This document discusses different social styles - Driver, Expressive, Amiable, and Analytical - based on levels of assertiveness and responsiveness. It defines each social style and provides tips on how to best negotiate with each one. Drivers are task-oriented and want facts, while Expressives value relationships and stories. Amiables seek agreement and low risk, and Analyticals need specifics and logic. The document advises tailoring your negotiation approach based on understanding the other party's social style.
The 5-Step Cold Call Challenge: Overcome Obstacles to More Appointments and S...Business Wise Inc.
Do you know how to get past the “gatekeeper” so you can talk to your prospect? What if your prospect says she doesn’t have time? Or asks you a tough question?
The most successful cold callers know how to navigate these challenging scenarios to win over prospects and set more appointments.
Learn how in this presentation from Business Wise Insiders!
Handling Resistance: The Sale Begins When the Customer Says NoBob Hafer
When a customer raises objections they are providing salespeople with useful although negative information about the purchase. Objections generally fall into two categories: misunderstandings and drawbacks. The misunderstandings and drawbacks salespeople encounter become “stumbling blocks” or “stepping stones” depending on how they are handled.
This fast-paced seminar teaches a six-step process for handling resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the close.
When a sales person demonstrates a feature, talks about a benefit or uses a sales closing technique, their customer may well respond in the negative sense, giving excuses or otherwise heading away from the sale. The response to this is to handle these objections. This is 'objection-handling'.
Becoming a trusted advisor - what consultancy really is aboutjenspas
Becoming a trusted advisor - what consultancy really is about
presentation by Jens Pas
april 2009
On how to build trust and how to become a trusted advisor
This slide deck explores using FAB statements to help people deal with buying objections based on price. This can be used for a Sales Team or in a Retail setting to help employees build their confidence.
Traits of successful project managers - RICS ArticleDonnie MacNicol
Donnie MacNicol and Brenda Hales identify the behavioural traits the PM needs to develop and encourage in themselves
and others to enhance their success
The 5-Step Cold Call Challenge: Overcome Obstacles to More Appointments and S...Business Wise Inc.
Do you know how to get past the “gatekeeper” so you can talk to your prospect? What if your prospect says she doesn’t have time? Or asks you a tough question?
The most successful cold callers know how to navigate these challenging scenarios to win over prospects and set more appointments.
Learn how in this presentation from Business Wise Insiders!
Handling Resistance: The Sale Begins When the Customer Says NoBob Hafer
When a customer raises objections they are providing salespeople with useful although negative information about the purchase. Objections generally fall into two categories: misunderstandings and drawbacks. The misunderstandings and drawbacks salespeople encounter become “stumbling blocks” or “stepping stones” depending on how they are handled.
This fast-paced seminar teaches a six-step process for handling resistance to ensure that drawbacks and misunderstandings become “stepping stones” to the close.
When a sales person demonstrates a feature, talks about a benefit or uses a sales closing technique, their customer may well respond in the negative sense, giving excuses or otherwise heading away from the sale. The response to this is to handle these objections. This is 'objection-handling'.
Becoming a trusted advisor - what consultancy really is aboutjenspas
Becoming a trusted advisor - what consultancy really is about
presentation by Jens Pas
april 2009
On how to build trust and how to become a trusted advisor
This slide deck explores using FAB statements to help people deal with buying objections based on price. This can be used for a Sales Team or in a Retail setting to help employees build their confidence.
Traits of successful project managers - RICS ArticleDonnie MacNicol
Donnie MacNicol and Brenda Hales identify the behavioural traits the PM needs to develop and encourage in themselves
and others to enhance their success
A quick overview of the effective Social Styles model. Increase group performance by learning how to deal with Analysers, Drivers, Amiables and Expressives.
SurveySELLING TODAY Communication Style Assessment Exercise TMThis.docxssuserf9c51d
SurveySELLING TODAY Communication Style Assessment Exercise TMThis assessment exercise is copyrighted and to be used exclusively with 13e SELLING TODAY: PARTNERING TO CREATE VALUEINSTRUCTIONS: The words listed below describe attitudes or behaviors expressed when communicating and interacting with others. Carefully consider each word and decide whether it accurately describes the attitude or behavior of the person being assessed.Rating Scale: Using the numbers 4, 3, 2, 1, and 0 (4 is most descriptive and 0 is least descriptive), enter the number that represents the behavior of the person you are assessing. You must provide a number for all the words presented.Enter the name of the person being assessed in the box below.NameReminder: Provide a number for all words presented.0Precise0Bold0Unrelenting0Meticulous0Conforming0Cautious0Diligent0Emotional0Deliberate0Forceful0Collaborative0Gentle0Dynamic0Approachable0Patient0Serious0Methodical0Influential0Aggressive0Lighthearted0Outspoken0Stimulating0Spontaneous0Warm0Excitable0Organized0Enthusiastic0Requiring0Intense0Determined0Unemotional0Sociable0Relaxed0Disciplined0Persuasive0Decisive0Talkative0Sensitive0Competitive0ReservedWhen Finished, Click Here.Preferred Communication Style ofName:ReflectiveThe identified preferred communication style is a Reflective. A reflective enjoys studying problems and finding solutions to them. A reflective focuses on challenges and works in an organized, disciplined manner in order to reach his or her objectives.The Preferred Range of Communication Styles ofNameThe highest point on this chart is the dominant or preferred communication style. The other bars show the preferences for alternative styles.You may now print this completed survey for future reference.Copyright 2009SELLING TODAY Communication Styles ExerciseSUGGESTIONS FOR SELF-IMPROVEMENTPersonPreferred Communication StyleNameReflectiveA Reflective may enjoy more success and happiness by openly showing concern and appreciation of others, occasionally trying shortcuts and time-savers, and adjusting more readily to change and disorganization. He or she should strive to improve on decision-making timeliness, initiating new projects, compromising with the opposition and stating unpopular decisions.Specifically, a Reflective may enjoy more success when communicating with the three other styles in the following manner:Communicating More Effectively With The DirectiveThe key to relating to a Directive is to keep the relationship somewhat businesslike. Developing a strong personal relationship is not a high priority for Directives. In other words, friendship is not usually a condition for a good working relationship. Your goal is to be as efficient, time disciplined, and well organized as possible and to provide appropriate facts, figures, and success probabilities. Most Directives are goal-oriented people, so try to identify their primary objectives and then determine ways to support and help with these objectives. ...
This is a quick overview of three assessments I am familiar with, which are DiSC profile, TKI - Thomas Killian Conflict Mode Instrument, and Kolb - Learning/Thinking/Working Styles.
Identity Self-Perception Business Personality Questionnaire Careers ReportPsyAsia International
The Careers Feedback Report can help decision makers gain an insight into a candidate's preferences, style of learning and which vocations may be best suited to their interests. The results are intended to help guide decision makers towards potential careers, occupations or educational programmes that the candidate might enjoy rather than providing a prescription of what the candidate should be doing.
This report has been generated based upon the test candidate's responses to the 'identity' questionnaire i.e. it is a 'self-perception' report. It is important to keep in mind that the report measures the candidate's preferences, not their skills or abilities.
(Note, the most-up-to-date sample reports are always available at the PsyAsia website.)
Identity Self-Perception Business Personality Questionnaire Pre Interview ReportPsyAsia International
This report is designed to support an interview. Typically, behavioural questions that focus on what the candidate has personally done in the past are generally the most predictive for future job performance.
(Note, the most-up-to-date sample reports are always available at the PsyAsia website.)
Identity Self-Perception Business Personality Questionnaire Feedback ReportPsyAsia International
This report provides comprehensive information based on a test candidate's responses to the Identity Questionnaire i.e. it is a 'self-perception' report. Important points to note about self-perception information:
- It is not a definitive statement about how the candidate behaves - just an indicator.
- Information relates to the candidate's style and preference not ability.
- It offers a comparative measure of how the candidate sees themselves compared with most other people.
- Although broad patterns can be consistent across time, the candidate's profile can change with experience. Therefore the shelf-life of the information contained in this report is typically 12 months.
- In a recruitment situation, this information should never be used in isolation - it supports other evidence.
(Note, the most-up-to-date sample reports are always available at the PsyAsia website.)
We as project management professionals are well aware of the importance of the so-called "soft skills" in our professional development and success.
But what exactly are these skills and why are they important in our profession?
How can we determine when these skills are to be used and what can we do to maximize our effectiveness in each individual area?
Attendees to this presentation will learn:
1) The 15 Essential Soft Skills of Project Management Professionals.
2) Practical situations and examples where these skills are demonstrated.
3) Exercises and best practices designed to improve their skill level in each area.
Welcome to TechSoup New Member Orientation and Q&A (May 2024).pdfTechSoup
In this webinar you will learn how your organization can access TechSoup's wide variety of product discount and donation programs. From hardware to software, we'll give you a tour of the tools available to help your nonprofit with productivity, collaboration, financial management, donor tracking, security, and more.
Biological screening of herbal drugs: Introduction and Need for
Phyto-Pharmacological Screening, New Strategies for evaluating
Natural Products, In vitro evaluation techniques for Antioxidants, Antimicrobial and Anticancer drugs. In vivo evaluation techniques
for Anti-inflammatory, Antiulcer, Anticancer, Wound healing, Antidiabetic, Hepatoprotective, Cardio protective, Diuretics and
Antifertility, Toxicity studies as per OECD guidelines
Synthetic Fiber Construction in lab .pptxPavel ( NSTU)
Synthetic fiber production is a fascinating and complex field that blends chemistry, engineering, and environmental science. By understanding these aspects, students can gain a comprehensive view of synthetic fiber production, its impact on society and the environment, and the potential for future innovations. Synthetic fibers play a crucial role in modern society, impacting various aspects of daily life, industry, and the environment. ynthetic fibers are integral to modern life, offering a range of benefits from cost-effectiveness and versatility to innovative applications and performance characteristics. While they pose environmental challenges, ongoing research and development aim to create more sustainable and eco-friendly alternatives. Understanding the importance of synthetic fibers helps in appreciating their role in the economy, industry, and daily life, while also emphasizing the need for sustainable practices and innovation.
The French Revolution, which began in 1789, was a period of radical social and political upheaval in France. It marked the decline of absolute monarchies, the rise of secular and democratic republics, and the eventual rise of Napoleon Bonaparte. This revolutionary period is crucial in understanding the transition from feudalism to modernity in Europe.
For more information, visit-www.vavaclasses.com
Honest Reviews of Tim Han LMA Course Program.pptxtimhan337
Personal development courses are widely available today, with each one promising life-changing outcomes. Tim Han’s Life Mastery Achievers (LMA) Course has drawn a lot of interest. In addition to offering my frank assessment of Success Insider’s LMA Course, this piece examines the course’s effects via a variety of Tim Han LMA course reviews and Success Insider comments.
Instructions for Submissions thorugh G- Classroom.pptxJheel Barad
This presentation provides a briefing on how to upload submissions and documents in Google Classroom. It was prepared as part of an orientation for new Sainik School in-service teacher trainees. As a training officer, my goal is to ensure that you are comfortable and proficient with this essential tool for managing assignments and fostering student engagement.
Acetabularia Information For Class 9 .docxvaibhavrinwa19
Acetabularia acetabulum is a single-celled green alga that in its vegetative state is morphologically differentiated into a basal rhizoid and an axially elongated stalk, which bears whorls of branching hairs. The single diploid nucleus resides in the rhizoid.
A Strategic Approach: GenAI in EducationPeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
This Gasta posits a strategic approach to integrating AI into HEIs to prepare staff, students and the curriculum for an evolving world and workplace. We will highlight the advantages of working with these technologies beyond the realm of teaching, learning and assessment by considering prompt engineering skills, industry impact, curriculum changes, and the need for staff upskilling. In contrast, not engaging strategically with Generative AI poses risks, including falling behind peers, missed opportunities and failing to ensure our graduates remain employable. The rapid evolution of AI technologies necessitates a proactive and strategic approach if we are to remain relevant.
1. Managing & negotiating with different social styles Dr Earl Stevens, October 2009 7. Sales Training - Negotiation #2 10/08/11 1
2. Defining Social Style A person’s Social Style is measured in relation to three behavioural dimensions: Assertiveness Responsiveness Versatility. The Assertiveness Scale: Measures the degree to which a person is seen as attempting to influence the thoughts, decisions or actions of others either directly by tell behaviour or by questioning, i.e. ask behaviour. Tell Behaviour: Is risk-taking, fast-paced, challenging. Ask Behaviour: Is co-operative, deliberate actions, minimizing risks. The Responsiveness Scale: Measures the degree to which a person either openly expresses their feelings or controls their feelings. The ends of the scale are “control” and “emote”. Control Behaviour: Is disciplined, serious, and cool. Emote Behaviour: Is relationship oriented, open, and warm. The two scales combine to give a two-dimensional model of behaviour, which will help you to understand how others perceive you. The dimensions of behaviour will also help you to plan how you can deal more effectively with people of different Social Styles. 10/08/11 2
3. Social Styles & how to Negotiate with them: Driver: The Director. Assertive but not responsive Task rather than people oriented. Decisive and determined Controlled emotions Set on efficiency and effectiveness. Likes control, often in a hurry. Firm, stable relationships Stubborn, tough. Impatient. Inflexible poor listener. To Negotiate With Drivers: Plan to ask questions about and discuss specifics, actions and results. Use facts and logic. When necessary, disagree with facts rather than opinions. Be assertive. Keep it business-like, efficient and to the point. Personal guarantees and testimonials are least effective . better to provide options and facts. Do not invade personal space. 10/08/11 3
4. Social Styles & how to Negotiate with them: Expressive: The Socializer. Assertive and responsive. Reactive, impulsive, decisions spontaneous, intuitive Placing more importance on relationships than tasks Emotionally expressive, sometimes dramatic. Flexible agenda, short attention span, easily loved. Enthusiastic. Strong persuasive skills, talkative and gregarious. Optimistic; takes risks. Creative. To Negotiate With Expressives: Seek opinions in an area you wish to develop to achieve mutual understanding. Discussion should be people as well as fact oriented. Keep summarizing- work out specifics on points of agreement. Try short, fast moving experience stories. Make sure to pin them down in a friendly way. Remember to discuss the future as well as the present. Look out for the impulse buy. 10/08/11 4
5. Social Styles & how to Negotiate with them: Amiable: The Supporter. Not assertive but responsive. Dependent on others. Respectful, willing and agreeable. Emotionally expressive. Everyone’s friend; supportive; soft-hearted. Low risk taker, likes security Group builder. Over sensitive. Not goal orientated. To Negotiate With Amiables: Work, jointly, seek common ground. Find out about personal interests and family. Be patient and avoid going for what looks like an easy pushover. Use personal assurance and specific guarantees and avoid options and probabilities. Take time to be agreeable. Focus discussion on .how. Demonstrate low risk solutions. Don’t take advantage of their good nature. 10/08/11 5
6. Social Styles & how to Negotiate with them: Analytical: The Clinician. Not assertive, not responsive. Precise, orderly and business-like. Rational and co-operative. Self-controlled and serious. Motivated by logic and facts. Not quick to make decisions. Distrusts persuasive people. Like things in writing and detail. Security conscious. Critical, aloof, sceptical. Excellent problem solver. Likes rigid timetables. To Negotiate With Analyticals: Take action rather than words to demonstrate helpfulness and willingness. Stick to specifics. Analytical expect salesmen to overstate. Their decisions are based on facts and logic and they avoid risk. They can often be very co-operative, but established relationships take time. Consider telling them what the product won’t do . they will respect you for it, and they will have spotted the deficiencies anyway. Discuss reasons and ask why questions. Become less responsive and less assertive yourself. 10/08/11 6