PAS System Flashcards
(8 cards)
What is the system?
Ask questions and observe them
Select their dominant side in one of the three categories
Taylor, the way you speak internality and the questions for the type
What are the three types of personalities?
Actionable
Social
Practical
What is a practical personality type?
Carm patient steady slow
There are many clarification questions
They do the research on who you are your company
They don’t like taking uncalculated risks
What is the actionable personality type?
Direct decision based
They are straight to point
Usually quite busy and can talk loud
More likely to take bigger risks
They don’t like to open up easily
What is the social personality type?
They are social friendly fun and extroverted
They love the chitchat getting to know you
They will give you long and in-depth answers
How to tailor to a practical buyer type
Mirror their tone paste and body language
Don’t spend too much time on the report
Go over all the details the facts in depth
Don’t share your opinions or stories and just share the facts
Longer sales process, we don’t pressure them
Explain why you do each step of the process
How to tailor your pitch to a actionable buyer type
Get straight to the point showcase the ROI
Be a little aggressive and motivating to get them to take action
All that matters to them : what is the timeline? What are the chances they’re going to achieve this result? What is the result? What is the cost?
A shorter sales process is better
How to tailor your pitch to a social personality type
Focus on building report for longer
Share personal stories
Show them how everyone will love and like them when they buy
