Customer Secrets

How most people type others is slow and prone to errors. They use only behavior as their tool to decide the Myers-Briggs personality type of other people. Why? Because behavior is what personality is about. But if you go deeper, and ask what is behavior, you can get to the core of where personality comes from, and that leads to other methods of typing people. Behavior is demonstrated by consistent actions. If you do the same thing over and over, that is what behavior is all about. But where do "actions" arise from? They come about because of the decisions we make. So in essence personality is linked to our decisions, and if we can understand decisions we can type more easily. Most people then ask the question, how do people make decisions? The attempt to that question leads to the study of how the brain works - how it's wired. In the personality world, this leads to the topic of "cognitive functions." There are 8 cognitive functions, and the order in which people rely on them to make decisions is called their cognitive stack. But does knowing how people make decisions lead us to any new methods of typing others? Instead of asking how people make decisions, what if you asked "why did a person make that particular decision?" This question has an answer. It is because they selected the option which had the most value to them. This opens up the door to studying values. If you study values, and classify them by the personality temperament of the person making the choices, you will find that people with similar personalities have similar values. This opens up a new way of typing others. You can look at their values, and simply look up in a table which personality temperament would most likely have those values. This presents a quick way of typing people, because values are easy to view. And once you know their values, you actually have the motivation of people. You have the "why are they buying?" So instead of looking at behavior, or going down the dead end road of cognitive functions, if you want a fast and accurate way of typing someone, use "values." If you would like to learn more about how to type someone, and to also use the tools of personality to be more persuasive and effective in your relationships, I suggest my  course: ⁠⁠⁠"Easy Selling Using Personality Type."⁠⁠⁠ You can also get my book ⁠⁠⁠"Selling By Personality Type."⁠⁠⁠Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: ⁠⁠⁠CustomerSecrets.⁠⁠

You love the subject of personality, and I love it. But most people, particularly business people look down on personality as a tool that could help them explode their sales. They just don't think it will work for them. Why is that? What are they missing? What are the impediments that are clouding their vision? In this episode, I'll go through the main reason that personality as a tool, hasn't taken off, and why it isn't likely to do so. The reasons include: 1. Researchers that study human behavior often don't bother to include this component in their research. So they miss the patterns that could actually explain a lot of behavior. 2. Even if they did include it, there is so much "mis-typing" of people, putting them into the wrong category, that would distort the patterns. You wouldn't be able to draw conclusions from the data, if the data was wrong to begin with. 3. Alternate theories of human behavior exist, and these sometimes have some small amount to truth to them that could explain behavior. For example, using demographics like age categories will explain some behavior. But not all... It falls apart quite easily. Other alternate theories of behavior are "birth order" and astrology (zodiac). 4. Even within the type community, many experts will say that behavior can be explained by emotions like shame or levels of self-esteem. 5. The biggest impediment to personality theory as a way of explaining behavior, is the theory that "behavior is learned from parents or environment." This is so engrained into society as gospel truth, that to dislodge it next to impossible. We go on to explain that behavior comes from our values. These "values" are imprinted in our DNA, and we inherit them. We don't learn them. This is very difficult for people to grasp, because it goes against the theory that we learn everything. It also doesn't seem fair. As it means that there is a genetic lottery, and we're all losers because we didn't get to pick our values. But nature has a plan for you. It has given you some tremendous advantages that you have over other people -- if you are willing to accept the limitations you also have been given. This episode also gives a couple of genetic clues that you can use to type a segment of the population as to their personality temperament. If you would like to learn more about how to use the tools of personality to be more persuasive and effective in your relationships, I suggest my  course: ⁠⁠"Easy Selling Using Personality Type."⁠⁠ You can also get my book ⁠⁠"Selling By Personality Type."⁠⁠Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: ⁠⁠CustomerSecrets.⁠

In the Myers Briggs personality system, the last of the four dichotomies is Judging versus Perceiving. This is designated either by a J or a P in the Myers Briggs code. It is always the last letter in the code. For example, ENFJ or ENFP. What is the difference between the two destinations? That is the topic of this edition of the Customer Secrets podcast. I think that most of the experts have it wrong, and because of that, they have a hard time distinguishing people. This process of distinguishing people is called "Typing." In other words, it the process of classifying people by their personality type. In this episode, we'll explain what is the main difference between those people that are perceivers and those that are judgers. And more importantly, since this podcast is about using personality in sales, we'll see how it plays out from that perspective. If you would like to learn more about how to use the tools of personality to be more persuasive and effective in your relationships, I suggest my  course: ⁠"Easy Selling Using Personality Type."⁠ You can also get my book ⁠"Selling By Personality Type."⁠Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: ⁠CustomerSecrets.

Narcissists don't have a badge on their shirt that makes them easy to identify. So how most people identify them is by their behavior. The problem with that, is that by definition, you have to interact with them consistently to learn their behavior. At that point, you've probably been trapped in their web. Now you have the problem of extracting yourself from that spider's web. The best way of dealing with the narcissist is to avoid them in the first place. But that means you need an alternative method of identifying them besides using "behavior." Thankfully, we have the tools of personality that can help us. From my own observations, narcissists usually come from just two of the 16 Myers Briggs personality types. So you don't have to worry as much about people from the other 14 types. In this episode, I'll explain how we know the narcissist usually comes out from these two types, and the we'll give you two huge clues that you can use to identify them just by sight. So imagine walking through a crowded street, and looking at the faces of the strangers and being able to pick out the potential narcissists. If you can isolate them prior to engaging with them, you'll control the situation, instead of letting them control you and your feelings. If you would like to learn more about how to use the tools of personality to be more persuasive and effective in your relationships, I suggest my  course: ⁠"Easy Selling Using Personality Type."⁠ You can also get my book ⁠"Selling By Personality Type."⁠ Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: ⁠CustomerSecrets.⁠ If you would like to be typed by me, live on this podcast, please reach out to me. The service is free because we'll use it to train other listeners on how to type people.

How is A.I. content generation sites, like ChatGPT, going to change internet search? We need visitors to come to our sites, so that they can discover all the products and services we offer. But A.I. based search engines are going to "eat all of the clicks." They are going to give the searcher answers, so that they don't have to visit a number of websites to find the information they seek. It is what google does in the "Answer Box", but it will be 1000X more effective for searchers. They won't be clicking over to our websites because the answers are going to be given to them by the A.I.  Here is the take-away: "In essence, we're going to be competing for visitors against the A.I." Not only are we competing against other website owners, but not we have to outsmart the bots too. And they are infinitely smarter, as they have to collective wisdom of every website ever created. In the very near future, the term "Ranking," and the whole process of S.E.O. is going to be dead. We won't rank because the answer will be given by the A.I. I think we're going to lose this battle, unless we can offer something that the A.I. can't. Something that real humans want, but that an A.I. can't offer (yet). In this episode, we're going to talk about how to use A.I. content on our websites, and then use the tool itself to beat the A.I. at getting visitors to our sites. If you'd like to join in the conversation, please reach out to me. I'd like to hear your thoughts too. If you would like to learn more about how to use the tools of personality to be more persuasive and effective in your relationships, I suggest my  course: "Easy Selling Using Personality Type." You can also get my book "Selling By Personality Type." Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: CustomerSecrets. If you would like to be typed by me, live on this podcast, please reach out to me. The email address is in the episode. The service is free because we'll use it to train other listeners on how to type people.

I've been listening to a Dan Sullivan podcast, where he talks about "Thinking about your thinking." When hearing that phrase, I didn't quite understand what he was getting at. So I had to ponder it, and come up with my own way of rephrasing it. More importantly, why should you challenge the assumptions and beliefs that you have? When researching this podcast, I posed the question of "what is thinking" to ChatGPT. And the A.I. gave me a peculiar response. It mentioned four types of thinking: Analytical thinking, Creative thinking, Critical thinking, and Reflective thinking. But whenever I hear of "4 types," my brain perks up and I automatically think about how this might relate to the four different personality temperaments. Which led me to the question: do each of the four temperaments have a preferred method of thinking? We also pondered the question of how to use ChatGPT to make money by writing specific messages to the different personality types. I would love to hear your thoughts on this, as I think it is the future of personality. Particularly, it is the practical application of putting personality into everyday situations. Finally, we pondered the question of whether or not ChatGPT will stay free, or if you'll eventually have to pay to use it. My bet is that it will stay relatively free. I give my reason in the podcast.  If you would like to learn more about how to use the tools of personality to be more persuasive and effective in your relationships, I suggest my  course: "Easy Selling Using Personality Type." You can also get my book "Selling By Personality Type."Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: CustomerSecrets.

What is the real difference between someone with the Thinking preference versus a person with the Feeling preference? Is it that one person is logical and the other illogical? Or is, as is termed by the BIG-5 system that one person Agreeable, and the other person is not an agreeable person? I'll give you my thoughts, and I welcome your opinions as well. Please leave a comment below. If you would like to learn more about how to use the tools of personality to be more persuasive and effective in your relationships, I suggest my  course: "Easy Selling Using Personality Type." You can also get my book "Selling By Personality Type." Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: CustomerSecrets.

There are lots of YouTube videos out there about how to deal with difficult people. But this one is different, in that we're going to use Personality. What this gives us is new information about the difficult person. Armed with this new information, we can now come up with a strategy to deal with them, so that we don't face difficult situations in the future.  If you would like to learn more about how to use the tools of personality to be more persuasive and effective in your relationships, I suggest my  course: "Easy Selling Using Personality Type." You can also get my book "Selling By Personality Type." Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: CustomerSecrets.

In the world of personality, you'll often hear the phrase "Personality Development." But what does that really mean? If you go to YouTube and search on the phrase, you'll see videos about how to increase your charisma, or how to be liked and not be boring to other people. If you go to videos that are specifically about Myers Briggs, you'll see videos about how to "flex" your cognitive functions so you can be adaptable in a variety of situations. But if you go to psychology websites, you'll find that personality development is very close to "human development," where you start out as a clump of cells and eventually turn into something human.  With a clear lack of a definition, I'm going to give you my take on this topic, and tell you why that I think they are all wrong. But... Why is this important? And how does it relate to sales and persuasion? If you'd like to know more, listen in. If you would like to learn more about how to use the tools of persuasion more effectively, and stop believing the half-truths that are holding you back, I suggest my  course: "Easy Selling Using Personality Type." You can also get my book "Selling By Personality Type." Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: CustomerSecrets.

The common way of typing a person's personality is to use "behavior." It is either looking at the four dichotomies from Myers Briggs in an individual manner, or by looking at the Cognitive Functions of the person. What is in vogue right now is definitely the cognitive functions method. Unfortunately, it is complex, because there are eight cognitive functions, and the ordering of them (called the stack) is also important. There is so much misinformation, that it is no wonder that people are often mis-typed. The future of typing has already been in place for about 20 years now. That is to use a person's values as the data set for determining temperament.  Once you have temperament, you have two of the four letters in their Myers' Briggs code. And they are the two most important, because they determine a person's values.  This episode gives a broad overview of the typing situation, and what you will do next, after typing a person.   If you would like to learn more about how to use the tools of persuasion more effectively, and stop believing the half-truths that are holding you back, I suggest my  course: "Easy Selling Using Personality Type." You can also get my book "Selling By Personality Type." Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: CustomerSecrets.

This episode was a carryover to my blog that I wrote previously. It was about the phrase that we've all heard that goes: People Buy Emotionally, and Justify with Logic.   It that phrase true? I don't think so. In this episode, I make for the case, that at best, it is a half-truth. It seems to be true, but when we start breaking it down, we find that it isn't quite as nice-and-tidy that we think it is. People do justify with logic - that part is true. But do they really buy emotionally? Listen in, and find out why I believe that this little half-truth is so insidious. It is worse than a outright lie, because once you recognize a falsehood, you are likely to seek out the real truth. With a half-truth, you don't take any further action, and the truth remains hidden. Therefore, since you never discover the truth, you end up following advice that is inefficient, or worse, advice that may be counterproductive.  If you would like to learn more about how to use the tools of persuasion more effectively, and stop believing the half-truths that are holding you back, I suggest my  course: "Easy Selling Using Personality Type." You can also get my book "Selling By Personality Type." Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: CustomerSecrets.

Are you looking to hire an employee and considering giving them a personality assessment? The official guidance from the Myers Briggs organization is an emphatic "NO! Don't do it." However, if you talk to someone that is a proponent of the D.I.S.C. personality assessment, they say "YES! Do it." So who's advice should you follow?  In this episode, I'm going to take up this question, and give you a different perspective on using personality in hiring. It will come from a person that has used assessments in the past to try to figure out what makes people tick. The results were basically useless. I'll tell you why, and then two solutions to the problem that you might consider. Mentioned in this episode is my course: "Easy Selling Using Personality Type." I recommend it for people that would like to learn both how to type other people, and better yet -- those that want to be able to persuade other people. If you don't have time to view the course, the alternative is to get the book "Selling By Personality Type." You can also stay current on the latest developments in typing by subscribing to this podcast and also visiting our website: CustomerSecrets.

This episode is the announcement of my course: "Easy Selling Using Personality Type."   One reason I created it was because I'm tired of the way salesmen twist the dagger of shame in the backs of prospects during the close portion of the presentation. They find out what a customer thinks is important, and then later when it comes time to close the sale, they bring that same thing back up again. If you don't agree to close the sale, then you are shameful, and are a liar because you said that is what you thought was important. Going through this type of situation is very unpleasant for prospects. It is exactly what gives sales people a bad name. This is the HARD SELL technique in action. I think there is a better way of closing the sale, without bringing shame to the customer. In this podcast, we'll talk about my personal strategy, and what you'll learn in the course: Easy Selling Using Personality Type.  If you would like to learn more about typing someone else, and more importantly, what to do with the information after you've typed them, get the book "Selling By Personality Type." You can also stay current on the latest developments in typing by subscribing to this podcast and also visiting our website: CustomerSecrets.

I've tried out several copywriting websites that have A.I. create text in an attempt to reuse old articles I've written. I've wanted to take 20-year old content, and update it for a new audience. What did I discover in this process?  The big take-away was that I figured out the process, or what might be the method that current state-of-the-art A.I. uses to generate new content.  My question during that exercise was: are we at the point where A.I. is as good as a human copywriter in generating compelling text that could be used to get prospects to open up their wallets? If it is, will I be out of a job in the future? Or if it isn't, what are the flaws in A.I. generated text? That is what I'll talk about in this episode of the Customer Secrets podcast. Get Tim's book: Selling by Personality Type on Amazon.  Also visit the Customer Secrets website for more information on Personality typing.

In this episode, we're talking to Elzie Flenard, the mayor of the website: Podcast town. Elzie is an ISFJ personality type in the Myers-Briggs system personality nomenclature. That means he has the following preferences: Introversion, Sensing, Feeling, and Judging. How do we know this? Because we've gone through the process of typing him. We looked for the clues that he gives off as he is talking. Everyone gives off clues to their personality type, and if you are observant, you can pick them up and figure out what type they are. The most important clues are the ones that reveal their "temperament." These are important, because people with a similar temperament have similar values (guiding principles). We can deduce their values if we can figure out what temperament they have. And we want to know their values, because that is what they use to make purchasing decisions. If you know ahead of time what they value, how much easier do you think it will be to sell to them? Right! It is a lot easier. You're already inside their head and you know what will turn them on.  At the end of the interview, we'll review the clues that Elzie gives off, and how you might use them in persuasion situations that you may be in with other people of the ISFJ personality type. You can reach out to Elzie at his website: https://www.podcasttown.net Get Tim's book: Selling by Personality Type on Amazon.  Also visit the Customer Secrets website for more information on Personality typing.

In this episode, we're talking to Richard Lau, the force behind the website logo.com In this interview, we have several objectives for you as you learn about the process of typing other peoples personality. Most importantly, listen for their values. What are the "guiding principles" that this person believes will bring them success in life. This will be the big clue as to what personality temperament that are placed into. Once you know this temperament, you can associate it with other things, like; specific words or phrase usage, themes that they talk about, and the style (tone, intonation, jargon) that they say those words. At the end of the interview, we'll review the clues that Richard gives off, and how you might use them in persuasion situations that you may be in with other people of the INTJ personality type. You can reach out to Richard at his website: https://www.logo.com/ Get Tim's book: Selling by Personality Type on Amazon.  Also visit the Customer Secrets website for more information on Personality typing.

In this episode, we're talking to Greg Kihlström, the entrepreneur behind the company careergig.com. This is a platform for freelancers looking for work, but with the advantage that they offer benefits like health and life insurance to their clients.  In this interview, we have several objectives for you the listener. First, listen for the values that Greg has that he believes lead to success in life. These values are a big clue as to his personality temperament. Second, listen to the ideas and strategies that Greg uses in his own business. After all, if he has the secret sauce for success, wouldn't it be wise to learn what he has already figured out? And finally, you should listen for other clues to Greg's personality type (INTJ) in the words that he uses, the style of his speech, and the themes that he likes to talk about.  At the end of the interview, we'll review the clues that Greg gives off, and how you might use them in persuasion situations that you may be in with other people of the INTJ personality type. Reach out to Greg on LinkedIn at: https://www.linkedin.com/in/gregkihlstrom/, or his website: https://www.gregkihlstrom.com/ Greg has also written the books: The Center of Experience, The Agile brand, The Agile Customer. He is also the host of the podcast The Agile World.  Get Tim's book: Selling by Personality Type on Amazon.  Visit the Customer Secrets website for more information on Personality typing.

In this episode, we're talking to Matt Decoursey. He is a founding partner of the company Full Scale, and also the post of the popular podcast called Startup Hustle. We're going to learn Matt's success secrets for business, which are also the values that are typical of the person with the ISTJ personality temperament. So as you listen to this, pay particular attention to the guiding principles that Matt thinks are important for success. You can use these same principles when you are selling to other people that have the "Logistical" personality temperament. Matt Decoursey can be reached at: https://www.facebook.com/fullscalekc or at https://fullscale.io. His podcast Startup Hustle is found at: https://startuphustle.xyz Get Tim's book: Selling by Personality Type on Amazon.  Visit the Customer Secrets website

In this episode, we'll be typing entrepreneurial coach Vanessa Zamy.  What she does is to help people launch a new business while still keeping their day job.  The reason we type people is that we want to stay consistent with the first step in either sales or marketing. That first step is to understand and know exactly who the customer is. By typing a person's personality, we have a doorway into what that customer values. Once you know what guiding principles they live by, you can develop a plan to sell to that type of person more effectively. What makes this episode special is that it doesn't go the direction I had planned. The wheels, so to speak, got off the rails, and the interview turned into a small skirmish over which personality type our guest really is. I violated one of the laws of personality, and I hope that you can learn from my mistake so that you don't suffer the same fate -- which is to lose a sale. Vanessa Zamy can be reached at: https://www.facebook.com/groups/launchwithzamy Get Tim's book: Selling by Personality Type on Amazon.  Visit the Customer Secrets website

In this episode, we interview presentation coach Brenden Kumarasamy, and get to know his secrets which he uses when interacting with his own customers. At the same time, we'll go through the clues that he gives off that tell us his Myers-Briggs personality type.  For more information, check out Brenden's YouTube Channel: MasterTalk Get Tim's book: Selling by Personality Type on Amazon.  Visit the Customer Secrets website