Module 1 – Personality Patterns and Profiles by Elite Training Systems www.elitetrainingsystems.ca

Workshop Highlights Basic pre-workshop test to determine what personality style the participant is. Explanation of the four primary personality styles, history of how they were first discovered, how they are used today and where you fit into the mix. Introduction to patterns and habits that exist in human beings. In depth discussion of the characteristics present in each of the four personality styles. Overview of personality indicators and how to determine what type of individual you are interacting with. Explanation of how each of the four personality types are motivated and primary decision making factors that drive their choices. Tips and suggestions for how to leverage this information to improve your sales results, interact successfully with a broader range of people and gain more enjoyment out of your sales career.

Basic pre-workshop test to determine what personality style the participant is.

Explanation of the four primary personality styles, history of how they were first discovered, how they are used today and where you fit into the mix.

Introduction to patterns and habits that exist in human beings.

In depth discussion of the characteristics present in each of the four personality styles.

Overview of personality indicators and how to determine what type of individual you are interacting with.

Explanation of how each of the four personality types are motivated and primary decision making factors that drive their choices.

Tips and suggestions for how to leverage this information to improve your sales results, interact successfully with a broader range of people and gain more enjoyment out of your sales career.

Who Should Attend Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career. Those who wish to better understand themselves and be able to leverage that knowledge in order to produce better results from their efforts. Participants who wish to learn ideas and methods for being more effective at reading prospects and customers. Anyone who understands the necessity to adjust their style, pace and delivery to better address the needs of the prospect. Those interested in learning how to pick up on the key indicators that will tip them off to the type of individual they are attempting to sell to. People who work in a selling environment that places them in front of a wide variety of personality types and want to better understand the subject. Sales people who want to better serve their customers by being more intuitive to their needs, wants and desires.

Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career.

Those who wish to better understand themselves and be able to leverage that knowledge in order to produce better results from their efforts.

Participants who wish to learn ideas and methods for being more effective at reading prospects and customers.

Anyone who understands the necessity to adjust their style, pace and delivery to better address the needs of the prospect.

Those interested in learning how to pick up on the key indicators that will tip them off to the type of individual they are attempting to sell to.

People who work in a selling environment that places them in front of a wide variety of personality types and want to better understand the subject.

Sales people who want to better serve their customers by being more intuitive to their needs, wants and desires.

Workshop Objectives Define the four primary personality styles and determine which one that you are. Picture the strengths and weaknesses commonly present in each of the four personalities. Identify and channel your personal strengths for optimum performance. Recognize your natural weaknesses based on your personality type and how to monitor and self assess during stressful or challenging periods in your personal and professional life. Understand how your natural personality type interacts with the same and other personalities. Significantly enhance your ability to read other people and your effectiveness as a Sales Professional.

Define the four primary personality styles and determine which one that you are.

Picture the strengths and weaknesses commonly present in each of the four personalities.

Identify and channel your personal strengths for optimum performance.

Recognize your natural weaknesses based on your personality type and how to monitor and self assess during stressful or challenging periods in your personal and professional life.

Understand how your natural personality type interacts with the same and other personalities.

Significantly enhance your ability to read other people and your effectiveness as a Sales Professional.

The Four Primary Personality Styles History of the Four Primary Personalities Why do we use personality profiles? Who uses personality profiles? What are personality profiles not intended for?

History of the Four Primary Personalities

Why do we use personality profiles?

Who uses personality profiles?

What are personality profiles not intended for?

Personality Profiles The “Four Temperaments” Model Of Behavior

The “Four

Temperaments”

Model Of

Behavior

Personality Definitions Driver: This personality is similar to that of a Titan, one that is gigantic in size or power: and that stands out for greatness of achievement. Sometimes a legend in their own mind!

Driver: This personality is similar to

that of a Titan, one that is gigantic

in size or power: and that stands out

for greatness of achievement.

Sometimes a legend in their own

mind!

Personality Definitions Expressive: Effectively conveying meaning or feeling. The expressive is the life of the party and moreover, they are the party and the party will begin when they show up if they haven’t lost the directions!

Expressive: Effectively conveying

meaning or feeling. The expressive

is the life of the party and moreover,

they are the party and the party will

begin when they show up if they

haven’t lost the directions!

Personality Definitions Amiable: Pleasing, admirable. Generally agreeable. Being friendly, sociable and congenial. Amiable Blend into the background so they won’t be noticed or attract any unwanted attention.

Amiable: Pleasing, admirable.

Generally agreeable. Being friendly,

sociable and congenial. Amiable

Blend into the background so they

won’t be noticed or attract any

unwanted attention.

Personality Definitions Analytical: Arranged, characterized by, or performed with method or order. Habitually proceeding according to method. The anal retentive, cautious, calculated and always correct!

Analytical: Arranged, characterized

by, or performed with method or

order. Habitually proceeding

according to method. The anal

retentive, cautious, calculated and

always correct!

Personality Characteristics List some of the typical characteristics that each personality would exhibit. Strengths (under control) Weaknesses (out of control)

List some of the typical

characteristics that each

personality would exhibit.

Strengths (under control)

Weaknesses (out of control)

Personality Indicators Fill in the blanks on the following page (Page 19 in your workbooks) listing some of the potential personality indicators that you can think of.

Fill in the blanks on the following page (Page 19 in your workbooks) listing some of the potential personality indicators that you can think of.

Determining Personality Type Review the following slides for a list of suggested questions to ask to determine personality type:

Review the following slides for a list of suggested questions to ask to determine personality type:

Personality Motivators & Decision Making What are the personal motivators of each personality? How does each personality make decisions?

What are the personal motivators of each personality?

How does each personality make decisions?

Additional Personality Insights What are some other thoughts and ideas on the four primary personality types that we have discussed today?

What are some other thoughts and ideas on the four primary personality types that we have discussed today?

Personality Filtering Information, knowledge and training are filtered through our personalities. Thinking, behavioral patterns, decision-making and ultimately actions are strongly influenced by our dominant personality traits. Based on what we’ve discussed, how can this be a factor if you or your customer is any of these personalities? Considering both in and out of control.

Information, knowledge and training are filtered through our personalities. Thinking, behavioral patterns, decision-making and ultimately actions are strongly influenced by our dominant personality traits. Based on what we’ve discussed, how can this be a factor if you or your customer is any of these personalities? Considering both in and out of control.

What Does it all Mean? Now that you know about the four primary personalities, how does this information empower you? Empower!

Now that you know about the four primary personalities, how does this information empower you?

Workshop Recap Today we discovered tips, techniques and ideas to help you… Define the four primary personality styles and determine which one that you are. Picture the strengths and weaknesses commonly present in each of the four personalities. Identify and channel your personal strengths for optimum performance. Recognize your natural weaknesses based on your personality type and how to monitor and self assess during stressful or challenging periods in personal and professional life. Understand how your natural personality type interacts with the same and other personalities. Significantly enhance your ability to read other people and your effectiveness as a Sales Professional.

Today we discovered tips, techniques and ideas to help you…

Define the four primary personality styles and determine which one that you are.

Picture the strengths and weaknesses commonly present in each of the four personalities.

Identify and channel your personal strengths for optimum performance.

Recognize your natural weaknesses based on your personality type and how to monitor and self assess during stressful or challenging periods in personal and professional life.

Understand how your natural personality type interacts with the same and other personalities.

Significantly enhance your ability to read other people and your effectiveness as a Sales Professional.

Conclusion This is a sampling of our half-day interactive training workshop targeted towards consultative sales professionals. This program can be customized for on-site programs and also geared towards other general or specific audience groups. Contact information is on the following slide…

This is a sampling of our half-day interactive training workshop targeted towards consultative sales professionals.

This program can be customized for on-site programs and also geared towards other general or specific audience groups.

Contact information is on the following slide…

For More Information Highland Postal Outlet 75 Dundas Street N. P.O. Box 27007 Cambridge , ON N1R 8H1 Phone: 519-624-9964 Toll Free in Canada: 866-896-6603 Email: [email_address] The Company: www.elitetrainingsystems.ca Facilitator: www.marshallnorthcott.com

Highland Postal Outlet

75 Dundas Street N.

P.O. Box 27007

Cambridge , ON N1R 8H1

Phone: 519-624-9964

Toll Free in Canada: 866-896-6603

Email: [email_address]

The Company: www.elitetrainingsystems.ca

Facilitator: www.marshallnorthcott.com