Personality types part 1
- 1. Work Smarter Gain more Dr Mohammed Mohsen Negotiation Academy M.S American Management Association M.S
- 2. Part One Personality Type
- 3. Which personality type would say the following 1-I’ve only got five minutes ? 2-I will have to check with others ? 3-Do any studies support this ? 4-Boy ,this is great ? 5-I will see to it that the others agree? 6-I need to analyze this information ?
- 4. Is your customer looks like
- 5. So how can I ? 1-Understand personality type ? 2-Appeal to different customers ? 3-Be maximally effective in selling ? 4-Tailor my message to each customer Only by understanding different personality type
- 6. Main classification 1- according to assertiveness ( high – low ) 2-according to responsiveness ( high – low )
- 7. Assertiveness - The degree to which people have opinions about issue and make their positions clear to others publicly -Having strong convictions doesn’t make person assertive .assertive people express their convictions publicly and attempt to influence others to accept their beliefs
- 8. High assertive make strong statement take in charge attitude confront tension situation tell oriented competitive – directive risk taker decision maker ( make decisions quickly ) takes initiative leans forward direct eye contact speak intensely & loudly moves rapidly aggressive
- 9. Less assertive 1-rarely dominate a social situation 2-keep their opinion to themselves 3-go along attitude 4-ask oriented 5-cooperative 6-risk avoider 7-make decision slowly 8-let others take initiative 9-leans backward 10-indirect eye contact 11-speak slowly & softly 12-move deliberately 13-deliberate
- 10. Responsiveness based on how emotional people tend to get in social situation
- 11. Less responsiveness low emotionality 1-controls emotions 2-cool – aloof 3-talk oriented 4-serious – uses facts 5-businesslike 6-formal dress 7-move stiffly 8-disciplined about time 9-controlled facial expression 10-monotone voice
- 12. More responsiveness 1-rapidly express joy .anger . Sorrow 2-worm –more concerned with others 3-show emotion 4-relationship oriented 5-playful –uses opinion 6-friendly 7-undisciplined about time 8-animated facial expression 9-many vocal inflection 10-informal –casual dress
- 13. Expressive High emotionality High assertiveness Passive High emotionality Low assertiveness Controller Low emotionality High Assertiveness Intellectual Low emotionality Low assertiveness
- 14. Driver – controller lets get it done now . And get it done my way 1-Disciplined –businesslike – serious – competitive – controlled – fast take charge – take risk –look for several alternatives before making decision 2-Blunt – direct – impatient – task accomplisher – bottom like result – control oriented self & others 3-Self motivated –hard worker 4-They have great desire to get ahead in their companies 5-Efficient decision maker 6- They focused on the present and have little concern with the past or future
- 15. 7-technical background 8-achievement awards on the wall 9-no poster or slogan on office wall 10-furniture placed so contact so people have to cross the desk 11-conservative dress 12-Calendar prominently displayed 13-like group activity
- 16. Expressive 1-competitive –open –easy going –fast take charge 2-friendly – talkative –colorful-creative –imaginative –motivates -initiate activity 3-expressing view power and politics as important factors in their quest for personal rewards and recognition 4-interested in their relationship with supporter recruited to assist them in achieving their personal goals
- 17. 5-they based their decision on their opinion and the opinion of others 6-act quickly –take risk-impatient – change their mind easily 7-liberal art background 8-motivational slogan on the wall 9-office has friendly open atmosphere 10-unorganized desk 11-casual dress-like group activity 12-they focused on the future & directing their time and effort toward achieving their vision
- 18. Analytical – intellectual 1-like facts –principles- logic 2-suspicious of power and personal relationship 3-they systematically analyze the facts using the past as indication of the future event 4-disciplined –businesslike-serious –controlled-cooperative –quiet –supportive
- 19. 5-detailed –precise –gathering information –tests. 6-technical background 7-achievement award on the wall 8-office is work oriented and showing so much activates 9-conservative dress 10-like individual sport 11-neat –meticulous –organized
- 20. Amiable – passive 1-open- easy going-relationship orientated –warm –cooperative –deliberate –quite –supportive 2-make decisions slowly , building a consensus among people involved in the decision 3-conservative - agreeable . 4-developing an atmosphere of mutual respect rather than using power and authority
- 21. -liberal arts background -office friendly open atmosphere -picture of family displayed --desk placed for open contact with people -casual dress -like solitary activities ( reading – individual sport )
- 22. Tips on identifying social style -identifying social style is very difficult and require close and careful observation -sales people shouldn't jump to quick conclusion based on limited information -don’t let your judgment be clouded by your feelings about the customer or by thoughts about the customer's motives -avoid assuming that specific jobs or functions are associated with a social style ( he must be an analytical because he is an engineer )
- 23. -each person have a primary type and secondary type . -if your customer is intense and impatient ,lean forward and get to the point quickly -if your customer wants to relax and chat before talking business , lean back and relax and chat
- 25. -knowing your personality type ,determine the adjustments you need to make to more closely match the customer’s personality type . -Effective sales people try to match the style of their customer! Opposites do not attract! -if you think intellectuals are real “clowns", you can safely bet you are an expressive.
- 26. Q & A 1-Do you have any documentation? 2-What if something goes wrong? 3-Deal exclusively with me on this. 4-I'll bring it up in the next staff meeting. 5-Get to the point! 6-Will this put us out front? 7-I want to do a complete search for alternatives 8-Can you publicize that I was first?
- 27. What the Sales approach fit to each personality ? Answer will be in personality Type Part Two
- 28. References -selling building partnerships-1998 -Wilson learning –how to influence people - Secrets to Understanding Buyer Personality Types by Janiece V. Smith -Barbara K. Mednick, Star Tribune Sales and Marketing - Selling using Myers Briggs