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Personalities in Sales 2010

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Personalities in Sales

Personalities in Sales

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    • 1. Herrmann Brain Dominance Instrument
      HBDI
    • 2. So what’s in it for me?
      Depending on the goals you set, you can expect to see dramatic results in a number of areas:
      • Interpersonal communication at work and at home
      • 3. Better appreciation of diverse thinking styles
      • 4. Discovering your strengths and how to maximize them
      • 5. Enhanced effectiveness as a teacher or presenter
      • 6. Making better career decisions
      • 7. Facilitated learning of new material
      • 8. Solving problems more efficiently
      • 9. Engaging your creativity for productive innovation
      • 10. Embarking on a new career or project
      AND MOST OF ALL, FIGURING OUT YOUR STYLE AND YOUR PHYSICIAN’S
      STYLES TO ADAPT APPROACH AND SUCCEED IN SELLING MORE
    • 11. So who is this Homer, I mean, Herrmann guy anyway?
      Ned Herrmann was a physicist by profession; as well as an accomplished musician, sculptor and artist.
      In the 1970s, his work as Corporate Manager of Management Education at General Electric offered an opportunity for intensive study of individual and group preferences for certain styles of thinking.
      A desire to improve the effectiveness of management training led to his creation of a powerful thinking style assessment tool--the Herrmann Brain Dominance Instrument (HBDI).
      Starting his research with large groups within GE, he expanded it over 20 years through tens of thousands of surveys.
    • 12. The HBDI is based on an understanding of the four-quadrant nature of the human brain. The brain is comprised of left and right hemispheres, but there are also two parts of our thinking brain: the limbic and the cerebral.
      Each quadrant of the brain is responsible for highly specialized functions and thought processes.
      Ned Herrmann's Whole Brain model is a metaphor that demonstrated the preferred modes of each quadrant.
      The HBDI thinking styles assessment is a 120-question survey that provides a visual picture of an individual, team or group's mental preferences.
      It illustrates the "lens" through which we view life and helps provide a better understanding of how we process information, work, learn and relate to other people in our daily lives.
    • 13. Don’t think with half a brain!
      Be “whole brained”: incorporate both the analytical/sequential thinking of the left brain and the kinesthetic/holistic thinking of the right brain.

Whole brain activities are both intellectual and emotional, cognitive as well as experiential.
      Things we do well are often naturally whole-brained.

The purpose of whole brain training is to increase the number of things we do well by consciously applying techniques that support the whole brain approach to work and life.
    • 14. WHAT? – Rational Self
      Analizes
      Qualifies
      Is logical
      Is critical
      Is realistic
      Like numbers
      Know about $$$
      Knows how things work
      WHY? – Experimental Self
      Infers
      Imagines
      Speculates
      Takes risks
      Is impetuous
      Brakes rules
      Likes surprises
      Is curious / Plays
      WHO? – Feeling Self
      Is sensitive to others
      Likes to teach
      Touches a lot
      Is supportive
      Is expressive
      Is emotional
      Talks a lot
      Feels
      HOW? – Selfkeeping Self
      Takes preventive action
      Establishes procedures
      Gets things done
      Is reliable
      Organizes
      Is neat
      Timely
      Plans
    • 15. WHAT? – Rational Self
      Gathering Facts
      Analyzing issues
      Measuring precisely
      Logical problem solving
      Understanding technical
      elements
      Critical analysis
      Working with #’s, data
      WHY? – Experimental Self
      Tolerating ambiguity
      Seeing the big picture
      Intuitive problem solving
      Recognizing new possiblities
      Integrating ideas / concepts
      Challenging established policies
      Inventing innovative
      solutions to problems
      STRENGTHS OF EACH
      WHO? – Feeling Self
      Recognizing interpersonal
      difficulties
      Understanding how others feel / emotion
      Picking up the non-verbal cues
      Engendering enthusiasm
      Persuading and conciliating
      Teaching and sharing
      HOW? – Selfkeeping Self
      Approaches problems
      practically
      Organizing and keeping track
      Articulating plans in an orderly way
      Maintain a standard of consistency
      Developing detailed plans/ policies
    • 16. WHAT? – Rational Self
      Excessive “chatter”
      Appearing illogical content
      Lack of proof
      Loack of facts or data to substantiate
      Overt sharing of personal feelings
      Not knowing the answer
      Lack of opport. to challenge
      Touchy feely approaches
      WHY? – Experimental Self
      Repetition
      Overly structured, predictable events
      Playing it by the book
      Narrow focus
      Lack of lexibility/ Rigid
      Lack of conceptual framework
      Too much detail
      No connect. to other approaches
      FRUSTRATIONS OF EACH
      WHO? – Feeling Self
      Lack of participaton / sharing
      No eye contact
      Impersonal approach or examples
      Dry, unenthusiastic interaction
      No team or paired exercises
      Lack of hands-on learning
      Few opp. for social interaction
      Low recognition of praise
      HOW? – Selfkeeping Self
      Absence of a clear agenda
      Disorganized
      Poor sequencing, hopping around
      Ending late
      Changing the agenda mid-route
      Not practical, unpredictable
      Unclear instructions / Lack of closure
      Too many ideas at once
    • 17. WHAT? – Rational Self
      Rational
      Factual
      Analytical
      Convince
      Keep their eye on the bottom line
      WHY? – Experimental Self
      Experimental
      Visual
      Unique
      Conceptualize
      Keep their eye on the long term
      BUYING & SELLING STYLES
      WHO? – Feeling Self
      Emotional
      Thoughtful
      Interpersonal
      Connect
      Keep their eye on satisfaction
      HOW? – Selfkeeping Self
      Practical
      Planful
      Proven
      Close on the next steps
      Keep their eye on the details
    • 18. WHAT? – Rational Self
      Be brief, clear, concise
      Use direct language; to the point
      Ariculate in a logical format
      Use data and fact based charts
      Be accurate and specific
      Substantiate / prove position
      Know your #’s well
      Plan for challenge or debate
      WHY? – Experimental Self
      Think big picture
      Cluster thinking into chunks
      Allow for ambiguity
      Use your imagination
      Think about future implications
      Use metaphors and pictures
      Allow for other perspectives
      Let people know where headed
      MOVING TO A LESSER PREFERENCE
      WHO? – Feeling Self
      Bo not be direct
      Establish rapport
      Apply the personal touch
      Consider other people
      Share/ Respect feelings
      Pay attention to non verbals
      Socialize before business
      Be people focused
      HOW? – Selfkeeping Self
      Map ideas step by step
      Be consistent
      Stay on track
      Explain in detail
      Be practical
      Answer “how”
      Plan the process
      Show reduced risk
    • 19. WHAT? – Rational Self
      Loves to test you
      Prefers clinicals/ data/ evidence
      Does not share personal information
      Does not care what other docs use
      Direct speaking style/ less inflection
      Less gestures
      WHY? – Experimental Self
      New techn/future goals
      Early adopter / first on block
      Where else can I use it?
      Modern waiting room
      Minimal details / digresses
      Flexible time perspective
      PHYSICIAN STYLES
      CLUES
      WHO? – Feeling Self
      Animated/ contact-oriented
      Asks who is using it
      Askes from a pt perspective
      Shares feelings/ Tells stories
      Respects your opinions
      Friendly office environment
      HOW? – Selfkeeping Self
      Prefers appts, punctual
      Asks safety questions
      Likes algorithms
      Late adopter / first do no harm
      Follows routines
      Predictable
    • 20. WHAT? – Rational Self
      EXPECTS:
      Purpose, logic; brief, clear, precise
      Data, charts, PI / tech. accurate data
      Sticking to the business
      APPRECIATES:
      Critical analysis of clinicals
      Good debate, facts no fluff
      Well designed study
      WHY? – Experimental Self
      EXPECTS:
      Overview & “big picture”, ex./visuals
      Conceptual framework, freedom to rx
      Connection to office strategy
      APPRECIATES:
      Rep going out of way; style
      Connectn to other approaches
      Minimal details
      PHYSICIAN STYLES
      EXPECTATIONS
      WHO? – Feeling Self
      EXPECTS:
      Personal intros, conversations
      Engaging, passionate detail, trust
      Knowing how people feel
      APPRECIATES:
      Expressive body language & voice
      Respect opinions; no hidden agendas
      Hearing & understanding everyone
      HOW? – Selfkeeping Self
      EXPECTS:
      Week by week drug expect.
      Track record of safety, ref. & details
      Alignment with algorithms
      APPRECIATES:
      Well prepared rep; organized detail
      Proof of thoroughness
      No digressing
    • 21. WHAT? – Rational Self
      Bottom line/ cut to the chase
      Will be brief, clear & precise
      The following data state
      The validity of the study shows
      The pros & the cons are
      This is the logical choice b/c
      Exact cost is/ cost benefit is
      The outcomes / results are
      WHY? – Experimental Self
      Here is an overview / big picture
      Visually, let me show you
      In terms ofyour long term mgmnt
      Connections to other approaches
      New way of looking at this
      Won’t bog you down
      with the details
      Easily understandable
      SELLING PHRASES
      WHO? – Feeling Self
      Great to see you
      The effect on your pt is
      First, let me cover some business
      Other doctors have stated
      Patients will feel
      Patients will be saying
      I have informed your staff
      HOW? – Selfkeeping Self
      S/E to expect during week 1
      The reference is
      Here is how to avoid any surprises
      How to titrate is
      Further info is available
      I have 3 main points to discuss
      A reliable, steady, predictable
    • 22. Using HBDI in 4S-ing
    • 23. GOOD LUCK & GOOD SELLING!