Episode 26 - Typing the SP Person by Recognizing Upspeak

Customer Secrets

The term "up-speak" refers to the tendency when talking to end sentences with a rising tone of voice. It is also called "high rising terminal" talking if you happen to google it. This episode is about using this particular behavior as a clue which allows you to instantly type someone as having the preferences of Sensing (S), Feeling (F), and Perceiving (P) in their Myers-Briggs personality nomenclature.

This little give-away of a person's way of talking means you can type this particular person in just a few seconds of meeting them, or just hearing their voice on a podcast. Once you know a person's personality type, you know their values (guiding principles). That is the real power of personality marketing (and sales): "personality and values" are linked together. If you know one, you really know the other too. Just imagine how much quicker you can make the sale if you already know ahead of time what your prospect values. You can skip all the small talk that you used to have gone through just to discover their values. Now you can slip right into the discussion of why they might prefer the product or service that you're selling, because it aligns with what they already value. You're going to save so much time and make a lot more money selling!

We also discuss, in this episode, about the general process of typing a person. In actuality, we're not really looking for these little short-cuts like upspeak, but rather we're looking for what their guiding principles are. But if you get a little clue that presents itself like "up-speak," you can type them a lot faster.

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.