0
Understand the B.A.N.K. System
B.A.N.K. stands for Blueprint, Action, Nurturing, Knowledge — the four buying personality types. Every person has all four, but in a unique sequence (like a PIN code). There are 24 possible permutations. Most salespeople sell in their own code — which means they only naturally connect with ~25% of prospects. Cracking the code means connecting with the other 75%.
B — BLUEPRINT
- Stability
- Structure
- Systems
- Planning
- Credentials
- Rules
- Tradition
A — ACTION
- Freedom
- Spontaneity
- Excitement
- Competition
- Winning
- Fun
- Image
N — NURTURING
- Relationships
- Authenticity
- Community
- Ethics
- Personal Growth
- Teamwork
- Contribution
K — KNOWLEDGE
- Learning
- Intelligence
- Logic
- Research
- Expertise
- Accuracy
- Big Picture
Selling in Your Own Code
- You present based on what excites YOU
- You connect with ~25% of prospects naturally
- You blame "it's a numbers game" for the 75% who say no
- Your pitch sounds the same regardless of who's listening
- Objections feel random and unpredictable
Selling in Their Code
- You present based on what excites THEM
- You connect with up to 100% of prospects intentionally
- You understand the "no" was a code mismatch, not rejection
- Your pitch adapts in real-time to each personality
- Objections become predictable — and preventable
Cheri's core insight: "Sales is not a numbers game. Sales is a people game." The B.A.N.K. system was built in the field by a salesperson — not in a lab by a psychologist. It's based on buyology (buying behavior), not psychology.
BEFORE YOU BEGIN
The Science Behind B.A.N.K.
B.A.N.K. was independently validated by San Francisco State University in 2016 across multiple studies confirming the four-factor structure. The methodology is the first personality system invented specifically for salespeople, by salespeople. Unlike DISC or Myers-Briggs (which take 45-60 minutes), B.A.N.K. can be assessed in under 90 seconds.
Validated results show up to 300% improvement in sales closing ratios across the direct selling channel. Cheri Tree used B.A.N.K. to grow her own income from $72K to over $500K in 12 months — a 7X return.
Triggers vs. Tripwires for Each Type
Blueprint Triggers
- Proven track record with data
- Step-by-step process
- Credentials and testimonials
- Show up on time, be organized
- Set realistic expectations
Blueprint Tripwires
- Showing up late
- No structure in your approach
- Aggressive sales tactics
- Unrealistic promises
- Breaking rules or cutting corners
Action Triggers
- Speed, efficiency, bottom line
- Competitive advantage
- Exclusivity and status
- Bold results and ROI
- Keep it fast and fun
Action Tripwires
- Too many details or bureaucracy
- Slow, drawn-out presentations
- Boring or overly cautious language
- Making them wait
- Rigid processes with no flexibility
Nurturing Triggers
- Genuine connection and warmth
- Purpose-driven messaging
- Real testimonials from real people
- Community and team focus
- Ethical, authentic positioning
Nurturing Tripwires
- Pushy or aggressive sales tactics
- Inauthentic or scripted feeling
- All about money, no heart
- Impersonal communication
- Dishonesty or hidden agendas
Knowledge Triggers
- Data, research, case studies
- Expert positioning with depth
- Logical, structured arguments
- Time to analyze and decide
- Respect for their intelligence
Knowledge Tripwires
- Emotional appeals without substance
- Vague or unsubstantiated claims
- Pressure to decide quickly
- Lack of evidence or credibility
- Oversimplification of complex topics
1
Crack Your Own Code
Before you can sell in someone else's code, you need to know your own. Your dominant code reveals your natural selling style — and more importantly, your blind spots. The code you rank last is the personality type you're most likely to lose deals with.
RECIPE
Your last-place code is your biggest revenue leak. If you're an Action-first seller and Knowledge is your last type, you're likely losing every analytical buyer by going too fast, skipping data, and pushing for quick decisions. That's not rejection — it's a code mismatch.
AI Prompt: Analyze Your Selling Style
You are a sales coach trained in Cheri Tree's B.A.N.K. methodology (Blueprint, Action, Nurturing, Knowledge). My B.A.N.K. code is [YOUR 4-LETTER CODE].
Analyze my natural selling style:
1. What values do I instinctively lead with in a pitch?
2. What types of prospects do I naturally connect with? (same first letter)
3. What is my biggest blind spot? (my last-place type)
4. What types of prospects am I most likely to lose? Why?
5. What specific behaviors should I watch for that signal I'm selling in my own code instead of theirs?
6. Give me 3 concrete adjustments I can make TODAY to connect with my weakest code type
Be specific and practical. Use examples from real sales scenarios.Common Code Combinations and What They Mean
Action-First Sellers
- Fast closers, competitive, results-driven
- Blind spot: rushing Knowledge and Blueprint types
- Fix: slow down, add data, show the process
Blueprint-First Sellers
- Organized, credible, process-driven
- Blind spot: boring Action types, feeling cold to Nurturing
- Fix: add energy, show heart, speed up sometimes
Nurturing-First Sellers
- Relationship-builders, warm, purpose-driven
- Blind spot: not closing (feels pushy), losing Knowledge types
- Fix: add data, be direct when needed, ask for the sale
Knowledge-First Sellers
- Thorough, expert-positioned, analytical
- Blind spot: overwhelming with detail, losing Action types
- Fix: lead with result, get to the point, add energy
2
Speed-Code Your Top 5 Prospects
Now apply B.A.N.K. to real people. Pull up your top 5 active prospects and decode their buying personality using observable clues — their LinkedIn profiles, their emails, how they communicate. You don't need them to take a test. You learn to read the signals.
RECIPE
Speed-coding clues from Cheri: Blueprint types use words like "plan," "process," "proven." Action types use "let's go," "bottom line," "winning." Nurturing types use "team," "feel," "together." Knowledge types use "research," "data," "logic." Listen for their values, not yours.
AI Prompt: Code a Prospect from Their Writing
You are trained in Cheri Tree's B.A.N.K. personality coding methodology. Analyze this text from my prospect and identify their likely B.A.N.K. code:
[PASTE THEIR LINKEDIN ABOUT SECTION, A RECENT EMAIL, OR ANY WRITTEN COMMUNICATION]
Based on this analysis:
1. What is their most likely primary B.A.N.K. type? Give evidence from their writing.
2. What is their likely full 4-letter code sequence?
3. What values do they prioritize based on their word choices?
4. What triggers should I use when communicating with them?
5. What tripwires should I avoid?
6. Draft a short email to this prospect that speaks directly to their code.
Be specific about which words/phrases in their writing reveal their code.Observable Signals by Type
Blueprint Signals
- Organized office/desk, lists, credentials displayed
- Asks about process, timeline, guarantees
- Formal communication style
- References rules, policies, best practices
- Wants things in writing
Action Signals
- Fast-paced, impatient with details
- Competitive language, achievement-focused
- Flashy or trendy style
- Asks "what's the bottom line?"
- Wants to move quickly
Nurturing Signals
- Asks about your family, personal stories
- Team photos, community involvement visible
- Uses "we" more than "I"
- Concerned about team impact
- Wants to know you care
Knowledge Signals
- Asks deep, analytical questions
- Wants to see the research/data
- Takes notes, asks for materials
- Skeptical of bold claims
- Needs time to analyze before deciding
WHERE THE SELF-SERVE DIAGNOSTIC HITS ITS CEILING
You've learned to identify codes from public signals. But Cheri's certified trainers learn advanced speed-coding techniques that identify codes in seconds during live conversation — reading body language, vocal patterns, and micro-expressions that text can't capture. That's the difference between a good read and an instant decode.
30 Minutes to See the Full SystemNo pitch. Derek walks you through what the AI-powered coaching version looks like.
3
Diagnose Your Stalled Deals
Most "stalled" deals aren't stalled because of price, timing, or competition. They're stalled because of a code mismatch — you're triggering a tripwire you can't see. This step takes your stuck deals and diagnoses the personality friction.
RECIPE
Cheri's framing: "If you don't know the code, you won't close the sale." When a prospect says "I need to think about it," a Knowledge type means it literally. They need data and time. A Blueprint type means they need to see the process. An Action type means you lost them — they'd already have decided if they were in. Same words, completely different meanings.
AI Prompt: Diagnose a Stalled Deal
You are a B.A.N.K. methodology sales coach. I have a stalled deal I need help with:
PROSPECT: [Name/Role]
THEIR LIKELY CODE: [Your best guess from Step 2]
MY CODE: [Your code from Step 1]
WHAT I PITCHED: [Describe your presentation/approach]
THEIR OBJECTION: [Exact words they used]
LAST CONTACT: [When and what happened]
Using B.A.N.K. methodology, diagnose:
1. What code mismatch likely caused the stall?
2. Which specific tripwire did I likely trigger?
3. What would Cheri Tree advise as the recovery approach?
4. Draft a follow-up message that speaks in THEIR code, not mine
5. What should I do differently in the next meeting?
Be specific and reference B.A.N.K. triggers and tripwires for their type.Common Objections Decoded by B.A.N.K. Type
"I need to think about it"
- From a K type: They literally need research time. Send data.
- From a B type: They need to verify your process. Send credentials.
- From an A type: You lost them. They're being polite.
- From an N type: They need to feel right about it. Build more trust.
"It's too expensive"
- From a K type: Show the ROI math. They need logical justification.
- From a B type: Break it into a structured payment plan.
- From an A type: Reframe as investment in competitive advantage.
- From an N type: Connect price to impact on their team/family.
4
Build Code-Matched Pitches
Now build four versions of your pitch — one for each B.A.N.K. type. Same product, same offer, completely different language. This is where B.A.N.K. becomes a daily tool, not just a concept.
RECIPE
AI Prompt: Generate 4 Code-Matched Pitches
You are a B.A.N.K. methodology sales coach. I need to create four versions of my pitch, one for each B.A.N.K. type.
MY PRODUCT/SERVICE: [DESCRIBE YOUR OFFER]
PRICE: [PRICE POINT]
CURRENT PITCH: [PASTE YOUR NORMAL PITCH]
Create four versions:
1. BLUEPRINT VERSION: Lead with stability, proven results, structured process, credentials, risk mitigation. Use words like "plan," "proven," "guaranteed," "step-by-step."
2. ACTION VERSION: Lead with speed, ROI, competitive advantage, exclusivity. Cut the fluff. Use words like "results," "winning," "fast," "exclusive," "bottom line."
3. NURTURING VERSION: Lead with relationships, team impact, purpose, community. Use words like "together," "impact," "people," "purpose," "difference."
4. KNOWLEDGE VERSION: Lead with data, research, logic, expert positioning. Use words like "research shows," "data," "proven methodology," "analysis," "designed by."
Each pitch should be 3-4 sentences. Same offer, same price, completely different language and emphasis. Also give me one sentence I should NEVER say to each type.Where the playbook ends and Cheri begins: This step gives you four written pitches. But the real magic is doing this in real-time — switching codes mid-conversation when you read the signals. That's the skill Cheri's certified trainers teach through live practice, and what Codebreaker AI assists with in real-time through its Chrome extension.
Return to Top
THE 60-MINUTE VERSION VS. THE REAL-TIME VERSION
You just spent an hour learning to code prospects manually. Imagine what happens when Cheri's actual coaching methodology — not the public version — powers an AI that coaches you through live sales conversations in real-time. Speed-coding in seconds. Code-matched scripts generated on the fly. Stalled deals diagnosed and recovered with one click.
See What the AI-Powered Version Looks LikeWe'll show you the working prototype. You decide if it's worth 30 minutes.
5
7-Day B.A.N.K. Implementation Plan
Knowledge without action is just trivia. This week, you're going to practice B.A.N.K. in real sales conversations. Three specific actions — one per day for the first three days — then track results for the rest of the week.
THIS WEEK'S ACTIONS
Cheri's advice: "Practice on the easy ones first." Start with prospects you've already coded confidently. Notice how the conversation shifts when you lead with THEIR values instead of yours. The first time a Blueprint prospect says "that's exactly what I needed to hear" after you lead with process and credentials — you'll never go back to one-size-fits-all selling.
After the 7 Days: What Comes Next
Self-Serve (This Playbook)
- Your own B.A.N.K. code + blind spots
- Top 5 prospects coded
- Stalled deals diagnosed
- 4 code-matched pitches
- 7-day implementation plan
With Cheri's System (Full B.A.N.K.)
- Real-time speed-coding in live conversation
- Advanced body language + vocal pattern decoding
- Codebreaker AI for instant LinkedIn profiling
- Certified trainer coaching and certification
- Full B.A.N.K. methodology with all 24 permutations
- Enterprise-level team training across global markets
✓
Validate Your Complete Diagnostic
Run through this checklist to verify you have all deliverables from this playbook.
DELIVERABLE VERIFICATION
What this diagnostic reveals: If you completed all steps, you now understand your buyers better than 95% of salespeople. The diagnostic is the beginning. Mastery — real-time speed-coding, advanced pattern recognition, code-switching mid-conversation — is where Cheri's 20+ years of methodology and certified trainer network become irreplaceable.
P
AI Prompts Library
All prompts collected for easy reference. Copy any prompt and paste into Claude, ChatGPT, or your AI assistant.
Prompt 1: Analyze Your Selling Style (Step 1)
You are a B.A.N.K. methodology sales coach. My code is [YOUR CODE]. Analyze: natural selling style, who I connect with, biggest blind spot, who I lose and why, behaviors to watch, 3 adjustments for my weakest type.Prompt 2: Code a Prospect (Step 2)
Analyze this text using B.A.N.K. methodology. Identify primary type with evidence, likely full code, values prioritized, triggers to use, tripwires to avoid, draft a code-matched email. [PASTE PROSPECT TEXT]Prompt 3: Diagnose a Stalled Deal (Step 3)
B.A.N.K. stalled deal diagnosis. Prospect: [NAME], Code: [GUESS], My Code: [MINE], Pitch: [WHAT I SAID], Objection: [THEIR WORDS]. Diagnose mismatch, identify tripwire, advise recovery, draft follow-up in their code.Prompt 4: Generate 4 Code-Matched Pitches (Step 4)
Create 4 B.A.N.K. pitch versions for: [YOUR OFFER] at [PRICE]. Current pitch: [YOUR PITCH]. Blueprint version (stability, process), Action version (speed, ROI), Nurturing version (relationships, impact), Knowledge version (data, logic). 3-4 sentences each + one sentence to never say to each type.Prompt 5: Custom 7-Day Plan (Step 5)
Generate a 7-day B.A.N.K. implementation plan. My code: [CODE]. My industry: [INDUSTRY]. Biggest blind spot: [LAST TYPE]. 3 daily actions, each under 30 min, using real prospects. Include Day 8 review agenda and "next 30 days" preview.