Vadim Kotelnikov    

Differentiating with Different Types of People

Selling Products to Sensors, Intuiters, Thinkers, and Feelers

   

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"People buy trust first, product second." ~ Kerry L. Johnson

 

NLP Technology of Achievement Knowing Yourself and Others Mental Maps Ten3 Business e-Coach: why, what, and how 1000ventures.com

Myers-Briggs Type Indicator (MBTI)

Perception: What You Pay Attention To

Senser (S)

Intuiter (N)

The 5 senses

Intuition (the 6th sense)

Practical, facts

Theoretical, insights

Present, what is real

Future, what could be

Using established skills

Learning new skills

Utility, step by step

Novelty, radical change

Information: How You Make Decisions

Thinker (T)

Feeler (F)

Head, reason, principles

Heart, empathy , harmony

Logical system

Value system

Objective

Subjective

Justice, critique

Mercy, compliment

Firm but fair

Compassionate

Creating Customers

Kore 10 Tips

Differentiation Strategy

Differentiating Ideas    4 Steps

Best Practices

Positioning

Kore 10 Tips    10 Commandments

 

 

People Skills

Myers-Briggs Type Indicator (MBTI)

10 Essentials of Effective Communication

Impactful Presenter: Kore 10 Tips

Solving People Problems

Knowing Yourself and Others

Mental Maps    Perceptions

Predicates Used by Visuals, Auditories, and Kinethetics

Enneagram

Cultural Differences

Cross-cultural Communication    Chinese vs. Americans

Negotiation

Separate the People from the Problem

Face the Reality

Same Reality, Different Perceptions

There are many models for understanding and characterizing the styles of interaction different people prefer to employ. Different people take in the world through different senses seeing, hearing, or feeling it. Further, different people tend to lead their decision-making process with one of the four functions: thinking Download PowerPoint presentation, pdf e-book, feeling, intuition, and sensing. Vividly differentiated differences that are anchored to a product and engage the above functions can enhance memory of your current and prospective customers.

Customer Value Proposition

Focus on Emotional Drivers

Sell Benefits

 

Connect with Senses

People have three basic methods of perceiving the world around them:

  • Visual (see the world)

  • Auditory (hear the world)

  • Kinethetic (feel the world).

Individuals have different preferred ways of thinking and communicating their experiences some express themselves in pictures, others talk about how things sound to them, and others speak about how things feel. If you want to connect with your target customers, you have to:

Business e-Coach Marketing e-Courses

E-sales of the Business Guru for trainers rose by 30% within a week after the description of the product at the buy-now page was changed from "training course" to "training  course with 200 slides". Apart from communicating the simplicity and easy delivery of the material, the word "slides" established quick connection with the visuals reading the description.

Your People Skills 360  Download PowerPoint presentation, pdf e-book

Customer Success 360  Download PowerPoint presentation, pdf e-book

Help Different Types of People Solve Their Problems

Selling Is Problem Solving

Different people pay attention to different things and apply different criteria for making decisions. When people solve problems Download PowerPoint presentation, pdf e-book, the four functions - feeling, sensing, thinking, and intuition come into play in different combinations. The Myers-Briggs Type Indicator (MBTI) is a widely used approach for understanding and characterizing the styles of interaction different people prefer to employ. It is based, in particular, on the following dimensions of a person's preferred approach to life.

  • What you pay attention to (Sensing vs. Intuition)

    • A Senser focuses on facts and the five senses

    • An Intuiter focuses on what might be and the sixth sense

  • How you make decisions ( Thinking Download PowerPoint presentation, pdf e-book vs. Feeling)

"People often are a mixture of these functions. "Intuiters" and "Feelers" both tend to dislike too much detail. "Thinkers" and "Sensors" work with more information. But they all are trying to make a decision on what to buy, one way or another."1

Let's look at these functions from a selling point of view.

 

Differentiating with Sensors, Intuiters, Thinkers, and Feelers

Adapted from Differentiate or Die1

Type

Main Characteristics

Effective Differentiation Strategy

Example

Sensors

  • See things as they are by using their five senses

  • Have great respect for facts

  • Have an enormous capacity for detail

  • Seldom make errors

  • Are good at putting things in context

Intuiters

  • Are very interested in what's coming next

  • Concentrate on possibilities

  • Avoid the details

  • Look at the big picture

  • Emphasize that your product is the next generation in its category

  • Present a big picture

  • Describe new possibilities your product offers to customers

Thinkers

  • Are analytical, precise, and logical

  • Process a lot of information, often ignoring the emotional or feeling aspects of a situation

  • Use logical argument or facts about your product

Feelers

  • Interested in feelings of others

  • Dislike intellectual analysis, follow their own likes and dislikes

  • Enjoy working with people

  • Capable of great loyalty

  • Display third-party endorsements from experts who look and sound real

  • Don't overload your message with too much details

  • Singapore investment promotion TV campaign featuring interviews with several happy foreign investors

  • "More than 2million very satisfied clients from more than 130 countries every year!" (testimonials of Business e-Coach)

 

References:

  1. "Differentiate or Die," Jack Trout with Steve Rivkin

  2. "Selling With NLP", Kerry L. Johnson

  3. "Quick Guide to the Four Temperaments and Sales," Brad Cooper