Diagnose Your Email Personality

Sales MeetingAugust 1, 2011

Diagnose Your Email Personality• Openness to Experience:

– Willingness to entertain new ideas

– Enjoy exploring fantasies and adventure

– Appreciate the arts

• Conscientiousness: – Punctual, neat, and attentive to

detail– Can be counted on to complete

what they start

• Extraversion:– Outgoing, sociable, and willing to

self-disclose. – They're typically happy and

optimistic.

• Agreeableness: – Easy-going – Immune to the aggravations that

come from everyday annoyances– Calm and level-headed.– You won't hear much

complaining from them

• Neuroticism: – Prone to excessive worry, anxiety, – Feel that others don't like them– Pessimistic, always expecting the

worse. – Tend to ruminate over their

perceived failures – High in self-doubt.Most people are a combination of the Big 5 Traits

4 E-mail Behaviors You Want to Avoid

• Don’t fake urgency with your subject line. – Messages may soon become

“the boy who cried wolf” if constantly marked important but lack critical importance 

• Give the person time to respond. – Don’t call or e-mail right

away – If you need an instant

response to a message, pick up the phone in the first place. 

4 E-mail Behaviors You Want to Avoid

• Don’t have an auto response for every message. – Setting an auto response that goes

out when you receive an e-mail can give you extra time to respond

• Start a new e-mail chain for messages. – Pressing the “reply” button to an

old e-mail chain to keep all correspondence in one place seems like a good idea but can send the message that you are lazy, disorganized, etc.

– When e-mailing a customer, start a new e-mail that reflects an appropriate subject line when a new issue is being discussed

Pain Compartment

Sandler Training VideoRole Playing Experience

The Pain Compartment

• Not talking about physical pain, but an emotional response

• What problems are they trying to solve?• What is the cost to them for not fixing the

problem?• Buying decisions are made to relieve some

form of pain• An unfulfilled need can become a pain

VIDEO

The Pain Compartment

Sandler…LIVE!Featuring Dave Arch

The Pain Compartment

• Pain Funnel is a graphic representation of question flow

• Techniques– Reversing– “Dummying-up”– Negative Reversing

Pain Questions

• Tell me more about that…• Can you be more specific?• Give me an example.• How long has that been a problem?• What have you tried to do about that?• And did that work?• How much do you think that has cost you?• How do you feel about that?• Have you given up trying to deal with the problem?

Pain Point Marketing

• Direct Mail/Neighborhood Farming• The counter at reception areas

• Anywhere that they might catch the eye• Put magnetic cards on the interiors of the elevators• Produce a series of postcards for greater impact

Questions/Comments

Role Playing