O.L. Houston – Author, Founder and President of Temperament Selling, LLC & HowtoSellBetter.com
O.L. Houston brings unique career accomplishment and a strong training and motivating perspective to selling and the sales training industry. His career long study of intellect profiling and DISC psychology provided him with invaluable insights into the mind, and how to construct every sale presentation around his customer’s particular intellect structure, by always making that person’s largest overall temperament type that particular sale’s psychological kingmaker.
His discovery of The Brain Funnel Theory was the game-changer because it allowed him to temporarily re-orient (re-configure) his customer’s preset intellect structure for the purpose of systematically building emotional emphasis in a logic-based person as well as logical emphasis in an emotionally-based person. This psychological re-orchestration allows the salesperson to “step over or circumvent” a person’s second largest overall temperament type when and if that temperament type is of the same nature (on the same spectrum side) as that person’s largest overall temperament type.
Mr. Houston’s initial introduction to DISC came years ago at a national sales conference given by a top Fortune 500 life insurance company that included a three hour and a half in-depth presentation on DISC intellect profiling given by four of this country’s most accomplished, and distinguished, academic psychologists. The four were the department chair holders in psychology from Harvard, Yale, Stanford and The University of Chicago.
It was there, during that chance encounter, that he quickly realized the inherent sales success potentials housed within this long documented and ancient science. The question always centered around the finding of the right communication formula(s) that opened up the mind to accept ideas through that person’s way of thinking. His steadfast commitment to using only a systematic science-based approach allowed him to identify, isolate, categorize and compare research findings in his search for specific definable tendencies that could be directly linked back to one, and only one, of the four predominating DISC entity archetypes. The use of this intellect “tell” system has long been used by both science and academia; but heretofore, had not been applied in such a systematic and extensive manner to the study of selling.
Salespeople live in a world called “now”. And in order for “now” to take place on a consistent basis within a potential buyer’s mind there has to be an accepted and functional balance between both logic and emotion. The highest percentage temperament type within an individual will always be the purchases justifier, while the person’s largest offsetting temperament type will always be the purchases validator. This is the essential aspect of all selling, and especially true when the salesperson is seeking a right-then decision to buy. The inability of the salesperson to be able to consistently accomplish this atmosphere within a buyer’s mind and psyche is the #1 reason for all sales failure.
Temperament Selling® teaches the salesperson, in step-by-step fashion, how to successfully orchestrate this required psychological balance, thus maximizing optimum buy-in clarity and the opportunity of making a right-then sale. It was the coming together of these two discoveries, along with other findings, that set Mr. Houston on a path to setting unprecedented sales records.
Mr. Houston has authored two books on the role, and interplay, of psychology in selling. His first; Selling at The Next Level presents selling from the salesperson’s mental mindset, or side of the equation, by teaching the salesperson how to clothe their mind, and attitude, for creating genuine and lasting career success. His latest book; Predictability (the book version of The Temperament Selling® Sales Training Seminar)presents success selling from the other side of the equation; the buyer’s intellect side.
This comprehensive two-sided approach to selling, and sales training, has been proven to create immediate, and lasting, multi-year selling competency for anyone committed to taking the course.
