Tiger
how do you match a tigers personality on the doors?
Make jokes, laugh, smile, be enthusiastic and bring good energy!
How do you match a lamb at the door?
Be polite, genuine, kind, non threatening, not loud or boisterous. Slow calm speech. (Speaking to a grandparent)
True/False: Bull personalities don’t usually get into arguments.
False
True or False: This personality type doesn’t necessarily need all the facts before making a decision.
False!
Thich two personality types make decisions the fastest?
Tigers & Bulls
What’s the best way to keep a tiger interested in your pitch?
Humor, story telling, and energy keeps these people engaged!
True/False: Lambs often drive larger vehicles—trucks—to help them feel more confident & comfortable around others.
False: Large or expensive vehicles are characteristics of Bulls, not lambs.
What is the best way to match a bulls energy?
By being bold and confident.
Why should you avoid pressuring this personality to make a same day decision?
They need time to analyze and process information. They usually dont make same day decisions.
Which personality type needs more logic than emotion, to make a decision?
Owls
True/False: It’s important to be very detail oriented with tigers so they know they can trust you.
False! Going into too much detail can bore Tigers. They care more about relationship than specific details. They buy YOU, before they buy the product.
Why is it important to limit the number of options when selling to a lamb?
Too many choices creates anxiety and indecision. (They need to be gently lead.)
True/False: Bulls tend to respond very well to flattery
Bulls respond to flattery more than any other personality type. True
What type of car and yard would an owl personality type most likely have?
Practical cars, and clean yards.
What personality responds the worst to loud noice and jokes?
Lambs
What’s a major risk if you try to follow up with this buyer days later instead of closing while they’re excited?
They lose interest and move on—they’re momentum based buyers.
what are common demographics of lamb personalities? (Age, income, place of birth)
Low income, elderly, foreigners,
Bulls are most likely to buy when they _____ you.
Like and Respect you
True/False: You should get straight to the point with this personality. They don’t need to read everything word for word.
False, these people are nerds. Let them be nerds it makes them feel comfortable.
What do you have to establish with all 4 personality types, in order for them to buy from you?
Trust!
What makes this buyer likely to say “yes” even before fully hearing the details?
Good energy and having an emotional connection with the rep. They Value Emotional Connection more than any other group
What is the best approach to close a lamb?
Use assumptive language, with a nurturing guiding approach. No high pressure tactics!
What is a powerful tool you can use to quickly disarm a bull when they try to intimidate you?
Ask them to help you in a confident tone.
False: to sell an owl think of yourself as a professional teacher guiding a logical thinker through a decision—not a hype man pushing a deal.
Rank all 4 personality types in order from most emotional decision maker, to least emotional decision maker.
Tiger, Lamb, Bull, Owl