Using personality styles sales team

Using personality styles sales team

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  MORE EFFECTIVE with MOREPEOPLE Understanding & Using Personality Styles HOW TO BE
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  “If things areOK today, then they'll be pretty much the same, and OK tomorrow." • Thin ice • Healthy paranoia
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  20% Improvement Gone in 60 Seconds
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  Some key questionsabout Personality Styles: 1. How WELL are you USING it? Do you use it REGULARLY? 2. Why is it important? o Four primary personalities impact how they make buying decisions. o People are different, sell accordingly. Be more effective with more people. o Adjust to different styles: Speak your buyer’s language. o Be more Versatile. Increase your Effectiveness. 3. How to quickly and reliably identify someone’s style – then know how to use it? 4. What style are you? What styles do you struggle with? 5. How can you be more versatile to be more effective with everyone you deal with? 6. Get it right = EFFECTIVE VS. Get it wrong = MISTAKES
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  Identifying Personality Styles TwoQuestions: 1. Are they MORE or LESS assertive? Amiable “WHY” Expressive “WHO” Analytical “HOW” Driver “WHAT” A S S E R T I V E N E S S Less Assertive (Ask): • Seldom raises voice to emphasize ideas • Expressions and posture are “quiet” and submissive • Deliberate, studied, slower speech. Indifferent handshake. • Asks questions more often than makes statements. • Vague, unclear about what is wanted. • Tends to lean backwards. More Assertive (Tell): • Emphasizes ideas by tone change. • Expressions are assertive or dominant. • Quick, clear or fast paced. • Firm handshake. • Makes statements more often than asks questions. • Lets you know what is wanted. • Tends to lean forward to make a point. More Assertive (Tell):Less Assertive (Ask): More or Less ASSERTIVE?
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  Identifying Personality Styles Two Questions: 1.Are they MORE or LESS assertive? 2. How do they tend to make decisions… using LOGIC or EMOTION? • Make decisions with Facts or Feelings? Amiable “WHY” Expressive “WHO” Analytical “HOW” Driver “WHAT” R E S P O N S I V E N E S S More Responsive (Feelings): • Animated, using facial expressions. • Smiles, nods, frowns – shows emotions. • Actions are open & eager. • Shares opinions easily – little effort needed. • Eye contact frequent while listening. • Friendly gaze. • Hands free, palms open & up. • Friendly gestures. • Shares personal feelings. • Attentive, responsive, enjoys the relationship. Less Responsive (Facts): • Reserved & unresponsive. • Poker-faced. • Actions are cautious & careful. • Wants facts & details. • Eye contact infrequent while listening. • Eyes serious, harsh, or even severe. • Limited use of hands, clenched tightly, folded, or pointed. • Limited personal feelings, story telling, or small talk. • Vigilant or preoccupied. Less Responsive (Facts): More Responsive (Feelings): More or Less RESPONSIVE? Facts or Feelings?
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  Less Responsive (Facts):LessResponsive (Facts): Identifying Personality Styles Less Assertive (Ask): • Seldom raises voice to emphasize ideas • Expressions and posture are “quiet” and submissive • Deliberate, studied, slower speech. Indifferent handshake. • Asks questions more often than makes statements. • Vague, unclear about what is wanted. • Tends to lean backwards. • Animated, using facial expressions. • Smiles, nods, frowns – shows emotions. • Actions are open & eager. • Shares opinions easily – little effort needed. • Eye contact frequent while listening. • Friendly gaze. • Hands free, palms open & up. • Friendly gestures. • Shares personal feelings. • Attentive, responsive, enjoys the relationship More Responsive (Feelings): • Reserved & unresponsive. • Poker-faced. • Actions are cautious & careful. • Wants facts & details. • Eye contact infrequent while listening. • Eyes serious, harsh, or even severe. • Limited use of hands, clenched tightly, folded, or pointed. • Limited personal feelings, story telling, or small talk. • Vigilant or preoccupied. More Assertive (Tell): • Emphasizes ideas by tone change. • Expressions are assertive or dominant. • Quick, clear or fast paced. • Firm handshake. • Makes statements more often than asks questions. • Lets you know what is wanted. • Tends to lean forward to make a point. Two Questions: 1. Are they MORE or LESS assertive? 2. How do they tend to make decisions… using LOGIC or EMOTION? Make decisions with Facts or Feelings? More Assertive (Tell):Less Assertive (Ask): More Responsive (Feelings): Less Assertive / More Responsive: Relationship More Assertive / More Responsive: Attention Less Assertive / Less Responsive: Accuracy More Assertive / Less Responsive: Results A S S E R T I V E N E S S R E S P O N S I V E N E S S
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  WHO am Iabout to deal with? AMIABLE Lamb Relater Initially Skeptical Warm / Caring People Pleaser Dislikes Confrontation EXPRESSIVE Tiger Extremely Social Good Talker Not always good at listening Egocentric Highly Assertive ANALYTICAL Owl Thinker Detail-oriented Likes order and systems Risk Averse Business First DRIVER Bull Director Just the Facts Fast Decisions Somewhat Abrasive “Hurry up” A S S E R T I V E N E S S R E S P O N S I V E N E S S More Assertive FASTER DECISIONS Less Assertive SLOWER DECISIONS More Responsive RELATIONSHIP Less Responsive FACTS / LOGIC
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  What are themost common Styles of your buyers? 1. Analytical o Less assertive o Logic/facts 2. Driver o More assertive o Logic/facts 3. Expressive o More assertive o Emotions 4. Amiable o Less assertive o Emotions
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  Amiable Amiable Analytical Analytical Driver Driver Expressive Expressive Increase Versatility
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  1. Know what “language” theyprefer. 2. Give them what they want and need to feel comfortable buying. Identifying Personality Style SUMMARY ACTIONS Driver Expressive Amiable Analytical Primary Asset: Controlling Energizing Supportive Systematic Backup Behavior: Autocratic Attacking Acquiescing Avoiding For Growth Needs to: Listen Check Initiate Decide
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  ACTIONS Driver ExpressiveAmiable Analytical Primary Asset: Controlling Energizing Supportive Systematic Backup Behavior: Autocratic Attacking Acquiescing Avoiding For Growth Needs to: Listen Check Initiate Decide Measure of Personal Value: Power Recognition Approval Respect Needs Climate That: Responds Collaborates Describes Processes Let Them Save: Time Effort Relationships Face Make Effort To Be: Efficient Interesting Cooperative Accurate Support Their: Conclusions & Actions Visions & Intuition Relationships & Feelings Principles & Thinking Stress Benefits That Answer: WHAT solution will do WHO else has used WHY solution is best HOW problem is solved Sales Proposal Emphasis: Options & Probabilities Testimony & Incentives Assurances & Guarantees Evidence & Service Follow-up With: Results Attention Support Service 1. Know what “language” they prefer. 2. Give them what they want and need to feel comfortable buying. Decision Making: How to be more effective based on Personality Style SUMMARY
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  1. Know what “language” theyprefer. 2. Give them what they want and need to feel comfortable buying. Decision Making: How to be more effective based on Personality Style SUMMARY ACTIONS Driver Expressive Amiable Analytical Measure of Personal Value: Power Recognition Approval Respect Let Them Save: Time Effort Relationships Face Sales Proposal Emphasis: Options & Probabilities Testimony & Incentives Assurances & Guarantees Evidence & Service Follow-up With: Results Attention Support Service
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  1. What aretheir highest needs to perform at their best? 2. What leadership & environment do they need to excel? Based on the highest factors in their Personality Profile…
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  Action Items –Using Personality Styles — Taking Action — Your greater effectiveness driven by “taking action” on your highest payoff activities. What will you put into action for the next 30 days? 1. 2. 3.