Speak Their Language And Win
- 1. Speak Their Language. . . And Win Personality Profiling and New Business charles collie collie strategic consulting
- 2. Language Translation Have you ever been to a place where no one speaks English? What did you do? How did you react?
- 3. Language Translation Have you ever worked with a client you could never get along with? What did you do? How did you react?
- 4. Language Translation Have you ever met with a prospect who just didn’t seem to get it? What did you do? How did you react?
- 5. Birds of a Feather Prospects hire the company that best meets their expectations In other words the one that they “ like ” best So the key to winning is to get prospects to “ like you better ” or to speak their language
- 6. Versatility Is The Objective Developing the ability to modify your behavior to make prospects more comfortable is called “ Versatility ” Before behavior can be modified, the expectations of each personality profile must be identified and understood
- 7. Basics of Profiling There are 4 basic personality types Each person has all 4 types in their personality, to one degree or another, but 1 type is always more pronounced than the others In selling, we tend to put the strongest part of our personality forward
- 8. Part Of Our Everyday Lives We purchase cars in 1 of 4 ways We learn to play golf in 1 of 4 ways We lead in 1 of 4 ways We like to be led in 1 of 4 ways We buy homes in 1 of 4 ways We sell homes in 1 of 4 ways
- 9. Personality Profiling Uses Hiring Decisions Team Building Client Loyalty & Growth Sales
- 11. Using Personality Profiling Talking to prospects on the phone Writing notes, letters, e-mails, faxes Nudging prospects (Doing what friends do for friends)
- 12. Using Personality Profiling First face-to-face meetings with prospects Whether to accept coffee when offered Describing your background & competency
- 13. Selecting Your Personality Blue Fact based Process driven Analytical Green Service oriented Relationship driven Accommodating Red Needs Control Competitive Persuasive Yellow Needs Praise Enthusiastic Inspiration based
- 14. Task vs. People Task/Control People/Emote
- 15. Ask vs. Tell Tell/More Assertive Ask/Less Assertive
- 16. How To Profile Task/Control People/Emote Ask Tell
- 17. Each Profiles Favorite Word Task/Control People/Emote Ask Tell NOW! HOW? ME! WE
- 18. What They Do Task/Control People/Emote Ask Tell STRATEGIZE ANALYZE PERSONALIZE ORGANIZE
- 19. What They Want Task/Control People/Emote Ask Tell RESULTS PROCESS INSPIRATION LOYALTY
- 20. Two Questions So, at it’s foundation, profiling involves asking two simple questions: Is the prospect more TASK or PEOPLE oriented? Is the prospect more or less assertive (Do they ASK or TELL )?
- 21. Recognizing Other’s Profiles By their Body Language By their Verbal Style By their Appearance By their Office
- 22. By Their Body Language RESULTS Leans forward Shows impatience Business like Acts first Sustains eye contact Firm handshake
- 23. By Their Body Language PROCESS Cautious Business like Asks first Quiet demeanor Less firm handshake Avoids touch
- 24. By Their Body Language LOYALTY Personal More compliant Asks first Quiet demeanor More physical contact More facial expressions
- 25. By Their Body Language INSPIRATION Gestures for emphasis Responsive and open More non-verbal feedback Acts first Smiles more Spontaneous
- 26. By Their Verbal Style RESULTS More monotone Faster pace Confident sounding Quick responses Loud Pointed statements
- 27. By Their Verbal Style PROCESS More monotone Slower pace Quieter Thinks before responds Asks pointed questions Keeps opinions to himself/herself
- 28. By Their Verbal Style LOYALTY Talks about the person first Slower pace Quieter Thinks before responds Expresses feelings Keeps opinions to himself/herself
- 29. By Their Verbal Style INSPIRATION Talks about themselves Faster pace Contributes, interrupts, expresses opinions Responds quickly Expresses Feelings Animated and Emotional
- 30. By Their Appearance RESULTS Always appropriate Generally non-descript
- 31. By Their Appearance PROCESS Neat and creased Shoes shined Color coordinated Make-up perfect Tend toward the traditional
- 32. By Their Appearance LOYALTY More casual Relaxed Tend to under dress
- 33. By Their Appearance INSPIRATION Bright colors Big jewelry Dress to impress Tend to be trendy
- 34. By Their Office RESULTS Orderly and business like Power positioning Work materials close at hand Few or no family photos or mementos
- 35. By Their Office PROCESS Organized and systematic Likes conference tables Uses desk as a conference table Neat piles of support materials close by Take home bag
- 36. By Their Office LOYALTY Warm and friendly Comfortable Lots of personal photos (usually family) Personal hobby or interest showing Plants
- 37. By Their Office INSPIRATION Wall of fame Messy, lots going on Hides mess or meets in conference room Inspirational slogans Grouping of chairs away from the desk Appropriate family photos
- 38. Again, Why Is This Important? Results prospects want to hire Results firms Process prospects want to hire Process firms Loyalty prospects want to hire Loyalty firms Inspiration prospects want to hire Inspiration firms
- 39. Versatility Is The Objective Versatility allows you to move toward the prospect. Seeing the situation through their eyes RESULTS INSPIRATION PROCESS Loyalty
- 40. Using Personality Profiling Talking to prospects on the phone Writing notes, letters, e-mails, faxes Nudging prospects (Doing what friends do for friends)
- 41. Using Personality Profiling First face-to-face meetings with prospects Whether to accept coffee when offered Describing the firm’s background & competency
- 42. Speak their language Understand who you are Understand your prospective client Adapt-to-Connect Personality profiling should be a foundational skill for everyone in your business
- 43. Thank You