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Personality Styles

Sales Management:. Personality Styles. Personality Styles. Yours, theirs, and how to use it to get the best from your staff. Yours, theirs, and how to use style to get the most from your staff… AND your customers. www.RAB.com. People We Like…. = 25%. People We…Don’t. = 25%.

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Personality Styles

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  1. Sales Management: Personality Styles Personality Styles Yours, theirs, and how to use it to get the best from your staff Yours, theirs, and how to use style to get the most from your staff… AND your customers www.RAB.com

  2. People We Like… = 25%

  3. People We…Don’t. = 25%

  4. Getting the Buy-In Trust Respect Confidence These elements help create comfort in the mind of the employee/client. They must feel comfortable with the person and with the information being presented in order to feel comfortable enough to say “Yes.”

  5. Relationship Elements • Substance • Style Everything you bring to a relationship is a combination of these two elements.

  6. The Two Dimensions of Style • Assertiveness Ask Tell Perceived willingness to influence the thoughts and actions of others.

  7. The Two Dimensions of Style • Assertiveness Ask Tell Non-aggressive Indirect Quieter Softer Slower paced Faster paced More aggressive Louder Direct More talkative

  8. The Two Dimensions of Style Control 2. Responsiveness Emote Perceived willingness to share feelings and emotions when relating to others.

  9. The Two Dimensions of Style Control Protective Subdued Focused on tasks Less animated Comfortable with data 2. Responsiveness More animated Open Focused on people Outgoing Comfortable with stories and opinions Emote

  10. The Personality Matrix Control Grey Green Ask Tell Blue Red Emote

  11. The Personality Matrix Control Persistent Grey Serious Ask Orderly Picky Exacting Critical Industrious

  12. The Personality Matrix Control • Wants to be right • Slow & cautious decisions • Facts, principles, & logic • Low risk tolerance • Show me • Quiet disposition • Disciplined use of time • Avoids too much involvement Grey Ask Thinking oriented

  13. The Personality Matrix Control Grey Green Ask Tell Blue Red Emote

  14. The Personality Matrix Control Strong-willed Independent Green Tell Decisive Efficient Tough Pushy Practical

  15. The Personality Matrix Control • Wants to win • Takes charge • Gets right to the point • Focused on the present • Facts are OK in small doses • Will take limited risks • Wants options • Hates inaction Green Tell Action oriented

  16. The Personality Matrix Control Grey Green Ask Tell Blue Red Emote

  17. Indecisive Supportive Submissive Dependable Ask Respectful Agreeable Blue Willing Emote

  18. The Personality Matrix • Wants acceptance • Slow to take action • Quick to share feelings • Thrives on 1-to-1 • Believes in win/win • Prefers what is known • “People” people • Avoids conflict or confrontation Relationship oriented Ask Blue Emote

  19. The Personality Matrix Control Grey Green Ask Tell Blue Red Emote

  20. The Personality Matrix Ambitious Egotistical Enthusiastic Loose Cannon Tell Friendly Dramatic Red Stimulating Emote

  21. The Personality Matrix Intuition oriented • Wants recognition • Acts quickly & instinctively • Focused on the future • Creative • Outgoing • Opinionated • Impulsive • Hates to be isolated Tell Red Emote

  22. The Personality Matrix Control Grey Green Ask Tell Blue Red Emote

  23. Which Are You? Control Grey Green Ask Tell Blue Red Emote

  24. Grey Incorporated Green Enterprises Your task... Create an image for your company by choosing • A Company Vehicle • A Company Mascot • A Company Song Blue Associates Red International

  25. The Personality Matrix Control Grey Green Ask Tell Blue Red Emote

  26. The Personality Matrix Control Avoidance Autocratic Ask Tell Acquiesce Attack Emote

  27. The Personality Matrix Control Grey Green Ask Tell Blue Red Emote

  28. The greatest potential for conflict are the diagonals Control Grey Green Ask Tell Blue Red Emote

  29. The scientific terms for each style: Control Analytical Driver Tell Ask Expressive Amiable Emote

  30. For more information by Robert Bolton and Dorothy Grover Bolton

  31. Necessary Ingredients Awareness Flexibility

  32. Sales Management: Personality Styles Personality Styles Yours, theirs, and how to use it to get the best from your staff Yours, theirs, and how to use style to get the most from your staff… AND your customers www.RAB.com

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