Personality Styles

Yours, theirs, and how to use style to get the most from your

staff… AND your customers

www.RAB.com

Personality StylesYours, theirs, and how to use it to get the best from your staff

Sales Management:

= 25%

People We Like…

= 25%

People We…Don’t.

These elements help create comfort in the mind of the employee/client.

They must feel comfortable with the person and with the information being presented in order to

feel comfortable enough to say “Yes.”

Trust

Respect

Confidence

Getting the Buy-In

1. Substance2. Style

Everything you bring to a relationship is a combination

of these two elements.

Relationship Elements

1. Assertiveness

Perceived willingness to influence the thoughts and

actions of others.

Ask Tell

The Two Dimensions of Style

1. Assertiveness

Non-aggressiveIndirectQuieterSofterSlower paced

Faster pacedMore aggressiveLouderDirectMore talkative

Ask Tell

The Two Dimensions of Style

2. Responsiveness

Perceived willingness to share feelings and emotions when relating to others.

Emote

Control

The Two Dimensions of Style

2. ResponsivenessProtective

SubduedFocused on tasks

Less animatedComfortable with data

More animatedOpenFocused on peopleOutgoingComfortable with stories and opinions

Emote

Control

The Two Dimensions of Style

TellAsk

Emote

Control

Grey Green

Blue Red

The Personality Matrix

Ask

Control

Grey

Persistent

Serious

Orderly

Exacting

Industrious

Picky

Critical

The Personality Matrix

Ask

Grey • Wants to be right• Slow & cautious decisions• Facts, principles, & logic• Low risk tolerance• Show me• Quiet disposition• Disciplined use of time• Avoids too much involvement

Thinking oriented

Control

The Personality Matrix

TellAsk

Emote

Control

Grey Green

Blue Red

The Personality Matrix

Tell

Control

Green

Strong-willed

Independent

Decisive

Efficient

Practical

Tough

Pushy

The Personality Matrix

Green• Wants to win• Takes charge• Gets right to the point• Focused on the present• Facts are OK in small doses• Will take limited risks• Wants options• Hates inaction

Action oriented

Tell

Control

The Personality Matrix

TellAsk

Emote

Control

Grey Green

Blue Red

The Personality Matrix

Ask

Emote

Blue

Supportive

Dependable

Respectful

Agreeable

Willing

Indecisive

Submissive

Blue

• Wants acceptance• Slow to take action• Quick to share feelings• Thrives on 1-to-1• Believes in win/win• Prefers what is known• “People” people• Avoids conflict or

confrontation

Relationship oriented

Ask

Emote

The Personality Matrix

TellAsk

Emote

Control

Grey Green

Blue Red

The Personality Matrix

Tell

Emote

Red

Ambitious

Enthusiastic

Friendly

Dramatic

Stimulating

Egotistical

Loose Cannon

The Personality Matrix

Red

• Wants recognition• Acts quickly & instinctively• Focused on the future• Creative• Outgoing• Opinionated• Impulsive• Hates to be isolated

Intuition oriented

Tell

Emote

The Personality Matrix

TellAsk

Emote

Control

Grey Green

Blue Red

The Personality Matrix

TellAsk

Emote

Control

Grey Green

Blue Red

Which Are You?

Your task...Create an image for your company by choosing

1. A Company Vehicle2. A Company Mascot3. A Company Song

Grey Incorporated

Blue Associates

Green Enterprises

Red International

Grey Green

Blue Red

TellAsk

Emote

Control

The Personality Matrix

Avoidance Autocratic

Acquiesce Attack

TellAsk

Emote

Control

The Personality Matrix

TellAsk

Emote

Control

Grey Green

Blue Red

The Personality Matrix

Grey Green

Blue Red

TellAsk

Emote

Control

The greatest potential for conflict are the diagonals

Analytical Driver

Amiable Expressive

TellAsk

Emote

Control

The scientific terms for each style:

by Robert Bolton and Dorothy Grover Bolton

For more information

1. Awareness2. Flexibility

Necessary Ingredients

Personality Styles

Yours, theirs, and how to use style to get the most from your

staff… AND your customers

www.RAB.com

Personality StylesYours, theirs, and how to use it to get the best from your staff

Sales Management: