speak their language and win
DESCRIPTION
How to use personality profiling to improve salesTRANSCRIPT
Speak Their Language. . . Speak Their Language. . . And WinAnd Win
Personality Profiling and New Business
charles collie
collie strategic consulting
Language Translation
Have you ever been to a place where no one speaks English?
What did you do? How did you react?
Language Translation
Have you ever worked with a client you could never get along with?
What did you do? How did you react?
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?
Birds of a Feather
Prospects hire the company that best meets their expectations In other words the one that they “likelike” best
So the key to winning is to get prospects to “like you betterlike you better” or to speak their language
Versatility Is The Objective
Developing the ability to modify your behavior to make prospects more comfortable is called “VersatilityVersatility”
Before behavior can be modified, the expectations of each personality profile must be identified and understood
Basics of Profiling
There are 44 basic personality types
Each person has all 44 types in their personality, to one degree or another, but 11 type is always more pronounced than the others
In selling, we tend to put the strongeststrongest part of our personality forward
Part Of Our Everyday Lives
We purchase cars in 1 of 4 ways
We learn to play golf in 1 of 4 ways
We lead in 1 of 4 ways
We like to be led in 1 of 4 ways
We buy homes in 1 of 4 ways
We sell homes in 1 of 4 ways
Personality Profiling UsesHiring Decisions
Team Building
Client Loyalty & Growth
Sales
Today’s Focus
Sales
Using Personality Profiling
Talking to prospects on the phone
Writing notes, letters, e-mails, faxes
Nudging prospects (Doing what friends do for friends)
Using Personality Profiling
First face-to-face meetings with prospects
Whether to accept coffee when offered
Describing your background & competency
Selecting Your PersonalityBlueBlue
•Fact based
•Process driven
•Analytical
GreenGreen•Service oriented
•Relationship driven
•Accommodating
RedRed
•Needs Control
•Competitive
•Persuasive
YellowYellow•Needs Praise
•Enthusiastic
•Inspiration based
Task vs. People
Task/Control
People/Emote
Ask vs. Tell
Tell/More AssertiveAsk/Less Assertive
How To Profile
Task/Control
People/Emote
Ask Tell
Each Profiles Favorite Word
Task/Control
People/Emote
Ask Tell
NOW!HOW?
ME!WE
What They Do
Task/Control
People/Emote
Ask Tell
STRATEGIZEANALYZE
PERSONALIZEORGANIZE
What They Want
Task/Control
People/Emote
Ask Tell
RESULTSPROCESS
INSPIRATIONLOYALTY
Two Questions
So, at it’s foundation, profiling involves asking two simple questions:
Is the prospect more TASK or PEOPLE oriented?
Is the prospect more or less assertive (Do they ASK or TELL)?
Recognizing Other’s Profiles
By their Body Language
By their Verbal Style
By their Appearance
By their Office
By Their Body Language
RESULTS Leans forward Shows impatience Business like Acts first Sustains eye contact Firm handshake
By Their Body Language
PROCESS Cautious Business like Asks first Quiet demeanor Less firm handshake Avoids touch
By Their Body Language
LOYALTY Personal
More compliant
Asks first
Quiet demeanor
More physical contact
More facial expressions
By Their Body Language
INSPIRATION Gestures for emphasis Responsive and open More non-verbal feedback Acts first Smiles more Spontaneous
By Their Verbal Style
RESULTS More monotone Faster pace Confident sounding Quick responses Loud Pointed statements
By Their Verbal Style
PROCESS More monotone Slower pace Quieter Thinks before responds Asks pointed questions Keeps opinions to himself/herself
By Their Verbal Style
LOYALTY Talks about the person first Slower pace Quieter Thinks before responds Expresses feelings Keeps opinions to himself/herself
By Their Verbal Style
INSPIRATION Talks about themselves Faster pace Contributes, interrupts, expresses opinions Responds quickly Expresses Feelings Animated and Emotional
By Their Appearance
RESULTS
Always appropriate
Generally non-descript
By Their Appearance
PROCESS Neat and creased
Shoes shined
Color coordinated
Make-up perfect
Tend toward the traditional
By Their Appearance
LOYALTY
More casual
Relaxed
Tend to under dress
By Their Appearance
INSPIRATION
Bright colors
Big jewelry
Dress to impress
Tend to be trendy
By Their Office
RESULTS
Orderly and business like
Power positioning
Work materials close at hand
Few or no family photos or mementos
By Their Office
PROCESS
Organized and systematic
Likes conference tables
Uses desk as a conference table
Neat piles of support materials close by
Take home bag
By Their Office
LOYALTY
Warm and friendly
Comfortable
Lots of personal photos (usually family)
Personal hobby or interest showing
Plants
By Their Office
INSPIRATION Wall of fame
Messy, lots going on
Hides mess or meets in conference room
Inspirational slogans
Grouping of chairs away from the desk
Appropriate family photos
Again, Why Is This Important?
Results prospects want to hire Results firms
Process prospects want to hire Process firms
Loyalty prospects want to hire Loyalty firms
Inspiration prospects want to hire Inspiration firms
Versatility Is The Objective
Versatility allows you to move toward the prospect. Seeing the situation through their eyes
RESULTS
INSPIRATION
PROCESS
Loyalty
Using Personality Profiling
Talking to prospects on the phone
Writing notes, letters, e-mails, faxes
Nudging prospects (Doing what friends do for friends)
Using Personality Profiling
First face-to-face meetings with prospects
Whether to accept coffee when offered
Describing the firm’s background & competency
Speak their language
Understand who you are
Understand your prospective client
Adapt-to-Connect
Personality profiling should be a foundational skill for everyone in your business
Thank YouThank You