Increase Closing Rate by Up to 300%

Selling at the kitchen table is a big deal. Every opportunity a contractor gets to be inside the consumer’s home is a HUGE opportunity. Most consumers get three quotes, so you get your chance at the kitchen table…but so does your competition.

What causes them to say YES, and what causes them to say NO to you and your offer? The secret to success is discovering the answer to this question.

It would be great if people had sticky notes on their forehead that told you how to communicate with them. Imagine how easy it would be to close sales…peel that sticky note right off your prospect’s forehead, and there would be instructions on how to sell to them. Sales would go through the roof!

But since people don’t wear a sticky note on their forehead, your success in closing sales has everything to do with how well you understand the individual in front of you. A one-size-fits-all selling solution is not going to work. Delivering the right message to the right person is the key to success.

People can be tricky; what worked with one person doesn’t always work with the next. What makes one person happy is a turn-off to another. Sometimes you get a husband and wife at the kitchen table; one engages with you while the other is quieter; you walk away confused because you didn’t close the sale. Sometimes, you wonder why a similar presentation triggers a YES in one person, but the same presentation with another gets a hard NO. What happened?


The simple explanation is that people have personalities

 And personalities have preferences. However, those preferences are invisible to the untrained eye and the untrained ear. Yet, they are so important to be aware of because those preferences (values) drive your prospect’s behavior and buying decision.

Some people are methodical and precise; other people feel their way through situations. Some people need to know your credentials to do business with you. Others need to know you offer the best product or service. Some people require a lot of data, while others wish you would get to the point – and the sooner, the better!

Additionally, each personality type has a fear that’s built into their code. It’s important to know what that is, not to mention that each personality type has a stress code. Bad behavior is usually a sign that someone is experiencing a level of stress. Understanding their stress is like having supernatural talent because reducing a person’s stress can be magical.

You can see how important it is to learn how to understand others! Learning how to “speak the language” of another is a necessary skill for every business owner, sales manager, and salesperson.


How do you get better at communicating with others? 

Hippocrates, often regarded as the father of medicine, recognized four distinct personality types as far back as 400 B.C. He referred to these types as the Four Temperaments. Each one was so different from the other that he treated them differently medically. Fascinating.

It stands to reason that your ability to understand another can dramatically impact your business, both positively and negatively. On the positive, you can create super-strong sales forces that deliver the right message to the right person, which could increase your sales by as much as 300%.  


Consider this: 

 The first step is recognizing that every person has a four-part personality code with a specific sequence. We call this their BANKCODE. Think of it like the four-digit code to your ATM. The money only comes out when you put those four digits in the machine in exactly the right order.

In a sales situation, your prospect will say YES to your product or service when you speak their language in the right sequence. We call this hitting their “triggers,” which are values that they align with and make it easy for them to say YES to you. The sequence is important because you don’t want to hit one of their ‘tripwires’ (things they dislike). Tripwires are what cause them to say NO to you or your offer.

It becomes plain to see that people require different things from you. Increasing your skill level in communication is hands down one of the most important skills because it will impact every aspect of your business.  


How do you become a more skillful communicator? 

 There are just two things you need to know; the first is the personality code of your prospect, employee, or vendor, and the second is learning how to modify your communication in a way that lands with them.  

Understanding people is the key to closing more sales; it’s also the key to hiring the right people, resolving conflict, and building stronger teams. Once you understand people, you are in a position of better communication because you understand what makes them tick and what ticks them off.   


The good news is that today you can predict buying behavior. 

 How do you take a lead and turn it into a sale? It comes down to how well you understand people.

People are telling you who they are in a hundred different ways. As a BANKCODE trainer and coach, I help you see the signs so you can close more sales in less time.


Want to learn more about BANKCODE? Join this webinar!

Michelle LaFrance is a Certified and Licensed BANKCODE Trainer.

Service Roundtable is dedicated to growing your bottom line and helping your business maximize its full potential. These groups of contractors work together to assist you with marketing, sales, business, and so much more. Twice a month, seminars around the United States and Canada are held to network and further assist your business. Visit Service to see if there are Success Days in your area.

Did You Find Everything You Wanted?

Within a four-mile radius of our house, there are 17 grocery stores. Of those, I frequent three. Not because I want to, and not because I like shopping, but because none of them carry everything I want. The three I go to most are Sprouts, Tom Thumb, and Trader Joe’s. All of them have the plusses and minuses, each has their idiosyncrasies, but there’s one thing all have in common: when I check out, the checker always asks, “did you find everything you wanted?” or some variation of that question.

When I was young, I don’t remember anyone asking me, “did you find everything you wanted?” I think they were more concerned with getting me the hell out of there before I broke anything. But at some point, some retail consultant must have figured out that to maximize the dollar purchases for each visit, you need to ask people, “did you find everything you wanted?” It’s a good way to increase sales, keep in touch with the customer, and take care of the customer. Every checker in every one of the 17 grocery stores in my area knows to ask every customer that question.

Have you ever had the experience in a long line at the grocery store where the person in front of you with a million groceries in her cart suddenly pauses and says to the checker, “oh, I forgot peanut butter. I’ll be right back.”? The 30 people in line behind her all roll their eyes as she meanders off to find the peanut butter and maybe pick up a few other items. You don’t want to be THAT person, right?

So I had this really interesting experience at Trader Joe’s. I’m in line, checking out, busy time, several people in line behind me, and the checker asks the question, “Did you find everything you wanted?” I said I did, and then, with a painful flash of memory, realized that I hadn’t. “Argh,” I slapped my forehead, “I forgot flour – my wife asked me to get flour.” I looked at the line behind me – I don’t want to be THAT person – “But, I can get it next time,” I told her.   

“It’s no problem,” the checker said, “we’ll get it fast.” She rang a little bell. Instantly a young man appeared. “John,” the checker said, “this gentleman needs flour.”

“What kind of flour, and what size,” John asked me. I told him, and he jogged off. (Not exaggerating here – he jogged!)

He returned with the flour even before the checker finished ringing up the rest of my groceries. No rolling of the eyes behind me, Trader Joe’s got at extra seven bucks, and I made my wife happy (priceless).

An Interesting Fact

One of the key performance indicators (KPI’s) of grocery stores is sales per square foot. Guess what, in that measure, Trader Joe’s is number one. In fact, they’re number 1 every year. Number two is so far behind that Trader Joe’s should win the number one place, the number two place, and the number three place.   

A Funny Story

Again, I’m at the grocery store. This time it’s Tom Thumb. I cannot find graham cracker crumbs. I’m going to make a Key Lime Pie for my mother-in-law, who loves my Key Lime Pie, and I need graham cracker crumbs for the crust. I can’t find them, and there’s no employee to ask. I give up, grab a box of graham crackers, gonna pound the crackers, and make my own damn crumbs. While I’m in the checkout line, it occurs to me: the checkout clerk is going to ask THE QUESTION, and I’ll find out where the graham cracker crumbs are. Furthermore, there is no one in line behind me, so I don’t have to worry about being THAT guy. Sure enough, the cashier asks, “Did you find everything you wanted?” I beam. “I did not,” I reply, “I couldn’t find graham cracker crumbs.” 

The clerk looks thoughtful and then says, “Yeah, I don’t know if we carry that.” I wait expectantly. I arch my eyebrows and cock my head, waiting for some kind of resolution. Waiting for the follow up that never happens. Nothing. Nada. Zero. He continues ringing up my groceries, reads me the total. I pay and leave…

The Interesting Fact Corollary

Tom Thumb does not lead the grocery industry in sales per square foot.

The Lessons 

There are so many lessons from this story. Here are two that I got:

  1. Incremental sales are important. There are many reasons why Trader Joe’s leads the industry in sales per square foot, but one of them is incremental sales. They make it easy for their customers to buy more. If you want incremental sales, then make it easy for your customers to buy more.
  2. Training and Processes. Training is important. Processes are important. Training to processes is REALLY important. Tom Thumb has training. The cashier knew to ask the question. He didn’t know what to do if the answer was “no” and probably had no supporting process if the customer answers “no”. Trader Joe’s has training. They have the processes. They train to those processes. If you answer the question “no”, the cashier knows to ring the bell. If stock runner hears the bell, he knows to drop everything and get to the customer, and get his product quickly, so the customer doesn’t feel awkward, and the people in line don’t roll their eyes. Result: increased sales, happy customers, and industry-leading KPI’s.
How About You?

What’s your takeaway from the story? What did you learn? What will you do differently? I’d like to know. Email me and let me know…


Service Roundtable is dedicated to growing your bottom line and helping your business maximize its full potential. These groups of contractors work together to assist you with marketing, sales, business, and so much more. Twice a month, seminars around the United States and Canada are held to network and further assist your business. Visit Service to see if there are Success Days in your area!