{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Live Better. Sell Better.","title":"How to Apply Personality Science to Sales with William Ballance","html":"","width":"100%","height":180,"duration":678,"description":"This episode of the Live Better Sell Better Podcast features William Ballance, CEO at Lavender. The Herrmann Brain Dominance Instrument (HBDI) divides people into four quadrants: Action, Vision, People, and Data. Each quadrant represents a different aspect of decision-making.\n\nYou can structure your messaging to target all four quadrants or use personality assessments like DISC or OCEAN to determine an individual's decision-making pattern. Depending on an individual's personality, they may focus on different quadrants, which can lead to different decision-making patterns, and therefore a different messaging.\n\nHIGHLIGHT QUOTES\n\nAppeal your messaging to a prospect’s personality type - William: \"If you're going after someone who's action-oriented, you want to drive them into that decision and remove any sort of friction in that decision. For someone who is more vision-oriented, they are the big-picture thinkers, they’re very high on openness. You want to inspire them in that decision-making. You can see this a lot with Nike commercials, Just do it. Like you look at those commercials and you're like, I can do anything.\"\n\nYou can find out more about William in the links below:\nLinkedIn: https://www.linkedin.com/in/wmb1/\nWebsite: https://www.lavender.ai/\n\nConnect with KD in the links below:\nLinkedIn: https://www.linkedin.com/in/kddorsey3/\nPatreon: https://www.patreon.com/insidesalesexcellence\n\nLive Better. Sell Better. is sponsored by our proud partner:\nRocket Reach | rocketreach.co","thumbnail_url":"https://img.transistorcdn.com/McsxluMrH9m8Xm5x2s9lqkXDs1cAffXG0MtTw6h4N3A/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS85MzVm/MDZlNTNkOGQzZWI0/NmE3NTdlOGM3MTZj/YjUyMC5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}