Okay, let me interject something here. Being in the sales business most of my life, it behooved me to study personality types. Personalities can be broken down into four distinct types, each with their biggest fear. Of course, there are mixed combinations, but each always has a strong bias that comes to the surface.
My brother is a retired policeman. He was a good cop who enjoyed going to work each day to serve the public. He’s a doubter, suspicious and takes a long look at everything. He’s very much into control. His personality’s biggest fear? Being taken advantage of. The worst thing a salesman can do is to glad-hand this type. If you do, his immediate thought is ... "what is this guy trying to get out of me?" This person has to trust you before he likes you, unlike the other personality types who have to like you before they trust you. The best thing the salesperson can do with this type is to just let him lead the way.
My "salesman’s" personality is outgoing, humorous, demonstrative and friendly. I used to smile so much my cheeks hurt. I was one of the top salespersons in my company and in the entire area for many years. My personality’s biggest fear? Fear of social disapproval. That’s why we strive to please people. It is also why we grow a thick skin. We eat rejection for breakfast, lunch and come back for more at dinner time. It is also why a good salesman doesn’t take "no" for an answer. We look at a "no" to mean ... "you haven’t told me enough yet." When you buy from us, you are saying ... "You know, in my book, you are alright." Needless to say, most people fail at sales because they just cannot take the rejection.
Engineer’s fall into a different category. They are precise, they are thinkers, they are extremely analytical ... and they very seldom make mistakes. Why? because they measure fifty times to cut once.Their personality’s biggest fear? Fear of criticism. They can’t handle it ... in fact, I’ve met engineers who can’t even handle a suggestion, let alone criticism. During a sales presentation to this personality type, when the closing sequence ends, and the salesman asks for the order, the expected answer ALWAYS is ... "I have to think it over," or "I have to sleep on it." He’s telling the truth. He will NOT make snap decisions. The biggest mistake a salesman can make with this person is to pull out the hammer and try to beat him over the head with it. Just leave the contract with him and say ..."Here, read this over at your convenience tonight, and I’ll call you tomorrow for your decision." I swear, you can just see and feel the guy’s relief. When he’s called back the next day and the salesman asks if he’s made a decision, the usual answer is ... "Yes, I read the entire thing. I like your proposal and I have everything signed for you. Come on over and pick it up." No joke.,
So, this brings us up to the present time in this thread. I try a product that I really like, so I want to share the information with others. When they try, use and like the product, it makes me happy. :-)
Then, along comes the engineer type, who hasn’t tested the product, hasn’t seen it in person, hasn’t felt it or smelled it, and in his logical mind, it has to be "snake oil," a "scam," or just "pure bunk." Then, me with the happy face, gets called a "shill," or a "con." Well, there’s that loss of that social approval thing hitting me right in the face. So, having the sales background burned into my subconscious mind, I try to defend my position. With that defense, the engineer feels that I’m criticizing his position ... and ’round and ’round we go.
Therefore, my message to "atdavid" about learning the difference between attacking and reacting. It is nothing more than a clash between personalities. No more, and no less.
Time to shake hands and move on ...
Frank
My brother is a retired policeman. He was a good cop who enjoyed going to work each day to serve the public. He’s a doubter, suspicious and takes a long look at everything. He’s very much into control. His personality’s biggest fear? Being taken advantage of. The worst thing a salesman can do is to glad-hand this type. If you do, his immediate thought is ... "what is this guy trying to get out of me?" This person has to trust you before he likes you, unlike the other personality types who have to like you before they trust you. The best thing the salesperson can do with this type is to just let him lead the way.
My "salesman’s" personality is outgoing, humorous, demonstrative and friendly. I used to smile so much my cheeks hurt. I was one of the top salespersons in my company and in the entire area for many years. My personality’s biggest fear? Fear of social disapproval. That’s why we strive to please people. It is also why we grow a thick skin. We eat rejection for breakfast, lunch and come back for more at dinner time. It is also why a good salesman doesn’t take "no" for an answer. We look at a "no" to mean ... "you haven’t told me enough yet." When you buy from us, you are saying ... "You know, in my book, you are alright." Needless to say, most people fail at sales because they just cannot take the rejection.
Engineer’s fall into a different category. They are precise, they are thinkers, they are extremely analytical ... and they very seldom make mistakes. Why? because they measure fifty times to cut once.Their personality’s biggest fear? Fear of criticism. They can’t handle it ... in fact, I’ve met engineers who can’t even handle a suggestion, let alone criticism. During a sales presentation to this personality type, when the closing sequence ends, and the salesman asks for the order, the expected answer ALWAYS is ... "I have to think it over," or "I have to sleep on it." He’s telling the truth. He will NOT make snap decisions. The biggest mistake a salesman can make with this person is to pull out the hammer and try to beat him over the head with it. Just leave the contract with him and say ..."Here, read this over at your convenience tonight, and I’ll call you tomorrow for your decision." I swear, you can just see and feel the guy’s relief. When he’s called back the next day and the salesman asks if he’s made a decision, the usual answer is ... "Yes, I read the entire thing. I like your proposal and I have everything signed for you. Come on over and pick it up." No joke.,
So, this brings us up to the present time in this thread. I try a product that I really like, so I want to share the information with others. When they try, use and like the product, it makes me happy. :-)
Then, along comes the engineer type, who hasn’t tested the product, hasn’t seen it in person, hasn’t felt it or smelled it, and in his logical mind, it has to be "snake oil," a "scam," or just "pure bunk." Then, me with the happy face, gets called a "shill," or a "con." Well, there’s that loss of that social approval thing hitting me right in the face. So, having the sales background burned into my subconscious mind, I try to defend my position. With that defense, the engineer feels that I’m criticizing his position ... and ’round and ’round we go.
Therefore, my message to "atdavid" about learning the difference between attacking and reacting. It is nothing more than a clash between personalities. No more, and no less.
Time to shake hands and move on ...
Frank