It is important to have a clear picture of the needs of each person’s personality style. This will enable you to adapt your communications more to the needs of the person you are interacting with. There are 4 main styles. Each style has specific needs that must be addressed in order to make that person feel convertible and for you to close a sale or make an appointment.
1. Controller: Very Businesslike. Tells more than asks. Blunt and to the point. Fast talker firm hand shake. Keep steady eye contact. Let him/her make the decisions. Support their ideas-not them personally. No small talk. To influence decisions, provide alternative action with grief supporting analysis. Be good, be brief and be gone! ABOVE ALL BE efficient and competent.
2. Supporter: Asks more than tells. Listens more than talks. The voice is steadier with a warm delivery. Always wants to be liked and please everyone. Show a personal interest. Assure him/her that you can be trusted. Offer suggestions. Allow them time to trust you. Move along in an informal, slow manner, Show that you are “actively” listening. Provide personal assurances that any action will involve a minimum risk. ABOVE ALLBE warm and sincere.
3. Socializer: Tells stories, shares feelings and loves to talk. Friendly and outgoing. The guy that talks with his hands. Always the “fun one”. Give the person recognition. Support their opinion, ideas, and dreams. Don’t argue. Control the conversation. Summarize in writing who is to do what when and where. Be entertaining and fast moving. Use testimonials and incentives to positively affect decisions. ABOVE ALL BE interested in them they are ME people.
4. Technician: Fact and task-oriented. More formal and proper. Little inflection in their voice. Steady, monotone delivery. Very to the point. Be factual and specific. Pay attention to detail. Listen patiently. Have your facts in front of you. Demonstrate through actions not words. They need time to analyze. List the advantages & disadvantages of ant plan. Provide solid, tangible factual evidence. Provide guarantees that thing can’t back fire. ABOVE ALL BE thorough and well prepared. These guys love grafts.
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