Download - G Adapting
-
8/9/2019 G Adapting
1/17
G-Adapting
What does adaptive selling mean?
Adaptation means flexibility
Greater knowledge of products, company and customer leads to
greater flei!ility"
Approaches to developing knowledge#
$ eperts
$ company materials and trade pu!lications
$ asking for feed!ack
$ analy%ing successes and failures
$ research reports &!usiness and academic 'ournals(
-
8/9/2019 G Adapting
2/17
G-Adapting
Guidelines to )dentifying *ome +ersonality *tyles
Guideline
How to describe this person
The persons strengths
The persons drawbacks Time orientation
Environment
Room Desk
Dress
Personality Style
Thinker
ntuitor
!eeler
Senser
-
8/9/2019 G Adapting
3/17
G-Adapting
Guideline# ow to descri!e this person
Thinker"A direct, detail-oriented person" ikes to deal in se.uence
on his/her time. /ery precise, sometimes seen as a nit-picker" 0act
oriented"
Intuitor" A knowledgea!le, future-oriented person" An innovator who
likes to a!stract principles from a mass of material" Active incommunity affairs !y assisting in policy making, program
development, etc"
Feeler" +eople-oriented" /ery sensitive to people1s needs" An
emotional person rooted in the past" 2n'oys contact with people"
A!le to read people very well"
Senser" Action-oriented person" 3eals with the world through his4her
senses" /ery decisive and has a high energy level"
-
8/9/2019 G Adapting
4/17
G-Adapting
Guideline# 5he person1s strengths
Thinker"2ffective communicator, deli!erative, prudent, weighs
alternatives, sta!ili%ing, o!'ective, rational, analytical, asks
.uestions for more facts"
Intuitor" 6riginal, imaginative, creative, !road-gauged, charismatic,
idealist, intellectual, tenacious, ideological, conceptual, involved" Feeler" *pontaneous, persuasive, emphatic, grasps, traditional values,
pro!ing, introspective, draws out feelings of others, loyal, actions
!ased on what has worked in the past""
Senser" +ragmatic, assertive, directional results-oriented, technically
skillful, o!'ective7!ases opinions on what he4she actually sees,
perfection-seeking, decisive, direct and down to earth,
action-oriented"
-
8/9/2019 G Adapting
5/17
G-Adapting
Guideline# 5he person1s draw!acks
Thinker" /er!ose, indecisive, overcautious, overanaly%es, unemotional,
nondynamic, controlled and controlling, overserious, rigid,
nit-picking"
Intuitor" 8nrealistic, far-out, fantasy-!ound, scattered, devious, out-of-
touch, dogmatic, impractical, poor listener" Feeler" )mpulsive, manipulative, overpersonali%es, sentimental,
postponing, guilt-ridden, stirs up conflict, su!'ective"
Senser" )mpatient, doesn1t see long-range, status-seeking, self-
involved, acts first then thinks, lacks trust in others, nit-picking,
impulsive, does not delegate to others"
-
8/9/2019 G Adapting
6/17
G-Adapting
Guideline# 5ime orientation
Thinker" +ast, present, future
Intuitor" 0uture
Feeler" +ast Senser" +resent
-
8/9/2019 G Adapting
7/17
G-Adapting
2nvironment# 3esk
Thinker" 8sually neat
Intuitor" 9eference !ooks, theory !ooks, etc"
Feeler" +ersonal pla.ues and mementos, family pictures
Senser" :haos
-
8/9/2019 G Adapting
8/17
G-Adapting
2nvironment# 9oom
Thinker" 8sually has a calculator and computer runs, etc"
Intuitor" A!stract art, !ookcases, trend charts, etc"
Feeler" 3ecorated warmly with pictures of scenes or people"
Anti.ues"
Senser" 8sually a mess with piles of papers, etc" Action pictures or
pictures of the manufacturing plant or products on the wall"
-
8/9/2019 G Adapting
9/17
G-Adapting
2nvironment# 3ress
Thinker" ;eat and conservative"
Intuitor"
-
8/9/2019 G Adapting
10/17
G-Adapting
0our Additional 5ypes of +ersonality *tyles
-
8/9/2019 G Adapting
11/17
G-Adapting
*ocial *tyles
-
8/9/2019 G Adapting
12/17
G-Adapting
:ues to *ocial *tyles
#nalyticals# technical !ackground, achievement awards on wall, office is work
oriented, showing much activity, conservative dress, likes solitary activities
Drivers# technical !ackground, achievement awards on wall, no posters or slogans
on office walls, calendar prominently displayed, furniture placed so contact with
people is across desk, conservative dress, likes group activities
#miables# li!eral arts !ackground, office is friendly, open atmosphere, pictures of
family displayed, personal momentos on wall, desk placed for open contact withpeople, casual or flam!oyant dress, likes solitary activities
E$pressives# li!eral arts !ackground, motivational slogan on wall, office has
friendly, open atmosphere, cluttered, unorgani%ed desk, desk placed for open
contact with people, casual or flam!oyant dress, likes group activities
-
8/9/2019 G Adapting
13/17
G-Adapting
What to do when your customer is a"""
Driver# make known .ualifications, eplain value of products, document
evidence, stress results, whatcan product do, eplain options and
pro!a!ilities
E$pressive# eplain what you think, use referrals and testimonials, recogni%e
and approve of !uyer, make known whohas !ought product !efore
#miable# !uild trust, !e fiendly, give personal attention and interest, eplain
whyproduct is !est to solve pro!lem, offer guarantees and assurances
#nalytical" provide evidence of epertise in solving pro!lems, demonstrate
that you have analy%ed the situation, eplain howproduct can solve
pro!lems, provide etensive service
d i
-
8/9/2019 G Adapting
14/17
G-AdaptingWhat are you?????
Assertiveness
> @
Buiet 5alkative
*low to decide 0ast to decideGoing along 5aking charge
*upportive :hallenging
:ompliant 3ominating
3eli!erate 0ast to decide
Asking .uestions
-
8/9/2019 G Adapting
15/17
G-AdaptingWhat are you cont"
9esponsiveness
> @
:losed 6pen
3eli!erate )mpulsive8sing facts 8sing opinions
0ormal )nformal
8nemotional 2motional
ard to know 2asy to know
:ool Warm:alm 2cita!le
+oker-faced Animated
5ask-oriented +eople-oriented
:autious *pontaneous
;onresponsive 9esponsive*erious umorous
-
8/9/2019 G Adapting
16/17
G-Adapting
+lot yourself
Add up your scores for each category, divide by 15 and plot on the axes
#ssertiveness % high
Responsiveness % low
>
>
@
@
Driver
xpressiveAmiable
Analytical
#ssertiveness % low
Responsiveness % high
G Ad ti
-
8/9/2019 G Adapting
17/17
G-Adapting
*trengths and Weaknesses of *ocial *tyles
Analytical
$ *# industrious, persistent, serious, eacting, orderly
$ W# critical, indecisive, stuffy, picky, moralistic
3river
$ *# strong willed, independent, practical, decisive, efficient
$ W# pushy, severe, tough, dominating, harsh
Amia!le
$ *# supportive, respectful, willing, dependa!le, agreea!le
$ W# conforming, unsure, plia!le, dependent, awkward
2pressive
$ *# am!itious, stimulating, enthusiastic, dramatic, friendly
$ W# manipulative, ecita!le, undisciplined, reacting, egotistical