Last week I shared with you the sequence for selling to each buyer persona. This week I want to dive a little deeper and explain the persona selling formula. The sequence of selling still remains vital, but the personas themselves need to be further defined.

The four personas derive from Hippocrates and his four humours. They are competitive, spontaneous, humanistic, and methodical. These same four personas speak to what makes a hit TV show, a best-selling book, or an Oscar-worthy movie.

We each identify best with one of the four personas and as such want to see ourselves in the things we read and watch. If we don’t, then we’re less engaged. This is why you need to represent each of the four personas in every piece of copy and every presentation. 

Our personas are really just preferences, but they heavily impact our buying decisions. So listen in to learn: 

• What the persona selling formula is and where it came from.
• Why the persona selling formula results in max impact with minimum resistance.
• How the persona selling formula works, in sequenced steps.

In This Episode: 
[01:53] – Welcome back to All Selling Aside.
[05:14] – Learn the three key insights being shared in this episode.
[06:42] – Alex shares the four humours as studied by Hippocrates and how they apply to selling.
[09:03] – You can perform outside of your preferences but it is still important to understand. 
[11:26] – How does marketing correlate with the 4 principles? 
[14:05] – In every crowd you will find each of the 4 preferences so you must speak to them all.
[16:47] – It’s virtually impossible to have a hit series without all 4 personas.
[19:24] – Hear a rapid review of the 4 personas and which sequence you should speak to them in. 
[20:57] – Which of the 4 personas are you most closely associated with? 
[22:28] – What is a persona selling formula and where did it come from? 
[25:04] – Why does persona selling have such amazing impact with little resistance? 
[27:30] – The Alexism is, “The risk of insult is the price of clarity.”
[28:25] – Hear a quick review of the key insights in this episode: 

• What the persona selling formula is and where it came from.
• Why the persona selling formula results in max impact with minimum resistance.
• How the persona selling formula works, in sequenced steps.

[29:50] – If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link!

[32:03] – In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra. 

Links and Resources: 
Alex Mandossian
Alex Mandossian Fan on Facebook
Alex’s Friday Live events
MarketingOnline.com
Marketing Online 4-Part Video Training Series
Alex Mandossian on YouTube
Alexisms by Alex Mandossian
All Selling Aside on iTunes
Alex Mandossian’s free live Friday show
Hero Quiz
Persona Quadrants
Carl Jung
Hippocrates
Meyer-Briggs
DISC