If this is the case - that we should pursue those that are most like ourselves, how can we know that any individual is a kindred spirit? More
often than not, we know those that are like ourselves are those that we would choose to spend time with - those of our own tribe so to speak. Of course this approach to identifying those similar to ourselves can be a
hit and miss affair - never really knowing until we really know.How can understanding brain dominance help? Surely I would not suggest that potential prospects be asked to take the survey so that we can understand
whether the prospective client is like ourselves. This would probably dissuade most perspective clients from being perspective. Nevetheless, the Herrmann Brain Dominance Technology does afford us some interesting
alternatives to better understanding our clients.
First, by understanding our own thinking styles we can more easily recognize the characteristics that others might have that would make them similar to us. Whole brain
technology gives us a way to describe and recognize these characteristics. Questions could be slipped into a conversation that might give you insights into a perspective client's thinking style. Questions to probe for
other thinking styles could also be used.
Given some idea of the thinking style of the client, you can tailor the selling process to the client. For example, if the client's thinking style appears to be in the "green"
safekeeping self style, then tailoring the selling process should be very detailed, practical, and with well defined steps. Similarly tuned selling approaches can be formulated for other thinking styles.
Most of the
current writing about effective marketing and sales emphasizes the importance of attending to the person. The more tools available to us for understanding individuals the more we are able to fulfill the needs of our
clients.
