May 27, 2014
Bill Stierle is a communication specialist that has been working
with individuals, couples, and families for over 25 years. He has
coached thousands of people and has taught numerous workshops
locally and nationally on topics that address the concerns about
personal and professional effectiveness, relationships, and
- Bill Stierle uses
the Herman Brain
Dominance Instrument—HBDI—a brain-based model with better business
vocabulary than Myers Briggs or DISC personality
- The four colors are Blue.
Red. Yellow. Green.
Logical, rational people. -
Blue - CFO / Engineer
VP of HR is more Red -
interpersonal / feelings based.
- These are two opposites so they should hand them off to each
- VP of Marketing - more creative / entrepreneurial / innovative.
Yellow like an artist. Very different from an engineer or social
- COO - move things into implementation. Get product out to the
marketplace. Organized. Handle returns. Put the right label on a
- Look for the four types of
questions a prospect could ask:
- It’s smart to hand off a
tough client to a sales person that is more in alignment with the
- Doubt and skepticism are
- Emotional Intelligence - our
behavior is very simple—“nobody says or does anything unless they
are meeting a need.”
- Contribution. Awareness. It’s
why Bill did this interview.
- Emotions spring from needs
being met or not being met.
- Need for trust is met? I’m
confident. Not? I’m skeptical.
- Feelings are a toggle switch
to needs. Trust is the oil. Skeptical is the “oil light.” Watch it
on people’s faces.
- Doubt - rooted in the need
for truth. Find the buyer’s truth and talk to that
- We have head trash going back
- Front of brain has 400,000
connections per micron. It’s the “neo-cortext”.
- Limbic system is in the lower
left and emotional on the lower right. 4.3 million connections per
micron vs. 400,000 in the front.
- Emotion and long-term memory
always wins over logic and future thinking.
- You have a great solution but
are wondering why you’re running into so much resistance from a
prospect. The prospect has their own hangups and are looking for
something that is more familiar…they’re buying an illusion. It’s
familiar to them.
- “My dad drove Chevy’s so I
buy Chevys.” It’s validated.
- First be the same before you can be different.
- Safe-keeping mindset needs some trust and predictability to be
- Emotion is attached to a
validated experience. Validated experiences are
- The purchaser is going
through factual then details then visionary then
- Get out of your selling style and get into their buying
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