So hopefully that's the first thing you wake up with on Tuesday and Friday is, oh, I got to go listen to the next podcast.
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I got to see what's dropping.
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Because if you're not, you are missing out.
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But I do put work into these.
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And so if you have not had the opportunity to go leave a honest review or share the podcast would be much appreciated.
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I don't ask for much in the podcast.
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And as most of you know, I am not making my money primarily from the podcast.
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I'm making my money out there in the field, out there knocking doors and grinding, just like probably most of you listening to podcasts.
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So it would be much appreciated if you can go do that.
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Leave a review on iTunes, rating on Spotify, and then just share the podcast with whoever you think could benefit from it.
Understanding Personality Types in Sales
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And so today we're going to be talking about something that I've heard some probably, I don't know, three, four trainings on from guys that I would consider.
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have mastered this.
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And I'm no master in this specific topic, but I do think I know the basics.
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And so I wanted to give a crash course on what are the different personality types we encounter out there as we're selling.
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And this is something that I didn't think was that important.
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I was always just like, okay, send me out there.
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I'm going to sell everyone.
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I'm going to treat everyone the same.
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I'm going to just push.
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I'm going to be assumptive.
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And I can sell whoever, which can get you far, to be honest.
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Okay.
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But
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What can get you even further, if you know how to identify the different personality types, the different ways people like to be treated.
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Okay, we've heard of the golden rule, treat others how you want to be treated.
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But what's the platinum rule?
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Treat others how they want to be treated.
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But if you don't know how they want to be treated, then how are you going to be able to deal with that?
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So that's why I think it's even more powerful.
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Learn some personality types.
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Learn to identify the type of person you're selling to, type of person that's sitting across the table from you.
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And I think this is the way you can jumpstart your success journey.
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close more deals and maybe take that closing percentage up by 1%.
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If you've been in this game for a while, you know, there's not really like, unless you're new, you can make changes and see massive improvements.
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But if you've been in this game for a while, if you've seen success, you're probably to the point where it's not about like making massive changes and seeing a massive difference.
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It's more about doing one or two small things different and seeing a 1% difference.
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But what could 1% difference mean over the course of the year?
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It can mean 12% different.
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Maybe you're 1% better every month.
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So look for those little things that can give you that edge.
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And personality types, I believe, is one of those things.
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So we're going to just get a little crash course on the personality types.
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We'll probably do a deeper dive into specific things with this.
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But just wanted to introduce some of what I've learned about these personality types.
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And then if it's something that people like, we will do more episodes on this.
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So I first heard about this, but first training I think I heard was at Door-to-DoorCon.
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I think it was 2019 maybe.
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A guy named Ian Wendt, he got up on stage and talked about all these different personality types, said how you want to sell to them and talked about why it was so important.
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And at that time, I just kind of tossed it off to the side.
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But now as I've heard more trainings, definitely think it is important.
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So Ian Wendt,
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I want to thank you for giving me the introduction to this.
Sales Tips for Different Personality Types
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This guy has mastered the personality types.
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And if you want to follow him, he is on Instagram.
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He's been on the podcast as well.
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So let's jump into four different personality types.
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Some tips you can use to identify them.
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Some tips you can use.
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things you can do to sell better to these types of people.
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And hopefully it's helpful.
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Okay, so number one, we're talking about the bulls.
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This should be pretty obvious what type of person is a bull.
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They are someone that is aggressive.
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If you look at careers, they're probably police officers, truckers.
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If you're selling out like boonies or, you know, small towns, things like that, you'll probably get more to these people.
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Confident people are just like, yo, what the heck do you want, you know, coming at you, pumping their chest up.
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Those are bulls.
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So what's going on with them?
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How do you sell to them?
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Well, number one, you got to be a bottom line.
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You got to get to the point.
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You got to be stern with them.
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You got to mirror them.
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Something that Ian says, if he sees a bull, he goes up, he pumps his chest up, shakes their hands, says, hey, how's it going?
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And you don't back down.
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Their interests are your interests.
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And you get them to like you.
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Something that has worked well for me with these people is you stroke their ego, their ego rather.
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And so things like labeling that.
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So if they have a nice house, if they have a nice truck, labeling it, you seem like the type of person that is smart with his money to have a house like this, things like that.
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And really just that's the key.
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You seem like it seems like labeling it, right?
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Seems like you're the type of person that's really good with his money.
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Seems like you're the person that has the best truck in the neighborhood.
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get them to agree.
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And if you can stroke their ego, these people love that type of thing.
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So that's your bulls.
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That's your assertive personality.
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And, you know, the tools to use with them, mirroring, acting like a bull yourself, labeling them, summaries of what you said, keeping it simple, and then just getting a that's right, getting them to agree.
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So if you label, seems like you're the person that's smart with his money, if you can get them to say that's right, you know, you're on the right track.
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So that is your assertive, that is your bull type of personality.
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Number two, you got your owls.
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Okay, what are owls?
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They are your analytical people.
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And to be blunt, they are probably my least type of people to sell to.
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These are your engineers.
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These are your people that want a lot of details with it, that want to be very, very thorough.
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Okay, and so with these people, you want to make sure it's really clear.
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You want to explain it in multiple ways.
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You want to say things like, did that make sense?
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Did I do a good job explaining it?
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Get them to talk and, you know, reassure them.
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And then some things that help with these owl personalities.
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is really just using data.
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And so I've talked about on the show here, keeping a tab of every single article, every single thing you say, having a backup visual representation to really just get them to buy it.
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Because people believe what they see, not what they hear.
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especially with L's, you want to have that proof of what you're saying.
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So be ready with these people to have articles that back up what you're saying, show them the spreadsheets, and just be ready to have all these tools and data ready, data comparisons.
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And that's how you're going to get these people, showing them lots of data.
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And, you know, hopefully they're not going to ask for a million quotes, but...
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Also, just I take the brokerage approach saying, hey, we actually work with multiple installers.
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So maybe you show up to these people.
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I've done this before.
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I've showed up to these people with three quotes in hand for solar.
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They have all three already.
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I write.
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I put lines on the middle of the page and just break it down, give them comparisons with all of them.
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So that's something that's worked with me.
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Number three, you got your lambs.
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Lambs are a, you know, you want to make them feel good.
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You want to get them down to an emotional level.
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They're your quieter people.
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They are people that are more likely to cancel.
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They're people that probably are just less sure of themselves.
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Okay.
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So they see themselves as personable, conversational, relationship focus.
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They're friendly and you want to build relationships with these people.
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You want to take time to build some rapport with them and just get them to like you.
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So they're happy when communicating.
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They are distractible, poor time managers.
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And they may over promise, agree to give you something they can actually deliver.
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So these people, you know, we're not being racist or anything here.
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But I'm thinking like if you're looking at a lot of the Hispanic people you sell to,
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A lot of these people are this type of people.
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They will promise things and maybe not, you know, they want to make you happy.
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They don't want to disappoint.
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They'll promise things.
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They'll act excited when maybe they're not to that level yet.
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So that's something you really want to make sure of.
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You want to get them to actually do what they're going to say and really verify these things.
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And some tools to use with them are using calibrated questions focused on implementation.
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And you really just want to connect with them on an emotional level because they want to please people.
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They're gentle and considerates.
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And what do sheep do?
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They follow, right?
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So if you can show them that this is a great decision, connect with them emotionally, reassure them, then they will follow.
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So that is your lamb personality.
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And last but not least, you got your tigers.
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Yeah, tiger.
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I looked at the picture.
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I've got notes on it.
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I see a little tiger from Winnie the Pooh.
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Wait a second.
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Is this tiger or tiger?
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So your tigers, these people are just driven by excitement.
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And according to the internet, they're tempest, calm, warm-hearted, yet fearsome, courageous in the face of danger, yet yielding in soft and mysterious, unexpected places.
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Tigers are very confident, perhaps too confident sometimes.
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Although they love adventures and are addicted to excitement, it is better not to challenge a tiger's confidence.
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So there's your description of a tiger.
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These people, my favorite thing to do is just get them high-fiving you.
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If you have not done the high-five after the credit check, this is super powerful, especially on these type of people.
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You get them excited.
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You give them a high-five.
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Hey, you just got approved.
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Congrats.
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High-five, high-five, high-five to your kids.
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And it really gets them going.
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They can get excited and then you want to connect with them before you go through all the facts and questions like, have you heard about what's going on?
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Get them curious.
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That's a great way to connect with these tigers.
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So just a crash course on these people.
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Again, we're not going to get super deep on them.
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And I am not the expert in this.
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I'm still learning.
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So I'm just sharing with you some brief, brief advice.
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training about these things.
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But what I would challenge you to do, go look these up on your own and start to identify them.
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This is something sometimes I forget to do, but as you go and analyze your appointments, your presentations that you made, and hopefully you're recording them, okay, as you go back and listen to your presentations, think to yourself, what type of person was this?
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Then you'll notice that as you go back and do that analysis, you'll start to recognize these people right off the bat.
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You don't even have to go analyze it.
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And when you recognize the personality type, you know how to sell to these people.
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So go do some research of your own.
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Would love to hear what other things help you in the personality types.
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Let me know and let me know if this is something you want us to dive deeper in.
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We can dive deeper into specific things, specific word tracks that will help.
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But for now, hopefully that got you excited to go do some investigation and start recognizing these personality types.
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Hope that's helpful.
00:11:39
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And next podcast, we're going to be having on Brian Leposki.
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He was originally scheduled to be a couple weeks back, but we had some technical difficulties.
00:11:47
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So Brian, we are releasing his podcast for the next
Upcoming Episode with Brian Leposki
00:11:51
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one.
00:11:51
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He's going to be talking about how he built his company into a multi-million dollar company, how he came from SolarCity originally, one of the OGs over there, how he took what he learned and really is just using it to crush the solar markets on the East Coast.
00:12:06
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So don't miss out.
00:12:06
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He also dives into what he does in a CRM follow ups and things like that if you like some of those more geeky details.
00:12:13
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So make sure you don't miss out on that one and we'll see you on the next one.
Free Sales Diagnostic Offer
00:12:18
Speaker
Hey, solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:12:24
Speaker
Well, so was I. And the truth is, I was never able to improve it until I figured out what was going wrong.
00:12:31
Speaker
So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
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Speaker
We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
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Speaker
So at now we have six bucks for this month.
00:12:46
Speaker
So book a call now.
00:12:48
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Don't miss out.
00:12:49
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What you're going to do is send an email to taylor at solarpreneurs.com.
00:12:54
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That's taylor at solarpreneurs with an S dot com.
00:12:58
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I'll send you out a calendar link and we will figure out the time that works best.
00:13:03
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So shoot that email and let's increase your sales.
Top 10 Solarpreneur Episodes Cheat Sheet
00:13:09
Speaker
What's up, Solopreneurs?
00:13:10
Speaker
Hope you enjoyed the episode.
00:13:12
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:13:23
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:13:30
Speaker
What episodes should I listen to in the podcast?
00:13:33
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:13:37
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solarpreneur.
00:13:50
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
00:13:59
Speaker
So go download it right now.
00:14:01
Speaker
It's going to be at top10.solarpreneurs.com.
00:14:05
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:14:10
Speaker
Don't forget the S on solarpreneurs.
00:14:12
Speaker
We will have that in the show notes.
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Speaker
Go download it right now.
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Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
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Speaker
That's going to show you how.
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Speaker
So go download it and we'll see you on the other side.