speak their language and win

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