
SALES IS NOT A NUMBERS GAME, It’s a PEOPE GAME
Photo Credit: B.A.N.K.
Xcelerate Business on LinkedIn
How many of us have heard the phrase, “Sales is a “Numbers Game”.
I’ve heard it many times, and my professional training has never been formally in sales. Sales is much more a people decoding exercise than anything else. There are numbers in that, but let me not get ahead of myself. I’ll show the numbers later. Now there is research that validates the above statement. But, if you will indulge me for a moment to highlight a bit my journey, I’ll share.
I’ve spent my entire professional career focused on working to understand how people communicate. OR DON’T. I think I was drawn to this, as I was a kid growing up in a rather “stoic” family of Scandinavian heritage. Words were minimal. Communication was often mysterious actually. Misunderstandings were common.
During career exploration and then in my twenties I was fascinated when I discovered personality science. Specifically my first exposure was the “Everything DiSC©” tool which illustrated how people are wired SO differently and therefore, misunderstanding was statistically bound to occur often.
Several certifications and a few decades later, I launched my business in training. I found that none of the personality assessment tools at that time were 100% dialed into my area of struggle at that time – SALES. As a solopreneur at the time, I was the only one driving sales, which were essential.
Then, I discovered a tool called B.A.N.K, which is a personality assessment tool that was research validated to predict buying behavior in less than 90 seconds. My inner nerd became SO happy!

The well-known personal development guru, Tony Robbins is quoted as saying “Let your prospect determine your presentation”. Absolutely. If only there was a quick way to do so – most personality assessment tools require a prospect to purchase an assessment and spend 15-60 minutes complete. Not a fit for a sales scenario. Millions of people take personality assessments annually. BANK is the first of the personality science tool assessments to focus on the science of buying behavior. That’s why this tool is getting notable recognition globally.
Don’t use a script and a template – respect your buyer more than that. Let their “language style dictate how you approach communicating with your prospect. Below is a graphic with the quick breakout of what each letter in the B.A.N.K. methodology represents.

Without understand who is in front of you, it’s common to use your own preferred style as your default. However, that has a one in 25% chance of actually succeeding, since 75% of the population is different than you.
Research from the Chaly group pinpoints that only 18% of buyers who have a different personality style than the person selling get to the sale. When a seller can quickly understand a prospects “buying style” preference, those numbers change by up to 300%.

Circling back to the power of understanding OTHERS with personality science tools. While it’s helpful to further gain personal insight, it becomes transformative to understand the motivations, fears and challenges that others in your sphere face that are so different from one’s own.
For example, getting awareness of the fact that roughly 75% of the world is “wired” to see, think, be motivate and value priorities that are so different than my own, unlocked a transformative dynamic in my personal relationships and was significantly responsible for being quite successful in my corporate career.
It was insightful for me to understand why others in my personal life made no sense to me. Sibling, spouse, and others were SO different than me. Now, I understood that when someone in my life was acting like a “crazy person” to me – it didn’t mean the same thing if I were to behave in that exact same way. Now, I could effective and objectively “tune into their language” and not simply conclude it was an alien creature (LOL – keeping it real!) on the other side of the desk, dinner table, etc….
Check your own approaching to making buying decisions. Receive a complimentary online assessment (valued at $99 each) to understand your personality natural “wiring” here at this link: https://my.bankcode.com/ic

Let me know if how close it is, or isn’t to your own perception of how you approach purchase decisions. Interested to know. Reach me on LinkedIn at https://www.linkedin.com/in/ic-growth/ or comment here and I’ll reply.
Extra material
Circling back to the power of understanding OTHERS with personality science tools. While it’s helpful to further gain personal insight, it becomes transformative to understand the motivations, fears and challenges that others in your sphere face that are so different from one’s own.
For example, getting awareness of the fact that roughly 75% of the world is “wired” to see, think, be motivate and value priorities that are so different than my own, unlocked a transformative dynamic in my personal relationships and was significantly responsible for being quite successful in my corporate career.
It was insightful for me to understand why others in my personal life made no sense to me. Sibling, spouse, and others were SO different than me. Now, I understood that when someone in my life was acting like a “crazy person” to me – it didn’t mean the same thing if I were to behave in that exact same way. Now, I could effective and objectively “tune into their language” and not simply conclude it was an alien creature (LOL – keeping it real!) on the other side of the desk, dinner table, etc….