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People profiling
This document discusses personality profiling and the four broad personality types: - The Driver is strong-willed, assertive, and doesn't like excuses. Facts and getting things done quickly appeal to them. - The Analytical type is cautious, cool, and detached. They love numbers and need preparation. - The Expressive type is enthusiastic, persuasive, and cheerful. They are swayed by enthusiasm and need to like the salesperson. - The Amiable type wants lasting solutions that don't make them feel risky or like large changes. They prefer close relationships and trust.
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People profiling
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- 3. The Line ofLife 20 70 Buy a carStart a familyGet MarriedBuy a second carKids start schoolChange jobsStart own businessExtend propertyMove houseKids go to universityKids buy a houseDivorceBuy another propertyHoliday homeRetirementDownsize Make a list of the ‘milestones’ of peoples’ lives
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- 5. The Broad Concept •There are over 5,000 personality traits • It is impossible to establish the trait within a few minutes of meeting a client • Concentrate on the 4 broad personalities • This is a two stage process • You have to calculate where your client sits on the following two scales…..
- 6. Introvert or Extrovert •Where does your client sit on the following scale? • This is the easier of the two decisions • However the most significant decision Introvert Extrovert
- 7. Task or PeopleOrientated • What degree your client is task or people orientated • The most difficult of the two decisions. • Task orientated people tend to be logical, objective and analytical • People orientated tend to be more emotional. Subjective and personal People orientated Task Orientated
- 8. The Four ClientTypes Expressive Driver Amiable Analytical People orientated Task Orientated IntrovertExtrovert
- 9. The Driver Expressive Driver AmiableAnalytical People orientated Task Orientated IntrovertExtrovert Personality Psycologists call them choleric or drivers Strong willed Assertive Don’t Listen if it means backing down Bull headed What makes them buy They want things done now! They want them done well They are not interested in excuses Don’t try any sales techniques as they will sense them early on
- 10. The Analytical Analytical Personality Psychologists callthem phlegmatic or analytical Cool and detached Observers rather than participants Cautious and self disciplined Typically accountants What makes them buy Must be factual These people love numbers Preparation is key Not interested in emotive sales techniques
- 11. The Expressive Expressive Personality Psychologists callthem sanguine or optimists Enthusiastic and expressive Persuasive and Cheerful Many famous personalities fall into this category Typically in sales and marketing What makes them buy Enthusiasm is very persuasive as they find this endearing Cannot be sold to unless they like you If they like you they will find you a compelling salesperson
- 12. The Amiable Amiable Personality Psychologists callthem melancholic r amiable Caring and loyal Lacking drive and determination Patient and steady Prefer close relationships with a few rather than loose relationships with many people What makes them buy They want lasting solutions that will protect them against:- Feeling as though they are taking a risk Feeling as thought they are making large changes Feeling as though you are not trustworthy or credible
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- 14. Where do wefit on the scale Socialite Achiever Carer Analyser People orientated Task Orientated IntrovertExtrovert
Editor's Notes
- #3 NEW TOPICWhat is it?Why use it?How can it make positive and negative outcomes based on what we feel?ie client sounds off on the phone etcLets talk about a different way to profile our customers!!!
- #4 What is it?Why use it?Practical Demonstration, with answers from around room on flipchartHow can we use it to assist our conversations with the client?
- #5 The Broad ConceptHow can we Judge PeopleBuying is emotionalBuyers RemorseBuying signalsThe four twelve's
- #14 So what does this mean……..75% percent of clients are AmiableThe easy to speak to types!Most likely to gain from our sales model25% more business is available if you want it.Now lets look at each other, where do we think we fit on the scale…..
- #15 Exercise to work out where we are on this scale.