No B.S Friday: People just like different things. This is how you weaponise it.
This one is just because it’s fun to think about how humans work.
You might be able to apply some of this to your wealth journey. I’m sure it will come in useful at some point. But really, I just find this interesting.
So, there are different ways of selling to someone.
I remembered this because once someone was trying to sell me some resources for my business. At the end of their pitch they said, “And look. It comes wrapped in this black leather case with gold embossed writing. When you come in and lay it on the desk, people are going to be impressed.”
I’m like, “What? I couldn’t give a stuff about what the box looks like. It could come wrapped in camel intestines for all I care, as long as it gets the job done.”
He had misread what I was about, and what was going to appeal to me.
I’m more of an outcomes guy. I don’t really care what it looks like, or how popular it is. I’ve got no interest how many pixels or pistons it’s got. All I want to know is it going to get the job done.
There are (at least) three other types.
Some people are technical people. They want it to be the best and the best value for money. They want to know how much ram it’s got or how many thrashing turbines. They want to know how many turbines competitor models have, and whether it’s worth sacrificing a few gig of ram to pick up another turbine.
They’re into the details of the product.
Other people again are people people. They want to know how this product is going to make everyone feel. Will everyone like it? How many people prefer the old version? How can bring the dis-beleivers round to the party? Will it make people happy to use it?
And finally, there’s image-people. They care what it looks like, and how it looks when the slap it down on a desk, step out of it at a restaurant, or slap it on their wrist after a session at the pool. They care whether it helps them project strength or power or whatever it is they’re trying to present.
And they’re your four types.
If you know what your prospect cares about, you know how to sell them.
So that sales guy misdiagnosed me. I’m not an image person. I’m an outcome person.
And that’s why he didn’t get the sale.
Anyway, keep this in mind. It’s obviously not totally clear cut in the real world, and there might be more types of people out there.
But you’ll go a long way if you can remember that some people just like different things.
People are funny like that.