Work Smarter  Gain more  Dr Mohammed Mohsen Negotiation Academy M.S American Management Association M.S
<ul><li>Part One  </li></ul><ul><li>Personality Type  </li></ul>
Which personality type would say the following  <ul><li>1-I’ve only got five minutes ? </li></ul><ul><li>2-I will have to ...
Is your customer looks like
So how can I ? <ul><li>1-Understand personality type ? </li></ul><ul><li>2-Appeal to different customers  ? </li></ul><ul>...
Main classification  <ul><li>1- according to assertiveness  </li></ul><ul><li>( high – low ) </li></ul><ul><li>2-according...
Assertiveness  <ul><li>- The degree to which people have opinions about issue and make their positions clear to others pub...
High assertive  <ul><li>make strong statement </li></ul><ul><li>take in charge attitude  </li></ul><ul><li>confront tensio...
Less assertive  <ul><li>1-rarely dominate a social situation  </li></ul><ul><li>2-keep their opinion to themselves  </li><...
Responsiveness  <ul><li>based on how emotional people tend to get in social situation  </li></ul>
Less responsiveness low emotionality  <ul><li>1-controls emotions  </li></ul><ul><li>2-cool – aloof  </li></ul><ul><li>3-t...
More responsiveness  <ul><li>1-rapidly express joy .anger . Sorrow </li></ul><ul><li>2-worm –more concerned with others  <...
Expressive   High emotionality  High assertiveness   Passive  High emotionality  Low assertiveness  Controller  Low emotio...
Driver – controller  <ul><li>lets get it done now . And get it done my way </li></ul><ul><li>1-Disciplined –businesslike –...
<ul><li>7-technical background  </li></ul><ul><li>8-achievement awards on the wall </li></ul><ul><li>9-no poster or slogan...
Expressive  <ul><li>1-competitive –open –easy going –fast take charge  </li></ul><ul><li>2-friendly – talkative –colorful-...
<ul><li>5-they based their decision on their opinion and the opinion of others  </li></ul><ul><li>6-act quickly –take risk...
Analytical – intellectual  <ul><li>1-like facts –principles- logic </li></ul><ul><li>2-suspicious of power and personal re...
<ul><li>5-detailed –precise –gathering information –tests. </li></ul><ul><li>6-technical background </li></ul><ul><li>7-ac...
Amiable – passive  <ul><li>1-open- easy going-relationship orientated –warm –cooperative –deliberate –quite –supportive </...
<ul><li>-liberal arts background </li></ul><ul><li>-office friendly open atmosphere </li></ul><ul><li>-picture of family d...
Tips on identifying social style  <ul><li>-identifying social style is very difficult and require close and careful observ...
<ul><li>-each person have a primary type and secondary type . </li></ul><ul><li>-if your customer is intense and impatient...
Opposite don’t attract
<ul><li>-knowing your personality type ,determine the adjustments you need to make to  more closely match the customer’s p...
Q & A <ul><li>1-Do you have any documentation?  </li></ul><ul><li>2-What if something goes wrong?  </li></ul><ul><li>3-Dea...
What the Sales approach fit to each personality ? <ul><li>Answer will be in personality Type Part Two </li></ul>
References  <ul><li>-selling building partnerships-1998 </li></ul><ul><li>-Wilson learning –how to influence people  </li>...
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Personality types part 1

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Transcript of "Personality types part 1"

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

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