Turning your s trengths & weaknesses i nto more sales & profits

1. Turning your strengths & weaknesses into more sales & profits Presented By Bill Gibson 011 784 1720 bill@kbitraining.com

2. Turning your strengths & weaknesses • into more sales & profits • Discover your entrepreneurial strengths and weaknesseswith the Quick Read Entrepreneurial Style Tool. • Increase Sales and Profits by interacting more effectively with clients, partners and staff. • Apply your strengths and adapt your Entrepreneurial Style to maximise the results in your present business. • Utilise your Entrepreneurial Style to help successfully choose the most appropriate businesses, focuses and ventures for you. • Minimise your weaknesses…and with the right strategies turn them into strengths.

3. The Quick Read Tool (Entrepreneurial Styles)

4. Line A Very quiet and / or introverted

5. Entrepreneurial Styles Quick Quick Very Unstructured and / or Casual Read Tool Read Tool B Promoter Supporter 0 0 0 0 PP Promoter Promoter PS Promoter Supporter SS Supporter Supporter SP Supporter Promoter 1 1 1 1 PP PP SP SP PS PS SS SS 2 2 2 2 AS Analytical Supporter CS Controller Supporter CP Controller Promoter AP Analytical Promoter 3 3 3 3 Very Very CP CP AP AP CS CS AS AS 4 4 4 4 Outspoken Quiet A A 10 10 10 5 5 5 5 0 0 0 0 9 8 7 6 4 2 1 9 9 9 8 8 8 7 7 7 6 6 6 4 4 4 3 3 3 3 2 2 2 1 1 1 And / or And / or PA Promoter Analytical SA Supporter Analytical SC Supporter Controller PC Promoter Controller 6 6 6 6 PC PC SC SC PA PA SA SA Extroverted Introverted 7 7 7 7 AA Analytical Analytical CA Controller Analytical 8 CC Controller Controller AC Analytical Controller 8 8 8 CC CC AC AC CA CA AA AA 9 9 9 9 10 10 10 10 B Analytical Controller Very Structured and / or Regimented

6. Supporter Entrepreneur • Caring and indirect • Right brain-creative • Decides slowly with others involved • Speciality is helping • Assets – listening, teamwork & steady • Liabilities – too easy, lack of goals & starts slow • Fears unexpected situations and change • Is secure with friendship and co-operation • Assesses others value by compatibility, their relationships and how close they become

7. Supporter Entrepreneur • Relationship / communication is important • Wants acceptance and inclusion • Acts slowly and comfortably • At work unstructured, relaxed and personable • Inspired if included and needed • Doesn’t like harshness, impatience and being rushed Under pressure: Fits in – Indecisive – Shies away

8. Analytical Entrepreneur • Controlling & indirect • Left brain – logical • Decides slowly with research • The task – the method is important • Wants facts, info, details and accuracy • Acts slowly and systematically • At work is structured, practical and formal • Speciality is accuracy • Assets – numbers, plans, systems, organisation

9. Analytical Entrepreneur • Liabilities – procrastination, perfectionism and being critical • Fears losing face • Is secure with preparation and thoroughness • Assesses others’ value based on precision, accuracy and activity • Inspired with “the process” and being competent • Doesn’t like being pushed, disorganisation and unpredictability • Under pressure: • Avoids – Can Be Blunt – Stubborn

10. Controller Entrepreneur • Controlling and direct • Left brain – logical • Decides quickly and conclusively • The task and the results are important • Wants performance, bottom line and results • Acts fast and in a definite way • At work – structured, active and efficient • Speciality is action • Assets – leading, delegating and inspiring • Liabilities – need to be right, impatient, insensitive, dislikes detail

11. Controller Entrepreneur • Fears losing control • Is secure when in charge • Assess others by their success record, actual results and progress • Inspired with winning and when in charge • Doesn’t like wasting time, indecision and details • Under pressure: • My way or the highway / autocratic • and critical

12. Promoter Entrepreneur • Caring and direct • Right brain – creative • Decides quickly and spontaneously • The relationship, socialising and fun are important • Wants approval, recognition and energy • Actions are fast and free • At work – cluttered, friendly and stimulating • Speciality is being able to express themselves – expressive • Assets – persuading, entertaining and starting fast • Liabilities – unfocused, careless and ignores details

13. Promoter Entrepreneur • Fears losing status • Secure with visual approval and when others are enjoying themselves • Assesses others values by status / recognition and the network of influence • Inspired when pursuing something and are part of something • Doesn’t like regulation, routine & perfectionism • Under pressure: • Attacks and can be sarcastic • and superficial (fake it)

14. How to influence the 4 entrepreneurial styles Category Needs / Actions Supporter Analytical Controller Promoter Presentation Slow Comfortable Slow Systematic Fast Definite Fast Loose Above All Focus On Relationship Communication The Task The Method The Task The Results Relationship Fun Ask Them For Help & Support For Their Analysis How To For Their Thoughts Views Don’t Rush Them or Be Harsh Be Late or Push Them Talk Too Much Or Bore With Details Bore Them Or Have Too Many Rules Courageous Challenging Aggressive When Playing Easy Going and Cooperative Structured, Follow The Rules Flexible Fun

15. How to influence the 4 entrepreneurial styles Category Needs / Actions Supporter Analytical Controller Promoter Persuade Them Guarantees Assurances Data / Facts Documentation Options & Probabilities Testimonies Incentives Support Their Feelings Principles & Type of Thinking Conclusions & Actions Concepts Ideas Save Them Conflict Embarassement Time & Money Effort Energy Show How It Impacts Personal Circumstances It Can Be Logically Justified It Can Be Done What It Can Do/ Costs & When They Can Be 1st In / Pace Setter / Ahead of the Pack Implement With Care Accuracy Conviction Style Talk Feelings Facts Goals Looking Good Atmosphere Casual Serious Business Like Exciting

16. Approaching & Influencing This Person

17. Approaching & Influencing This Person

18. Approaching & Influencing This Person

19. Approaching & Influencing This Person

20. Approaching & Influencing This Person Name:____________ Style:_____________ Name:____________ Style:_____________ Name:____________ Style:_____________

21. Turning your strengths & weaknesses • into more sales & profits • Discover your entrepreneurial strengths and weaknesseswith the Quick Read Entrepreneurial Style Tool. • Increase Sales and Profits by interacting more effectively with clients, partners and staff. • Apply your strengths and adapt your Entrepreneurial Style to maximise the results in your present business. • Utilise your Entrepreneurial Style to help successfully choose the most appropriate businesses, focuses and ventures for you. • Minimise your weaknesses…and with the right strategies turn them into strengths.

22. Thank you! Bill Gibson 011 784 1720 bill@kbitraining.com @billgibson1 bill-gibson.com