Another example – Imagine instead of an adult prospect, you're talking to a five-year-old boy. Would you talk in language he didn't understand? Would you reference concepts he'd never heard of? Or would you modify your communication to be more appropriate for him? Of course you would. Same thing in business. Adjust and flex to make it easy for him to understand what you have to say. You're not being fake; you're displaying that you're flexible. And, folks, flexibility is a sign of emotional health. Consider how inflexible you get when you're stressed.

Flexibility is a skill we teach our coaching clients. Not only does it make your communication work better, remember, it has an impact on your bottom line. In fact, most of our coaching clients see their new business double. Is that reason enough to take this seriously?

What's more important is who else values this skill. My firm has been hired to teach this skill to the annuity wholesalers for the largest life company in the USA. I tell you this for two reasons: 1) to illustrate how vital it is to your future success. 2) to introduce the Fishbowl Exercise. It works like this.

Step 1 – meet a new prospect and quickly read that person to determine his personality type.

Step 2 – make a statement or ask a question based on that person's values.

Step 3 – agree with what he says in response, and add to it.

Step 4 – ask a question that builds on his reply, based on his values.

Follow that simple formula and you will get past most (if not all) of the resistance. You will find that you rapidly become more attractive and build rapport with great ease. In our seminars, we have the audience roam around the room engaging each other in conversation and flexing to match each new person they talk to.

Hen in the fox house? What happens when that new prospect already has a financial advisor? First, you have an ethical question, Should you entice someone else's client? Isn't that like stealing your buddy's girlfriend? On the other hand, it's not like you sat in the other advisor's lobby purposefully luring his clients away. You have a decision to make when someone else's client comes to see you. Option 1: You can push hard to close a sale. Or Option 2: You can display how flexible you are. I promise, you'll make many more sales by flexing than you will any other way.

Ready – Aim – Fire! Most people who ask us to teach them Face Values have trouble at first in figuring out how to flex from one Type to another within a given situation. In a workshop for Met Life I illustrated this skill by going from one person to the next explaining a single point. I changed the approach and the language for each person. I made the same point over and over, but I flexed into the different words that resonate with whomever was in front of me.

How did I know what words to use? I merely read the person's face to determine what his or her Personality Type was. That told me what words and communication style to use. And, that is the secret to making consultative selling work for you. It is simple, but it does take practice and coaching.

What follows here are four approaches to a single situation. Each approach addresses a different personality type.

The Situation: Let's say we're in a bear market and a new prospect comes in to see you. He is already working with another advisor but wants to see if you're a better fit for him. Fact is, unless you can "read" him, before you start talking, you stand a 75% chance of scaring him away. IF you can read him – what do you say to him?

RELATERS

Relaters are the "Relationships People." Make a personal appeal to a Relater's need to build relationships and protect his family. You might say:

"My guess is, you depend on your investments and savings, not so you can buy luxuries, but so you can protect your family and bring them greater financial security. Am I right?"

"Why does anyone open a savings account, a brokerage account or an insurance account? Isn't it because they want to protect something? It might be your family. It might be to pay for child care or buy a house for an adult child."

"The point is, people make investment decisions based on how their money affects their personal relationships. I believe that any account needs to have a purpose like that. Don't you? What might the purpose of your investment account be?"

EXPRESSIVES

Stress creativity. These people believe that following the "tried and true" is like doing the least with the most. Prove to them that you're capable of inspired strategies:

"Most people hear the same advice from financial advisors buy and hold for the long term.' And, for some people that's good advice. But, for others, that advice is a cop out. What about you? Want to follow tradition, or see some more creative ideas?"

"Instead of putting your money into yet another boring mutual fund, how about using your IRA to buy real estate in a town where the real estate values are vibrant?"

"Instead of getting a sickly 3% on a CD, let's see if we can get twice that AND remain 100% safe."

"I believe there are always great values, promise and possibility – you just have to be creative. So, do you want to look at some more options?"

DRIVERS

Think "bottom line." Start your explanation by saying, "Bottom line". And, deliver your information in short bursts of bullets. Why? Because Drivers need bottom-line focus and that means quick answers. You might say:

"If all financial advisors were graded purely by the performance of their recommendations, many would be out of work. So, with that in mind, let's look at how to get you consistently good returns, while minimizing any risk."

"I believe that a portfolio needs to be adjusted constantly, not left to fly blindly or passively. I believe in taking action on multiple fronts. And, I believe in holding myself accountable for my advice I give. Is this what you want?"

THINKERS

These people have a 50,000-ft. perspective and they think strategically. So, explain that you are a strategic thinker who can see the bigger picture. Do NOT talk about products or performance!

"In any market, there are more variables than we can anticipate. But, in a bear market, it's crazy. Still, if you understand trends, and if you know what to look for, you can make money when those around you are losing it. This is just a matter of having a better perspective – a broad one 'a smarter strategy' Vision – an open-minded one…and Resources – the most effective ones."

"I can't guarantee that I'll pick winners for you ever time. But, I can promise that we'll create a strategy that matches your vision."

Experience. I've been teaching financial advisors how to read people and flex for years. I wrote a book on how to do that. It's titled Face Values. It is at the heart of my coaching program. And, it's the most popular keynote I deliver. If you are trying to use a consultative approach in your selling, you're probably having trouble. Why? Because consultative selling demands that you know how the prospect communicates – before you start the serious talk. In other words you need to recognize that person's personality type and values, and you need to do it immediately!

Your Reward – Free Coaching

If you want to learn how to read people and succeed with consultative selling. I'll see to it that you get a Free 15-minute Coaching Session. All you have to do is buy a copy of Face Values. You can get it from my website (www.aboutpeople.com). Then, let me know you want the Free Coaching Session. I'll make it happen. It's that simple.

Wait. There's more. Most people who write to me ask for more help more often. Thus, we created our new "Inner Circle" newsletter. Because you read my articles, you know to expect on-target ideas and profitable suggestions from me. That's what the Inner Circle will give you, too. It will only be available to people who request it directly. And, you can start getting it by sending me an email. Just fill in the form below. But realize, the Inner Circle is intended exclusively for professionals who want to learn how to read and connect with their "A-level" target prospects and audiences. If that's not you, please don't subscribe now.