Episode 08: Using DISC to Build Rapport in Sales

 

John

It’s not in my comfort zone, it’s not the thing that I enjoy doing the most. And so before I figured out and learned that if I can figure out who is someone else is, and try to slide towards that quadrant, you know, the D needs to be more task oriented, you don’t need the details, you don’t need to know how the sausage is made, versus the S and the I, let’s talk about your team. And let’s talk about like what’s going on in your world and all of these things. The more that I do that the more trust I build and the easier the rest of my conversation becomes right? Now, when I’m networking, right, I go out to a networking event, I get someone’s card, I follow up via email, hey, we’d like to get coffee, talk about if a little bit more about what you do. Tell you a little bit about what I do see if there’s any overlap. And then we go and we make coffee, or we have coffee.

Al

Like making babies?

John

No, it’s been a long day.

So that is different to me, then someone schedules a call to talk about something and they’re a prospect. Because I’m building a relationship versus I need to qualify this person understand where they’re coming from, build a little bit of trust, and then get into my sales process. Right there. They’re different things because I don’t treat these coffee meetings as ‘I need to sell to you.’ I’m trying to build and nurture relationships that way you go sell me to everybody you know.

Clint

Okay, so let’s talk about you talked about a call versus in person meeting, two very different approaches to having to build bonding. That’s true. And noticing things about your customer that you’re talking to on the phone is, is relatively difficult to pick up those things. What kind of things are you looking for?

John

So before before we go to there, even if it’s an in person, in person prospect meeting, right? They’ve invited me in, and they’re like, hey, John, I’d like to talk about what you do when I go in to meet with them. That’s, that’s still a different process for me than the networking relationship building, because I want you to send me referrals and vice versa if I can do so. So, but yes, it is harder even on the phone, because can’t see them, you can’t pick up on their, on their posture, right their body language and things like that. So you gotta work a little bit harder.

Clint

So one things you can pick up on is tonality, speech patterns. Even to the point where, you know, one of the things we’re probably talking about quite a bit today is what are they talking about? Are they talking in, in love? Are they talking about passion? Are they talking those key words, they talking facts? Those are all great little snippets and have a conversation that you have to kind of write down jot down while you’re on the phone and figure out what quadrant they slide into by those key words.

John

For sure it and there’s, there’s three other key words, right? If you’re talking about the way that I see it, or what I heard was, or how I feel, in my opinion, right? So are they visual, or the audio or kinesthetic? Right, right? Because that also helps, right? Because if you’re saying, well, the way that I think about this, and I thought in this and I’m saying well, the way that I see it and everything else, I’m not going to build as much rapport and as much trust with you as if I’m using those same words back to you.

Clint

Yes, yeah. And what we would call that as matching and mirrroring, right. Yeah. So there’s a lot of great, man, you can, you can look at some YouTube videos of for example of Tony Robbins, he does many segments on matching and mirroring and how you do this? And what exactly what John is talking about using those words back to them. Right? So in my opinion, okay, great. In your opinion, here’s what you repeat what you said, repeat it, how they said it. You know, if, if they use the word like Nan, Nan is probably going to use a lot of words like love and passion. And, you know, and I can’t wait and everything so important to her because it’s truly something that she loves to do. So as an S, if you’re dealing with an S, you got to use those words back. Because if I use words like hate, and oh, my gosh, I can’t believe somebody would do that. You know, use those big words, the opposite direction, you’re instantly guiding the conversation in the wrong direction.

John

Absolutely. Right. And then the thing, I don’t know if we’ve talked about this on the air, Clint, but with you and I being task oriented, we’re looking at that negative thing, because we’re looking for how we can improve it.

Clint

How do we fix the 10%? Not the, talk about the 90%?

John

Right. So that kind of leads us down that path of if you’re dealing with someone you know, who’s people oriented and everything else like like Al and Nannette being the I and the S, you know, they’re looking for the good, right? You know, like, like, Hey, this is great. And let’s keep this thing going and everything else. But if you ask my opinion. And this, this got me not in trouble, but kind of like a bad rap in like corporate situations, right? Because someone’s like, hey, John, what do you think about this? I’m like, “Well, I think it’s dumb. I don’t think this is necessary.” And they’re like, oh, John’s not a team player. Yeah, I’m a team player. But yes, my opinion. And I’m looking for the way to make this thing better. Sure.

Clint

Sure, me and you both deal with it.

John

Absolutely.

Al

Yeah, I just use one word. Amazing.

Clint

And I. Don’t forget I.

Al

I was the guy who wore that word out.

Nannette

The two most overused words amazing and awesome. Never usenamazing and awesome. So obnoxious. Quit using it. Use other words…

Al

Nan, there are people who do use that word. I mean,

Nannette

I apologize. I just think it’s one thing that…

Clint

At the same time, if your customer is talking about how awesome he is, and how great he is, and amazing he is, those are the words you should use back. Absolutely. I mean, I believe that.

Al

You amazing asshat.

John

Okay, so for the sake of keeping the show shorter than three and a half hours, right, let’s…

Nannette

Good luck with that.

John

But let’s talk about the networking side of this thing, right? Because we all, we’re all in relationship sale, like no one here sells a transactional one and done kind of thing.

Al

God bless you if you do, man, cuz sometimes this whole networking thing gets to be a whooping.

John

For sure. Yeah. So yeah, true. You know, there are some people who are who are more cut out for a very transactional sale, and a lot of people in my quadrant. That’s, that’s me. And a lot of people in Clint’s quadrant, you know, Clint’ll kick down any door. But if you have to maintain a relationship longer than what he’s expecting, that can go bad a lot of times, right?

Clint

Yes.

John

Do you want to expand a little on that?

Al

But you have big projects that you have to spend a lot of time?

Clint

I’ll be honest, I definitely believe in that the customers for life tradition that when I, I’m not selling you one job, I want to do all of your projects, I really do. Because if we find a winning potion, we’re successful on one, I want to be successful on twenty. And you should be too, where, where it comes in hard for me as a D is is finding that winning recipe. Because I have to care about people, I have to network, I have to do all these things. Bonding and rapport, have to do these things in order to find that winning recipe. So it’s not once we’ve developed it, that’s the problem. It’s developing it. That is the hard part. And it’s not a problem. It’s just it’s a hurdle for me versus probably somebody like Al and Nannette to do.

Nannette

Right. Because you have to work through people, you can’t just like step into something, and it’s, it clicks. And you have to work through people.

Al

Well, and I think, for me, I don’t like when people feel bad about me or something I’ve either said or, you know, maybe something got taken out of context. And I think the two guys on the bookends here maybe can move past that a little bit quicker. Whereas maybe from a sensitivity standpoint, I’m sensitive to the fact that if we have to discuss something hard, I want to make sure that I’m not running it down your throat, that you know, you’re participating in the conversation with me, I don’t mind having a hard conversation with somebody and saying, Clint, or John, or Nan, hey, this is difficult for me. I’m, I’m not super confrontational. I mean, unless I’ve been drinking, but that’s a whole nother story.

Nannette

So I know what that is. And he he is completely accurate. And he lives that. In business, he doesn’t BS, he he tells the truth. And people respect that. That gets you somewhere. And it it’s from the gatekeeper, the first person you meet, to the decision maker when you if you are truthful. And you you don’t, you know, don’t BS people. I mean, it just, now you look you, you hear that? And you think well, how is Clint going to meet the gatekeeper. There is something genuine, you actually have a kind heart, you just have to think about doing it harder than we do that way being the I and the S, Al and me.

Clint

Yeah, I definitely believe that the I and the S in the situation, this should be a very natural task to you, is to build rapport with somebody. Because like we said, you’re at the you’re at the bottom half of the quadrant. So you’re people oriented? That is a big deal. Because Doc, you said something earlier that I’m not afraid to have the hard conversation with somebody. You’re right. I’ve seen you do it many times. However, how you do that hard conversation versus how me and John do that conversation? That’s where you really see the rapport come in, that you’ve built. So you’re able to…

Al

High C it?

Clint

Yeah, true.

Al

You know, one of the things that I think I’s, particularly and maybe this folds over to an S is, we get caught up in these conversations that don’t go anywhere, right, that we spend too much time and it’s non- revenue. You know.

Nannette

I do think Al and I do that. I do think that is true.

Clint

That’s that people versus task divider.

Al

And and I can I catch myself at it. I really do. I mean, and then there’s where I’m like, Look, we’ve just blown 30 minutes, and we really haven’t gotten anywhere in this conversation. And I’m going to run out of time, and they’re going to run out of time. They’re just, they’re just not going to stay with it. Because they’re not your cousin Louie, right. You’re not in a bar, you’re in a business meeting, you’re there to, you know, push a project forward or get some more information that would take the next step for a sales process. And if you’re, you know, chit chatting it and using all your valuable time. And I mean, I guess that’s one thing as I get older, time is the most valuable component that I have. So I want to use it wisely. And it feels good to get to know somebody and, and I mean, that genuinely, I like to know about people. Yeah, and I, you know, I feel like I better understand the person that I’m eventually going to settle down. But shit, I gotta get to the sale.

Nannette

Ultimately, you have to have a goal to have a mutual benefit between the salesperson and your prospect, and then their success. So you can’t just go in there thinking mamby pamby, gotta have Happy, happy, everybody happy.

Al

And I hope everybody heard that. That’s an S wanting to sing Kumbaya. I just don’t want to get in my own way. Right. I don’t care if we sing Kumbaya, or you tell me no, because I go for the no.

John

How do you balance that though?

Al

Balance, be more specific?

John

How do you, how do you balance your natural tendency of being the I, and I love to tell stories, and I like to, I want to be your best friend, and I want to have a good time. Versus I got to get my shit done, right? We’re here for a purpose.

Nannette

Your goal, your mutual benefit.

Clint

I will say money.

Al

Well, it’s because it’s part of the process. And I could get bogged down on the first section, bonding and rapport, and use all my valuable time doing that, and walk away with not enough time to get to the rest of the process. Or I can give that, I could be expeditious with my time about getting to know somebody, asking them some relevant questions and knowing once we get the Yes, I can talk to them all the time about themselves, right? I’ve got, you know, that now it’s on my side to where I can call up and say, John, you know, how’s that kiddo of yours doing? Are they starting kindergarten today? You know, oh, yeah. Well, cool. Yeah, I remember those days. Remember that? So I chatted up that way. Because I know now we have an ongoing relationship, because you’ve said yes to the project.

John

Have you gotten better at that over time?

Al

Absolutely. Because I…

Nannette

Everyone will. You get better over time.

Al

I’m shocked that I ever sold anything.

That I’m not like, I don’t have a coin purse, cuz I’m trying to figure out how to spend my last five cents, or, you know, I got a little bit of money left up blown it all, you know, bonding and rapport.

John

How does that how does that improve? Like, like, like, what do you measure that? Is it? Is it just like setting expectations around like, hey, like this meeting might run a little bit longer? You know, should we go ahead and switch gears like like, how do? Are you, when you’re sitting at the table? Right? And you’re and you’re having that first meeting? And like, are you aware that you’re spending too much time? Or do you just look down and you’re like, Oh, shit, it’s 25 minutes into the hour?

Al

Good question. In the beginning, I wasn’t aware, you know, I was just babbling, and we’re just chatting it up. And then they were having to go, I’d get up and I hadn’t really had a good sales conversation. I’m like, Okay, well, you know, we’ll talk soon. Yeah, I’m like walking to the parking lot, going, well that was fun. But you know, I just wasted an hour of my time.

John

But, but in the beginning, though, it’s easy to leave those meetings, and think, man, man, I just had a great conversation.

Clint

These guys are going to buy from us forever.

John

Oh, absolutely.

Al

And then I come back in and the receptionist would be like, Who are you again? Yeah, so you started all over again. You know, and hopefully, you didn’t let it go stale by letting too much time go by, right. Whereas if you’ll get an engagement off of, you know, you go from your bonding and rapport, and you feel like you’ve, you now move into a portion of the sales conversation. Yeah. Then you’ve, you know, you’ve you’ve got a reason to go back. Right. Whereas if you just chatted about kids, they’re like, Oh, we had social hour. Thank you very much. Why are we talking again? We got to start all this all over again.

Nannette

They know your names, but they have no idea what you’re selling.

Al

Yeah, they know, they’ve not seen anything actionable, because you didn’t get to the action point.

John

So Nan, as the S, like, do you, do you see yourself improving with that? Like, what was that process to get better, and make sure that you’re spending your time well versus just being?

Nannette

So in the beginning, you know, you think just what kind of what Al said that you think everyone loves you and they want to talk to you. And you’ve got the sale. Well, you don’t have the sale if you don’t actually tell them what you’re selling. And what you’re bringing to the table and how it can be advantageous to them. Yes, sir? Al put up his finger.

Al

The only reason I say that is because I think you fell back into features and benefits, which I know we don’t do. We look for what problem does this individual have and how we solve it. And I know Nan does that, I’ve seen her do it. So I don’t want people to get the wrong impression that you’re just going to go vomit on these people.

Nannette

No, I was saying initially, that was what I did. And that’s right. And then when it wasn’t working, then I went, okay, wait a minute, there is there’s a different process to get to the goal to succeed. And you learn that over time, but we’re trying to prevent you from having to do what we all did in the beginning. That’s the whole. That’s our goal with this is that we want to show you okay, this doesn’t work. It doesn’t work to just be buddies with your neurosurgeon. They don’t care. I mean, they might care. But they don’t care about your product if you don’t show them the benefit of that, but not by throwing up on them all the benefits of that.

Clint

And I think, let’s set this, set a little scenario here. Because I think that the S and I and the C and the D would would change gears in this, this pattern a little bit. So if you’re sitting in a conference room, and you’re chatting about kids, and you know what you do on the weekend, that rapport that we’re talking about, you’re getting to know things. One thing that a D and a C will do if it gets too long, we’ll cut it off. Right. One of the things that we do bad in that regard, is we do it too harsh. Oh, we’ve ruined the rapport by saying things like, “okay, anyway, back on task.” We say those harsh things to get back on task, and it really ruins everything.

John

It’s It’s like when you’re driving that like old car in the clutch is going out, you know, and you can’t really get into gear and you’re just grinding. You know, I mean, I mean, it’s not a smooth process. That’s, I mean, I have had some rough transitions away from, hey, let’s, let’s chat a little bit and let, you know. And to to your earlier point, right, what I’m trying to do is I’m trying to figure out where you are, right? Are you someone like Al? Are you someone like Nannette? Are you someone like you or someone like me? Because once again, I’m trying to figure that out. And as soon as I know that, and it’s a prospect meeting, I’m going to move forward with like, setting expectations about why I’m there and what I’m hoping to cover.

Al

So when you meet somebody like you do you guys like trade spreadsheets and stuff?

Do, you’re like…

John

Pocket protectors?

Al

Bro, you seen this? Yeah.

John

Well, what’s really interesting is that in in my last role, as you know, a web design agency, I didn’t deal with a lot of people like me, right? Because like I was dealing with the entrepreneur, right. You, you….

Clint

Probably the creative side, too, right?

John

What do you mean? I’m sorry?

Clint

Like the creative mindset, the artistic side?

John

Not, not as much as you would think. Honestly, it was a lot of people like Al, right, the visionary. Right. “I’ve got big goals and big hopes, and I want to talk to someone, you can build me a website, and you guys are the affordable guys. Hell yeah. Let’s talk about it.” And now, right, I still kind of talk to those people. Right? Talk to sales managers and owners, and typically those are not C’s. Right? I mean, I’m kind of the outlier as the as the entrepreneur who’s a C. I mean, I mean, it doesn’t happen very often, cuz you gotta go talk to a ton of people and be a salesperson.

Al

Right? Unless you’re like an accountant or something like that. But yeah, I get where when you… but you bring structure to ideas. Right?

John

Exactly.

Clint

That’s what a C does.

John

I’m gonna give you a T-shirt for my company.

Al

And that’s a win. That’s a win in my book when somebody like you says, Okay, yeah, I get what you’re saying, which is the bonding and rapport. So now I’m buying in?

John

Yeah, my favorite question is, how do you measure that? Yeah. And everyone’s like, “uh, huh?”

Al

It’s too small today, I just started at it.

I don’t want to cry man, just came to look.

What would you say?

Clint

So there’s a way that John has to do that, now that you guys have built, you know, rapport. And now you’ve, you’ve got the idea, John, you know, Doc’s a big visionary. He’s got this big idea. Now you have to bring facts to the table, and maybe, maybe even crush his dream, right. But you have to….

John

Sometimes, yeah.

Clint

You have to do it in a manner. And this is, you have to recognize who’s across from you.

John

So hold on. That’s a whole other episode, though. It honestly is, right? Like, like illuminating concerns and looking for potential pain points and things like that. That’s down the road.

Clint

But hear me out a second. So what I was saying earlier is a C and D will transition that, let’s get this task done today. And they’ll do it harshly. One thing that we can take out of the playbook of an I and an S is to say things like, Oh my gosh, we’ve been chatting all day. See what I’m saying. So it’s a very, it’s a very different transition and a task.

Al

How hard is it for you? And now I know because you….

Clint

I’m a pretty social guy, right, I like the rapport side, so so I don’t have any problem with the rapport. But I do get to the yawning stage of like, okay, heard about this, your cute cat for a little too long. Like we got to get going on, you…

Al

You don’t like cats?

Clint

No.

John

So I’m a social person with with people that I that I enjoy hanging out with. The average prospect, I’m not, this is gonna sound so harsh.

Al

Don’t run with those scissors. Man, don’t do it.

John

I’m not, I’m not there to build a relationship, like, like us three have relationships or, or the four of us or like my close friends, right? So. And the thing about it is, is I struggled with it for some time because it felt forced, and I felt fake and inauthentic. So if you’re a C and you’re struggling with us, jot this down, put a task behind it, because once I figured out, I’m just trying to figure out this one thing, and then I can move on to the rest of it. Because if I’m talking to Al, then I’m going to ramp it up a little bit. Right, I’ll talk about Oh man, that’s awesome. And one thing that I love to do, as much as I hate being wrong, is I will fall on the sword. And so if I’m talking to someone like Al, ‘man, I could talk about this all day long. Right? And I love this, you know, but should we spend some time talking about like, why, why we’re here today?

Al

Well, okay, and you’re being polite because you’re a little bored. Hey, and I know it because we built that rapport that allows you to say that to me, and then we move on. There’s the key issue, because I know you give your time to charities, and I’ve seen you at social networks. And I’ve seen you introduce me to other people. And you do it in a, I mean, it’s not an awkward way. So you have a presence that’s different than mine, that really works in certain arenas, because you’re the perfect person to put a benefit together. Right?

John

But if you’re, if you’re on the other side of the one way, glass, oh, man, I’m just like, how does this benefit me? How does this benefit me? Right? Not the charity work. But, you know, I make a lot of introductions among people that I know. And the reason why that started is because when I started out, in the website world, my partner knew everybody, we go to a coffee shop, and every other person would come in and be like, Hey, man, how’s it going? And he was, I just in awe because he knew everybody. Say, man, I want to be that person. It’s like, oh, you’ll get there eventually. And I’m like, No, this is never going to happen for me. Like, I’m just not this person. And then what when it came to like asking for referrals and introductions, I felt uncomfortable, because I didn’t really feel like I knew anybody. So then I just set a trap for myself. Every week, I was not leaving the office until I made at least 5 introductions. And it wasn’t always for, like business needs. But sometimes it was like, hey, you’re cool and you’re cool. You guys should go have a beer, because you both enjoyed this one thing that I uncovered in our networking. So I then kind of became this guy who you wanted to have coffee with, because I was going to open up my my book and, you know, make some introductions happen.

Al

Look at you, the digital godfather?

John

No, I mean, it’s kind of a karmic loop of networking, right? You know, if I give out enough, right, by the role of reciprocity, which we’re all kind of hardwired by, you’re going to feel, you know, you’re going to want to give referrals and introductions back to me. Or if I show up and say, Hey, I went through your, I went through your LinkedIn. You know, I saw a couple of people, would you mind making an introduction? You’re gonna, you’re gonna say yes, because I’ve already introduced you to like seven or eight people in most cases. Sorry, we got a little off topic there.

Clint

Yeah, you did. So talking rapport, DISC styles, how to recognize, for sure. Who’s across from the table? Who are you as a person? How do you, let’s start with Nannette, how do you do that? What’s your first step into looking across the table, seeing a person? What do you start looking at as a character? How. what do you start building in your head of who that person is?

Nannette

The first thing I always do? Is I look at their demeanor when I’m walking in, so if they’re stressed, or there’s always…

Clint

So, physical stature?

Nannette

Right, just the demeanor that’s going on in the room, and with that person, and then I ask questions, I, genuine question, not, I don’t go in with, I’m going to ask this question to whoever it is, whatever they’re doing. I think, I look at them and go, Oh, she probably has kids. And then I ask them? Do they have kids. People want to be known and want they want a truthful statement about them. They want to share. And I think a huge failure across the board. Professionally, personally, is we go, even to the grocery store, we all go to the grocery store. We talked about this a little bit last week that are the last one, but that, you know, you go into the grocery store and you just act like everyone’s doing the same thing. And nobody really cares about anybody. Well, nobody cares, everyone does, probably they are in their own little bubble. But if you, you can pull stuff out of people, and that means a lot to them. So if you go do that professionally, and you genuinely want to know, Do you have kids? Do you, I mean think of something that? You know, and if they are like now and like okay, well, you know, then just ask him another question. I know that sounds probably really silly, to a D. But it really matters to people, I believe that. I think you can influence people if they’re an introvert or not. I mean, to you can pull a positive out of someone, if you give them a positive.

John

Clint gave you the hardest look in the middle of that thing. And I can’t wait to hear what he was thinking when he was looking at you.

He probably wants to throw up on me.

Clint

Like I just, you know, as a as a pretty high D, I don’t think everybody cares. That’s, that’s my opinion. Some people just want to get to work, right? I don’t, me personally, I give a shit less if you ask me how, about my kids and my day? And it’s my personal information that I’m not…

Nannette

I can’t even get my head wrapped around that. But I’m working on it.

Clint

So, so what a great way to look at an S to a D, right? So as an S, across from a guy like myself at a table? You asked me enough those questions, I’ll answer a few of them, there’s probably going to be some personal information that I’m, I’m sketchy on why you’re asking.

I mean, seriously.

John

So because you get sold to a lot, right? So, so this is really interesting. How do you deal with it with, how do you deal with it whenever a vendor rep or someone comes into your office and wants to build bonding rapport with you?

Clint

I just shut it down?

No. I’m joking.

Nannette

Some of my surgeons are D’s for sure. Not all of them. And I will tell you, I don’t do that with them. So good point. I’m glad you brought that up. Okay. Thank you. So with a D. So in most cases, you can go to it, you can definitely go to neither. Like they want to tell you everything.

Al

Do we have enough time.

Nannette

Exactly.

Al

Let’s order in lunch.

Nannette

I think C’s want to share as well. They don’t want to go into depth. They just want to, Yeah, you know that, they’ll share a couple little things about themselves. Now a D, I and you can identify that because look at I mean, you can look at a… If you, y’all are able to see us visually. Man, you know how how our D his. Clint is just irritated easily by just silliness like me. So then he, you see that person? And what are you going to do? You’re going to back off and you’re going to be calm, very quiet, you’re not going to like just be in their face. But you’re still going to ask them a personal question. I mean, I’m not, I’m not going to just get straight to it. So you’re saying that’s going to irritate you.

John

Hold on real quick, though. For all the S’s out there, right? Yeah. You’re, you’re not silly. Right? Like, like, like, that’s dismissive of….

Nannette

Oh I, that’s true. I don’t think I’m silly, right? I think I’m wonderful. I think the D’s that are irritated by the S’s are silly.

John

But this is an important point, right? Because like, that’s why we’re all here, right? You don’t have to, you don’t have to not be you and not be the S when you’re when you’re selling and networking and having sales conversations, you just have to be aware of like how much S you are putting out there. Because it might not be benefiting you at the time.

Clint

Let’s back up. Okay, I’m going to back this up again. Because one of the things that I’m really curious about in this is, how do you recognize, not how you sell to them? Not? How do you deal with them? But how do you recognize what profile the person is across the table from you? Right? What do you do to kind of bring that out of them? You started talking about asking personal questions. And look, you can get a lot of right up front answers. If you start asking personal questions and people pull back you start realizing that they’re not, they’re not….

So that deducts two out of the four.

Nannette

Okay, well, I would like to know if I am coming up to you at a table. First time we’ve ever met. What do you, what are you comfortable with?

John

Yeah. What’s the first question that you ask people? Right? You know, when you’re networking and or, I’m sorry, calling on a prospect to talk about business? Because, because we’ll talk about networking another time?

Clint

That’s kind of a loaded question a little bit. Let’s let’s just say this. If I know nothing about the person sitting across from me at a table, doesn’t matter the setting. I use my tools. I’m, I’m direct. I’m very deliberate. I want to know the answer. So I’m gonna ask the question. How do you deal, are you a, are you a fact factual person?

John

You ask that?

Clint

Yeah. Why not? I’m direct. That’s, that’s who I am. I mean that. But why not make sense? Sure. If I’m sitting across from a guy that I’ve never met before, I’m like, Hey, man, I’m just trying to get to know you. Are you a, man, do you like so when I put this bid together? How do you want this? Do you want this in factual form? Do you want to talk about, do you want to talk about the quality? What do you want to talk about here? I’m pretty upfront.

John

Do you think that changes that in a different industry that is not so bid based?

Clint

Yeah, maybe I still do that?

Al

I don’t think it does.

Clint

But I still do that at the, when I’m meeting somebody new for the first time in a bar.

Al

Yeah, I mean, if you’re a car salesman, right, what do you like to see in a car? What are you looking for? Right? That, that direct approach to tell me a little bit about why we’re sitting here?

John

So okay, so this brings up a super important point, right? Because I’ve had a conversation with someone who’s having a bad day. And I’m like, oh, man, this guy’s a D. And then they’re not a D. They’re just having a shitty day. And everyone’s allowed to do that. Right. So you have to be constantly evaluating are is, are you right?

Clint

You asked me my first question.

John

Sure. Well, absolutely. Right. But that’s, that’s a discovery question.

Clint

Maybe. That’s what I’m trying to do is discover who I’m dealing with.

Al

But I think a D’s bad day is different than an I’s bad day. That’s different than an S’s.

Clint

I’m not talking to you if I’m having a bad day. I’m not even talking.

John

Right? Because if you’re because if you’re under the gun for time, right, let’s not say that you’re having a bad day? Let’s just say that I catch you at a bad time. Or you forgot that you double booked yourself. Right, Michael? So you Hey, Al, you know, we we agreed to meet, you know, and then I don’t do a good job around setting setting expectations around time, right? So now you’re pissed off? Because you know, you have this other thing coming up, and you want to get rid of me and everything else? And I’m like, how’s your day going? Good. I’m like, Okay, well, you know, I’m beginning to formulate an opinion.

Clint

It wasn’t awesome, so…

Al

But wait a second. You do that because you know me. And I think that what happens is when somebody says one word, if you’re listening, you’re looking for that next clue to dig a little bit deeper about Okay, I get it, something’s not right here, or this isn’t the most pleasant conversation I’ve had. So am I is it you know, where’s the issue? Is it because the guy’s a jerk? You know, or is it because he’s pressed for time? But there’s, there’s when you go to work?

John

Sure, no, I agree. But we can be wrong, right? You know, you can catch them on a bad day. So you’re going to be reevaluating that throughout the course of the conversation. So…

Al

But if you’re so self absorbed that you’re not recognizing that this isn’t going so well, for whatever reason, good day, bad day. The guy’s not connecting with me, or I’m sensing that I need to ask the right question. And that sounds ambiguous. But I think when you sit there and you look at somebody, and you, if they’re a C, then you begin to hone in on? How do I get around this awkwardness of our initial discussion so that I get to a deeper level?

John

Do you call that out in your conversations?

Al

Sometimes, but not all the time. Right?

John

Do you have to have like, a certain amount of rapport with someone before you say…

Al

No, I’m building it. This is our, this is a first, you know, we just sat down. So I’m not assuming anything, but I will say so, you know, and it kind of hard sitting here, just set the mic. But they’ll give me a clue. I’ve said this over and over again.

Clint

What kind of clue?

Al

If something will, the day will give a hint as to it’s almost like foreshadowing in literature, right? I’ll feel that hint. And I and if you’re too involved with yourself, or your nerves, or where you are, then you’re going to miss it. Sure. But if that is so true, you’re going to get you’re gonna, you know, you’re going to pick up the ball and you’re gonna be able to run with it.

Nannette

And then you know which direction to go and you and you go in it.

Al

Because you can say to somebody that, wow, kind of a hard task running the division that you run, you know, tell me a little bit about some of the challenges you face? I mean, if that’s a okay question to ask, can you tell me a little bit more about that? If you get a little head nod or little, okay? Because a lot of times if somebody is upset about something, may not have anything to do with what’s going on in your world, right? Meaning your little conversation you’re having, so if you can get them to just move into the task? You know, they know they they booked you for 30 minutes, let’s just go with it.

Clint

Yeah, I think there’s a lot of physical snap judgments that you can make. I’ll be honest, there’s so many times that I look at somebody from across the room, and I say, that guy’s an I, that guy’s a C. And I’m wrong. It happens all the time, I will tell you that you can’t really deduct who somebody is without asking questions to them, whatever those questions may be, to see their answers, to see their what do you what, what do you thinking?

John

Go ahead and finish your thought.

Clint

Well, I’m saying there’s got to be a little bit more than just, okay, this guy stands a certain way. Okay. And and he answered that question in this class a certain way, or he stood up in front of people, and he’s comfortable, because we all have little bit.. And don’t forget, we all have a secondary personality, right. So we’re maybe a D/I, who’s very comfortable in social situations, but can be task driven. Yeah, you have S/C’s, right, that are task driven, but they love people. So you got to be careful about making snap judgments. What I’m saying is that until you get in those conversations and sit down and start asking some some questions, that’s when you need to develop.

Al

But okay, so you brought up a good point.

Clint

What’re you smiling about?

Al

You don’t have though a D and an S, right?

John

You can be.

Clint

Yeah, my wife’s one.

John

Okay, you know, three, that I can think of off the top of my head, actually.

Al

Well, then I just need to quit. Because I’m not very good at this guys.

Okay, John, I’ll stop talking.

John

No, that’s not what I’m saying, though, is I mean, it’s not normal. Right? I mean, you don’t see people cross that hard very often, right? We just happen to know a lot of the same people, and you just happen to know a couple of them. Right? That, that I can tell you, but I’m smiling because the lines of my sales process are drawn so hard in the sand, whereas I think it gets very, very muddled as we go further this way along the table.

Al

Look at you, man. Well, but then how do you adapt to different scenarios with the same individual?

John

Because my, so when I’m trying to build rapport, or and try to bond with someone, it’s, I’m not, I’m not jumping the gun. And I don’t mean that in a derogatory way saying, saying that, that I’m right, and you’re wrong. But this is just how I think about this. I’ll ask a question of like, how long you’ve been doing this? You know, is this what you always wanted to do? You know, and those kinds of questions, because to me, that’s rapport building. But the minute that I start talking about, Hey, you know, what kind of questions or concerns or can I tell you about some of the other things that other people tell me? That is discovery, right, like, like, that’s, that’s looking for concerns or, you know, trying to push something along those ways. So in my world, and this is going to be crazy to you guys, if I don’t know your disc profile, I am incredibly uncomfortable moving to by setting expectations, and then and then moving into discovery and trying to find pain.

Clint

Yeah, that doesn’t bother at all.

Al

Well but, how long does it take you? How long does it take you to figure out somebody’s DISC profile?

John

Like, maybe four or five questions? Yeah,

Al

Yeah, so that’s what I’m saying. So it’s a quick process.

Clint

So quick, speak to that real quick, because content here. What are the four questions? What are you talking about?

John

My first one is like, how is your day to day? And I and I don’t mean it. And I say it. One of my one of my biggest things that I am constantly working on is my tone. Because I don’t know if we talked about this, but I grew up with this…

Clint

You’re not attacking.

John

Correct? I’m not attacking, right. And I think a lot about tone because I know that I’m a C, right. And I know that left to my own devices, I’m gonna talk very quick and very monotone. And I don’t really care about anything else. And this is just I’m going to talk to everybody, right? This is not a great sales conversation for anybody. I have to slow down. I got to build some empathy to like, how’s it going today? You know, and I will, I will ramp it up a little bit, right. It’s not comfortable. I feel a little fake, but I’m doing it for a reason.

Al

So when the guy leans back and goes, you asked that for a reason.

John

That doesn’t, that, but

Al

It never comes out, I understand.

John

That never happens. Right?

Clint

It would if you asked me.

John

But here’s the deal.

But how you answer that a lot of times informs that the next thing, right? Because I’m, I’m…

Clint

So let’s just say this guy, gal says, says it fucking sucks today. What’s your next?

John

Well, okay, so…

Clint

I’m trying to role play here so we can get some content..

John

Man, I’m super sorry to hear that.

Clint

So, a little sympathy.

John

Oh, empathy right now, which is once again, not in the C’s tool chest, right? I have to borrow from, you know, the S and the I to do that. But I genuinely want to know, because here’s the deal. If your day that sucks that fucking bad, we should probably reschedule this call. That’s a good point, right? Because one of the things it’s super easy to be jaded around this idea of man, this guy was an asshole or man, this guy missed my call. Sometimes shit happens.

Clint

You brought up a good point. So if you said, Hey, man, it’s really, if it’s that bad, you know, is there another time, that empathy that, um, you know, actually having feelings for someone? If you say, Look, man, if you’re having a bad day, maybe we can reschedule this until the day is better? And he says, No, I’m good. Let’s get this done. You just put him at the top of the spectrum. On the C and D, task oriented?

John

Oh, for sure.

Clint

You see what I’m saying? So there’s, so there’s discoveries, what you’re talking about those questions that you ask when somebody says something like that. That’s how we’re putting these people in these corners.

John

Right? Absolutely. Right. Because depending upon the vibe, I get, like, Hey, what happened? Is everybody okay, I’ll kind of put two questions in there. And the reason why I’m asking two questions is because the I and the S, you’re going to be like, yeah, everything’s good. This is what happened. And then they start to monologue about why they’re in the good mood versus the bad mood or what is going on. And this is further pinpointing me towards where they are and the thing. The D. No, I’m good. Let’s go. Yeah. Okay, cool. You don’t want to share the shit with me? I don’t know. I don’t want to share anything with you.

Clint

Because the C would actually probably answer, you know what, this, there would be a better day, let’s do this tomorrow, or let’s do this next week.

John

Or, or they’re going to talk about, like, some facts. Yeah. Right. It’s like, the reason why they’re, the reason why they’re angry, and it’s never going to be a relationship thing. Sure. Oh, the system sucks.

Clint

Yep. True, right. That’s why I’m angry. The system sucks. So I’m angry.

John

Or, man, I can’t, I can’t communicate this stuff. Because they’re just not listening to me, you know, and things like that. So it’s a, it’s not a science, it’s more of an art, right, you got to be able to pick out like little little bitty nuggets and what they’re saying to you. And then let that inform. Because I can’t keep pushing someone like you. Whereas I can nurture and draw out more around someone who’s like Al who’s an I, and Nannette, who’s an S, they want to share that stuff.

Al

I feel so weak when you say that?

John

What?

Al

That Yeah, that you’re able to game me a whole lot, I mean, which is, not not game, don’t get me wrong. That a, and I like hearing this because it is revealing, when you stop and break it into the little segments you just broke it into.

John

Because, because the thing to remember is you need to trust me to do business with me more than Clint needs to trust me to do business with me. As long as I can, as long as I can show a D, like Clint, ROI, let’s fucking go. Right. Whereas you, you need to know that I’m going to be good for you. And if I’m going to have any interaction with the rest of your team, that’s got to be a good fit and things like that. So that level of trust has got to be cultivated more than someone who’s a C or someone who’s a D, because it just has to make business sense. Sure, in a lot of situations. But that, those are the kinds of things that I’m trying to pinpoint. Right. So that way, you know, when I’m setting expectations of like, Okay, how do we make this the best use of your time today, which is how I’d say to someone like Clint, versus like Nannette and Al, it’s like, hey, is it okay if we get on the same page about why we’re here today? Right? Clint hates it.

Clint

And I, no, you’re you’re hitting some good points here. Because you’re asking the same question. You’re saying it in two totally different manners. And they speak to one end of the spectrum versus the other, the top half or the bottom half? Because in this rapport, that’s what you’re going to find is people orientation versus task orientation. This is where that horizontal line really comes into play. Absolutely talking to people or am I talking to task, and you got to stay on one point versus the other throughout the conversation.

Al

Particularly when you recognize who you’re speaking to?

Clint

That’s what I’m saying. So once you realize that…

Al

Stay with it.

Clint

Now you get to stay with it.

Al

Yeah, you get to stay with a with it. Because Yeah, what, now, if you’ve made a mistake, like you said, you’ve you’ve picked the wrong avenue. Just quickly change avenues. Yeah, it’s easy to do, and you can because you’ll you’ll feel themselves that way. Yeah.

John

You don’t cut bait.

Al

Oh, wow. Well…

Clint

Look, if you feel not to, if you feel that you’ve cut, maybe even ruin the relationship a little bit by being in the wrong quadrant, a little bit. That’s okay to admit that.

Al

Oh, that’s what to say, say, Hey, I might have misunderstood this.

Clint

Man, I really, yeah, exactly. I made a mistake here. I’m sorry. Let me…

John

This is really awesome, right? Because Clint is falling on the sword here.

Clint

Yeah, it doesn’t happen very often.

John

It doesn’t happen very often. And it doesn’t happen very often for me either, because I don’t like being wrong. Right. But I will do it in front of a prospect because it it it furthers the cause.

Al

Oh, absolutely.

Nannette

Well you’re being truthful.

John

I will, I will go over and above, hey, I did a bad job. Right? I made an assumption here. That’s my fault. I thought I heard you say something else, can we back up? And Clint will do the same thing. But that’s harder for a D and it’s harder for a C than it is for someone who’s like Nannette and Al or the I and the S and they’re, and they’re below that vertical line, and they’re, and they’re people driven.

Clint

So I want to tell you that the who you’re dealing with is only 50% of the equation, because me falling on the sword can be easy on Monday, and not so easy on Tuesday. So depending on what emotional state I’m in, what day I’ve had. So you have to check that too, you have to understand that I’m in this mental state. And I’m about to go approach a D. And for me to fall on a sword on a on a bad day is going to be tough, because it’s easily to say, F it, done with this situation. And you just ruined a relationship, you just ruined some rapport, because you’re having a bad day. So there is a neutral state of mind that you have to go into every situation with, before you dive deep into it.

John

There’s actually a, if you’re doing a lot of LinkedIn prospecting, there’s this great tool and what it, what it will do is you can turn it on. And it’ll tell you based upon how they talk about themselves, and the types of things that they post, right. So that’ll kind of give you some insight about who they are. And so then if you go and you write that person an email, especially if you’re in Gmail, it’ll say, Hey, be short. Be insightful, be funny, you know, and things like that. It’s a great tool. And it’s really come a long way, because it used to not be very good, but they put a lot of work into it. But I’m curious for Clint, if you’re having a bad day, and you got to go to a prospect meeting. Are you aware of like, Look, man, I just don’t have it in me today.

Clint

Yeah. I mean, I’m very aware because anger is not easy to hide. And that’s usually my quickest emotion to is anger?

Al

So, so in that moment, do you risk, do you reschedule the meeting, do you do something to get back on track? You know, before you walk into the office and into the boardroom?

Clint

Because I, now let’s let’s be clear about this, a lot of hard work and focus into who I am today. Old me would have probably blown up a relationship because I would have went in there hotheaded. And a little insight, um, I, I focus on, on the end game, I focus on the task. Now, it’s a lot easier for me to sit in the car for a few minutes, show up early, focus on what you’re about to go do. Shut, shut all that shit down. And go in and do your business and come back out and then scream with the world, for whatever reason. Absolutely. So that’s through a lot of self reflection, and looking at myself in the mirror and saying, okay, you screwed that up. Was it worth it? Was your, was your….

Al

How successful is that, that the previous program?

Clint

It wasn’t. But look, to somebody that’s unaware of who they are and what they’re doing, they may think it’s successful. Well, they may think F that guy, I don’t need this business. Let’s go find another one.

Al

That’s a big fat zero for that account.

Clint

Right, so, so if you’re endgame can handle a bunch of zeros across the board, hey, you’re a lot luckier than I, but most people can’t. So if you are a high D, and you let your emotions get to you, because some stupid, you know, the water fountains broken, so you rip that off the wall and threw it out the window. Right.

Nannette

Only Clint would do that.

Clint

I’m just saying.

Al

Not again!

Clint

You know, if that’s what you had right before a prospect meeting, it’s going to be tough to break yourself of that cycle. But what is your end game?

Al

Bottled water.

Clint

And if your endgame is winning, right, endgame is winning and winning is getting this close. And, or, or just maybe even the beginning portion of just winning the rapport of this customer so that next time we can have a meeting, because I’d like to talk about small slices, not trying to, you know, eat the whole cake in one meeting. If we’re just talking about, Hey, this is the first time I’m meeting this customer, I’ve got to be on my game here. And in order for me to win, I’ve got to get through this day. If I can task that out and drive towards that task. I can check all those emotions.

John

So, is that really how you do it? Yeah, there’s not like a go to like, you scream out the window or…

Clint

No, I look, I look at myself in the mirror and and literally say, hey, dumb fuck. Is this worth it today? To blow this shit up? It’s not.

John

I love that. That’s so incredibly insightful.

Clint

But look sometimes it sometimes you just don’t care. It’s that bad and you just say I’m burning this building down.

Nannette

Not literally. He’s only kidding.

Clint

Sometimes.

Nannette

I think…

Al

Flares in his hand waving like.

Clint

Nicolas Cage.

John

Hold on, Nan, Nan was making a point.

Al

Didn’t mean to interrupt.

Nannette

The other… if a D saying that. You know, I’m saying that. I’m thinking, why do you, you cannot let your emotions control you. You will screw up so many things if you let your emotions control you.

John

But I’ve seen you I’ve seen you walk into an office. Right? And say, God, I’m just having the worst day. Right, and so that…

Nannette

To the office?

John

Yeah. Because like you do it as a as like a rapport trigger. Right? I’ve seen you do this.

Nannette

You’ve heard me say… I can’t imagine I did that.

John

Well, it’s not the first thing out of your mouth.

Nannette

Oh, I thought that’s what you were saying.

John

It’s like the second thing, right? Like, how, how’s your day going? Oh, it’s good, yours. Oh, God, today’s been such a struggle. Because you will share that stuff, that, and that’s a big key difference between you and Clint. Because Clint is not going to share any of that thing. Because that comes off as weakness in his eyes to the person who’s dealing with.

Clint

So, so to that point, I want to I want to say something else. It’s not only me looking at myself sometimes. I’ve surrounded myself with people that make me better, right? So I surround, maybe it’s my friend circle, maybe it’s a, maybe it’s a father, maybe it’s a dog.

Al

Maybe the guy sitting to your left.

Clint

Seriously. Doc Al sometimes has some great insight to a problem I’m having in life. And I get the cool part about this whole thing for me is that I’ve surrounded myself with an S, and I, and a C, so I get some really great insight. There is a, I have a confidant of mine that knows everything about me. Just the other day, I had a little issue at work where I was like, oh my god, I’m gonna, I’m gonna flip. And I was telling him, I just happened to call him and he says, okay, look, man, I’m gonna come pick you up. We’re gonna drive around the block, you’re gonna get the shit out, and we’re gonna go to work. I said, cool. And we did that. And I got it all out. He took the brunt of it, because that’s what he does as a friend. And I get that out. So there are who you surround yourself with? That can be huge. Sometimes just bouncing things off of is this a big deal that I’m even talking about? Is this something that you view as a big deal, and sometimes just talking to you guys, you guys, look at me, like I’m an idiot for even talking about this as a big deal. But it’s so bad in my mind. So.

Nannette

Now I you know, Clint, one time you said iron sharpens iron. That is so vital in life, you have to have someone to throw something out. Like you said, I think that’s huge.

John

I mean, it’s hard enough to be a salesperson anyway, right. And then if you, if you think you’re the only person alone on the island, and you can’t go talk to anybody else, like, that’s just not true, go get an account, get an accountability, buddy. And it doesn’t necessarily need to be like your sales manager or someone else that your company like, like, just go find someone for…

Nannette

Someone you trust.

John

…genuine concern about seeing you succeed.

Al

You know, I think it’s easy to, because every one of us can be a pressure cooker, right? Where you know, you’re bottled up, you’ve you’ve had some you know, you’ve been kicked in the teeth a little bit, maybe your day, or days or weeks or months haven’t been as successful as you’d like. You look left, you look right, you see guys making sales that you think, you know, it’s easy to get into that rut of, I’m not very good at this, right? And then you start to get down on yourself and get in your own head. And then you know, you build the roadblocks yourself, you know. You’re building your own prison, you know, step by step, versus like you said, reaching out, getting, getting some other people to say, Yeah, I had that problem, or I understand where you’re coming from. And it’s not that you’re looking for a pity party, you got to break that cycle of defeat, I’m so glad you’re putting on yourself.

Nannette

And look for someone who’s more successful than you, to help you.

Al

A pretty face along with the conversation.

John

So we’re, we’re about to wrap up. So So Clint, like as the D, talking to other D’s, two to three things that are actionable. You know, that that someone can use immediately after hearing this in the next meeting, they go into around rapport building.

Clint

Okay, so, number one thing, that’s probably going to be the hardest for, for me as a D, going into a conversation is empathy. Actual care about the answer, right? So be, I’ve heard this a bunch of times, I didn’t create this. Be interested, not interesting, right? For a D, that’s huge. For an I, that’s pretty big, too. But as you go into that conversation, know that when you ask, good question, and you’re trying to put these people in these quadrants, and figure out who they are, there’s a reason to why you’re asking. Maybe you care, maybe you don’t. And that’s okay. But your task tells you that you have to ask these questions. Because in order to be successful in the sales process, you have to discover who you’re dealing with. So if you if you focus all that on task instead of like, Nannette’s probably going to say care, and I really truly care. You know what, maybe you do? Maybe you don’t. And it’s okay if you don’t. Just put that in a task bubble. Focus on why you’re asking these questions. And yeah, you’re probably gonna have to fake it a little bit. Truly, I, you know, you’re probably just going to have to say, you know, what, I really need to ask these questions to figure out who they are. And that’s okay, but you have to do it with some tact. You can’t just go in there and ask these bullet point questions, and fire a gun at everybody. And hope they answer truthfully, you can’t do that. You have to take a little bit of pages out of the other three quadrants and just say, Okay, I’m asking these questions because it gets me closer to my goal.

John

Awesome. Anything else for D’s.

Clint

You’re awesome.

John

All right, Al?

Al

From an I standpoint, I have, it can be difficult, but if you put your mind to it, use 30 to 50% fewer words, in your conversations.

John

Whoa, all right.

Al

Stop yourself, even though you want to either engage or ask and let them tell you.

John

Oh, is that is that along the lines of the interested versus interesting?

Al

It falls into that category. But you know, you’re kind of interesting. I mean, because you felt that before you have that.

John

Because you’re an I.

Because you alright, you know, I can roll with this. And you’re sure that’s cool. And you use, you know, big words, and you’re kind of flamboyant, in a manly kind of like.

Clint

Flamboyant!

Al

But at the expense of them not speaking and the process not going forward. If you’re just chatting it up, man stick to I’m finished with bonding rapport, shut it down, move on to the task of the sales call.

Johh

Interesting. Okay, great. Anything else?

Nannette

Okay. I’m just gonna say attitude, I think my attitude will make their attitude, and be patient. I am shocked that an I is talking about fewer words. But I think that’s so true. I completely concur. You have to have less words.

Al

Well give them you’re old adage.

Nannette

So thank you, Dr. Daniel. So the wisest ever says, You are a master of your unspoken word, and a slave to your spoken word. So be very careful with your words, you better choose them carefully. And I promise you there is not a single person on earth that would just do that, I’ve never heard anyone go…

John

I love that. And…

Clint

Challenge accepted.

Nannette

You just spoke too many words.

John

So, for C’s, this is my thing. I spent a long time thinking that if I knew all the facts, and I knew more than the other person did, you were going to buy from me. And I have found that to be not true so many more times than I can, then I can even count. So trust, which is uncomfortable for a C, right, to cultivate trust. So while I turn this into a task, and I’m trying to figure out who you are, so then I can move on with an with more information than the average person is. I’m also looking at it as this is where that foothold of trust happens, right? Because the more you trust me, the better our, the rest of our conversation is going to be. It’s gonna be so much better. If we start off with you trusted me, because we’ve done a little bit. And I’m making sure that like I am, you know, coming across as much as I can like the person sitting across from me, right? Because I forget exactly what the what the exact percentage is, but most of what happens in a relationship happens on a nonverbal level, right? It’s cadence and body language and tone and things like that. So for me, that’s how I’m trying to figure this out, right? How can I build as much trust as possible? Before we get into a situation where, for lack of a better term, it’s you versus me, and we’re trying to get across this thing together. So.

Clint

I like it.

John

Thank you.

Nannette

Trust is good.

John

All right, everybody. So this is the episode. So if you got some value out of this, or if you know someone who’s struggling, or let’s just say you have someone in your organization who’s also a salesperson, and you don’t know who they are, right, send this to them. If you struggled with a prospect, reach out to us, we might talk about it on the air, hold on, Al’s got something.

Al

This is a great, you just brought up a good point. If you’re questioning and you’ve got a little bit of rapport, throw this at them. Because then they’ll come back and find themselves in this conversation. Maybe it’s free, I mean, you know, hey, they come back and tell you who they aligned with. And you know who their superhero was. And then you’re like, Okay, yeah, cool. And you start another conversation that we do a little further down the path to whatever success may mean for that relationship.

John

Interesting. All right. Follow us on social media. Everything is at Sales Throwdown. If you’re watching us on YouTube, and you’re enjoying our cups, because they’re awesome. Subscribe so that way you get notified when new videos come out. And yeah, we’ll see everybody next week.

Clint

Hash tag your team. Hash tag #TeamD. Let’s get in there.

Al

Go be amazing #TeamI.

Nannette

Thanks ya’ll.

John

All right. Bye, everybody.