MORE EFFECTIVE with MORE PEOPLE
Understanding & Using Personality Styles
HOW TO BE
“If things are OK today, then they'll be pretty much
the same, and OK tomorrow."
• Thin ice• Healthy paranoia
20% Improvement
Gone in 60 Seconds
Some key questions about 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
Identifying Personality StylesTwo Questions:
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?
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”
RESPONS IVENESS
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?
Less Responsive (Facts):Less Responsive (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
RESPONS IVENESS
WHO am I about to deal with?
AMIABLELamb
RelaterInitially SkepticalWarm / CaringPeople Pleaser
Dislikes Confrontation
EXPRESSIVETiger
Extremely SocialGood Talker
Not always good at listening
EgocentricHighly Assertive
ANALYTICALOwl
ThinkerDetail-oriented
Likes order and systemsRisk Averse
Business First
DRIVERBull
DirectorJust the FactsFast Decisions
Somewhat Abrasive“Hurry up”
A S S E R T I V E N E S S
RESPONS IVENESS
More AssertiveFASTER
DECISIONS
Less AssertiveSLOWER
DECISIONS
More Responsive RELATIONSHIP
Less Responsive FACTS / LOGIC
What are the most common Styles of your buyers?
1. Analyticalo Less assertiveo Logic/facts
2. Drivero More assertiveo Logic/facts
3. Expressiveo More assertiveo Emotions
4. Amiable o Less assertiveo Emotions
Amiable
Amiable
Analytical
Analytical
Driver
Driver
Expressive
Expressive
Increase Versatility
1. Know what “language” they prefer.
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
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
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
& ActionsVisions & 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 &
ProbabilitiesTestimony & 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
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 ACTIONS Driver Expressive Amiable Analytical
Measure of
Personal Value:Power Recognition Approval Respect
Let Them
Save:Time Effort Relationships Face
Sales Proposal
Emphasis:Options &
ProbabilitiesTestimony & Incentives
Assurances & Guarantees
Evidence & Service
Follow-up
With:Results Attention Support Service
1. What are their 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…
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?
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