Speak Their Language And Win

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How to use personality profiling to improve sales

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Speak Their Language And Win

  1. 1. Speak Their Language. . . And Win Personality Profiling and New Business charles collie collie strategic consulting
  2. 2. Language Translation Have you ever been to a place where no one speaks English? What did you do? How did you react?
  3. 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. 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. 5. Birds of a Feather <ul><li>Prospects hire the company that best meets their expectations </li></ul><ul><ul><li>In other words the one that they “ like ” best </li></ul></ul><ul><li>So the key to winning is to get prospects to “ like you better ” or to speak their language </li></ul>
  6. 6. Versatility Is The Objective <ul><li>Developing the ability to modify your behavior to make prospects more comfortable is called “ Versatility ” </li></ul><ul><li>Before behavior can be modified, the expectations of each personality profile must be identified and understood </li></ul>
  7. 7. Basics of Profiling <ul><li>There are 4 basic personality types </li></ul><ul><li>Each person has all 4 types in their personality, to one degree or another, but 1 type is always more pronounced than the others </li></ul><ul><li>In selling, we tend to put the strongest part of our personality forward </li></ul>
  8. 8. Part Of Our Everyday Lives <ul><li>We purchase cars in 1 of 4 ways </li></ul><ul><li>We learn to play golf in 1 of 4 ways </li></ul><ul><li>We lead in 1 of 4 ways </li></ul><ul><li>We like to be led in 1 of 4 ways </li></ul><ul><li>We buy homes in 1 of 4 ways </li></ul><ul><li>We sell homes in 1 of 4 ways </li></ul>
  9. 9. Personality Profiling Uses <ul><li>Hiring Decisions </li></ul><ul><li>Team Building </li></ul><ul><li>Client Loyalty & Growth </li></ul><ul><li>Sales </li></ul>
  10. 10. Today’s Focus <ul><li>Sales </li></ul>
  11. 11. Using Personality Profiling <ul><li>Talking to prospects on the phone </li></ul><ul><li>Writing notes, letters, e-mails, faxes </li></ul><ul><li>Nudging prospects (Doing what friends do for friends) </li></ul>
  12. 12. Using Personality Profiling <ul><li>First face-to-face meetings with prospects </li></ul><ul><li>Whether to accept coffee when offered </li></ul><ul><li>Describing your background & competency </li></ul>
  13. 13. Selecting Your Personality <ul><li>Blue </li></ul><ul><ul><li>Fact based </li></ul></ul><ul><ul><li>Process driven </li></ul></ul><ul><ul><li>Analytical </li></ul></ul><ul><li>Green </li></ul><ul><ul><li>Service oriented </li></ul></ul><ul><ul><li>Relationship driven </li></ul></ul><ul><ul><li>Accommodating </li></ul></ul><ul><li>Red </li></ul><ul><ul><li>Needs Control </li></ul></ul><ul><ul><li>Competitive </li></ul></ul><ul><ul><li>Persuasive </li></ul></ul><ul><li>Yellow </li></ul><ul><ul><li>Needs Praise </li></ul></ul><ul><ul><li>Enthusiastic </li></ul></ul><ul><ul><li>Inspiration based </li></ul></ul>
  14. 14. Task vs. People Task/Control People/Emote
  15. 15. Ask vs. Tell Tell/More Assertive Ask/Less Assertive
  16. 16. How To Profile Task/Control People/Emote Ask Tell
  17. 17. Each Profiles Favorite Word Task/Control People/Emote Ask Tell NOW! HOW? ME! WE
  18. 18. What They Do Task/Control People/Emote Ask Tell STRATEGIZE ANALYZE PERSONALIZE ORGANIZE
  19. 19. What They Want Task/Control People/Emote Ask Tell RESULTS PROCESS INSPIRATION LOYALTY
  20. 20. Two Questions <ul><li>So, at it’s foundation, profiling involves asking two simple questions: </li></ul><ul><li>Is the prospect more TASK or PEOPLE oriented? </li></ul><ul><li>Is the prospect more or less assertive (Do they ASK or TELL )? </li></ul>
  21. 21. Recognizing Other’s Profiles <ul><li>By their Body Language </li></ul><ul><li>By their Verbal Style </li></ul><ul><li>By their Appearance </li></ul><ul><li>By their Office </li></ul>
  22. 22. By Their Body Language <ul><li>RESULTS </li></ul><ul><li>Leans forward </li></ul><ul><li>Shows impatience </li></ul><ul><li>Business like </li></ul><ul><li>Acts first </li></ul><ul><li>Sustains eye contact </li></ul><ul><li>Firm handshake </li></ul>
  23. 23. By Their Body Language <ul><li>PROCESS </li></ul><ul><li>Cautious </li></ul><ul><li>Business like </li></ul><ul><li>Asks first </li></ul><ul><li>Quiet demeanor </li></ul><ul><li>Less firm handshake </li></ul><ul><li>Avoids touch </li></ul>
  24. 24. By Their Body Language <ul><li>LOYALTY </li></ul><ul><li>Personal </li></ul><ul><li>More compliant </li></ul><ul><li>Asks first </li></ul><ul><li>Quiet demeanor </li></ul><ul><li>More physical contact </li></ul><ul><li>More facial expressions </li></ul>
  25. 25. By Their Body Language <ul><li>INSPIRATION </li></ul><ul><li>Gestures for emphasis </li></ul><ul><li>Responsive and open </li></ul><ul><li>More non-verbal feedback </li></ul><ul><li>Acts first </li></ul><ul><li>Smiles more </li></ul><ul><li>Spontaneous </li></ul>
  26. 26. By Their Verbal Style <ul><li>RESULTS </li></ul><ul><li>More monotone </li></ul><ul><li>Faster pace </li></ul><ul><li>Confident sounding </li></ul><ul><li>Quick responses </li></ul><ul><li>Loud </li></ul><ul><li>Pointed statements </li></ul>
  27. 27. By Their Verbal Style <ul><li>PROCESS </li></ul><ul><li>More monotone </li></ul><ul><li>Slower pace </li></ul><ul><li>Quieter </li></ul><ul><li>Thinks before responds </li></ul><ul><li>Asks pointed questions </li></ul><ul><li>Keeps opinions to himself/herself </li></ul>
  28. 28. By Their Verbal Style <ul><li>LOYALTY </li></ul><ul><li>Talks about the person first </li></ul><ul><li>Slower pace </li></ul><ul><li>Quieter </li></ul><ul><li>Thinks before responds </li></ul><ul><li>Expresses feelings </li></ul><ul><li>Keeps opinions to himself/herself </li></ul>
  29. 29. By Their Verbal Style <ul><li>INSPIRATION </li></ul><ul><li>Talks about themselves </li></ul><ul><li>Faster pace </li></ul><ul><li>Contributes, interrupts, expresses opinions </li></ul><ul><li>Responds quickly </li></ul><ul><li>Expresses Feelings </li></ul><ul><li>Animated and Emotional </li></ul>
  30. 30. By Their Appearance <ul><li>RESULTS </li></ul><ul><li>Always appropriate </li></ul><ul><li>Generally non-descript </li></ul>
  31. 31. By Their Appearance <ul><li>PROCESS </li></ul><ul><li>Neat and creased </li></ul><ul><li>Shoes shined </li></ul><ul><li>Color coordinated </li></ul><ul><li>Make-up perfect </li></ul><ul><li>Tend toward the traditional </li></ul>
  32. 32. By Their Appearance <ul><li>LOYALTY </li></ul><ul><li>More casual </li></ul><ul><li>Relaxed </li></ul><ul><li>Tend to under dress </li></ul>
  33. 33. By Their Appearance <ul><li>INSPIRATION </li></ul><ul><li>Bright colors </li></ul><ul><li>Big jewelry </li></ul><ul><li>Dress to impress </li></ul><ul><li>Tend to be trendy </li></ul>
  34. 34. By Their Office <ul><li>RESULTS </li></ul><ul><li>Orderly and business like </li></ul><ul><li>Power positioning </li></ul><ul><li>Work materials close at hand </li></ul><ul><li>Few or no family photos or mementos </li></ul>
  35. 35. By Their Office <ul><li>PROCESS </li></ul><ul><li>Organized and systematic </li></ul><ul><li>Likes conference tables </li></ul><ul><li>Uses desk as a conference table </li></ul><ul><li>Neat piles of support materials close by </li></ul><ul><li>Take home bag </li></ul>
  36. 36. By Their Office <ul><li>LOYALTY </li></ul><ul><li>Warm and friendly </li></ul><ul><li>Comfortable </li></ul><ul><li>Lots of personal photos (usually family) </li></ul><ul><li>Personal hobby or interest showing </li></ul><ul><li>Plants </li></ul>
  37. 37. By Their Office <ul><li>INSPIRATION </li></ul><ul><li>Wall of fame </li></ul><ul><li>Messy, lots going on </li></ul><ul><li>Hides mess or meets in conference room </li></ul><ul><li>Inspirational slogans </li></ul><ul><li>Grouping of chairs away from the desk </li></ul><ul><li>Appropriate family photos </li></ul>
  38. 38. Again, Why Is This Important? <ul><li>Results prospects want to hire Results firms </li></ul><ul><li>Process prospects want to hire Process firms </li></ul><ul><li>Loyalty prospects want to hire Loyalty firms </li></ul><ul><li>Inspiration prospects want to hire Inspiration firms </li></ul>
  39. 39. Versatility Is The Objective Versatility allows you to move toward the prospect. Seeing the situation through their eyes RESULTS INSPIRATION PROCESS Loyalty
  40. 40. Using Personality Profiling <ul><li>Talking to prospects on the phone </li></ul><ul><li>Writing notes, letters, e-mails, faxes </li></ul><ul><li>Nudging prospects (Doing what friends do for friends) </li></ul>
  41. 41. Using Personality Profiling <ul><li>First face-to-face meetings with prospects </li></ul><ul><li>Whether to accept coffee when offered </li></ul><ul><li>Describing the firm’s background & competency </li></ul>
  42. 42. Speak their language <ul><li>Understand who you are </li></ul><ul><li>Understand your prospective client </li></ul><ul><li>Adapt-to-Connect </li></ul><ul><li>Personality profiling should be a foundational skill for everyone in your business </li></ul>
  43. 43. Thank You

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