Work Smarter Gain more

Dr Mohammed MohsenNegotiation Academy M.S

American Management Association M.S

Part One Personality Type

Which personality type would say the following 1-I’ve only got five minutes ?

2-I will have to check with others ?

3-Do any studies support this ?

4-Boy ,this is great ?

5-I will see to it that the others agree?

6-I need to analyze this information ?

Is your customer looks like

So how can I ?

1-Understand personality type ?

2-Appeal to different customers ?

3-Be maximally effective in selling ?

4-Tailor my message to each customer

Only by understanding different personality type

Main classification

1- according to assertiveness

( high – low )

2-according to responsiveness

( high – low )

Assertiveness

- The degree to which people have opinions about issue and make their positions clear to others publicly

-Having strong convictions doesn’t make person assertive .assertive people express their convictions publicly and attempt to influence others to accept their beliefs

High assertive

make strong statement take in charge attitude confront tension situation tell oriented competitive – directive risk taker decision maker ( make decisions quickly ) takes initiative leans forward direct eye contact speak intensely & loudly moves rapidly aggressive

Less assertive

1-rarely dominate a social situation 2-keep their opinion to themselves 3-go along attitude 4-ask oriented 5-cooperative 6-risk avoider7-make decision slowly 8-let others take initiative9-leans backward10-indirect eye contact11-speak slowly & softly 12-move deliberately 13-deliberate

Responsiveness

based on how emotional people tend to get in social situation

Less responsivenesslow emotionality 1-controls emotions 2-cool – aloof 3-talk oriented 4-serious – uses facts 5-businesslike6-formal dress7-move stiffly 8-disciplined about time9-controlled facial expression10-monotone voice

More responsiveness

1-rapidly express joy .anger . Sorrow2-worm –more concerned with others 3-show emotion 4-relationship oriented 5-playful –uses opinion 6-friendly 7-undisciplined about time8-animated facial expression9-many vocal inflection 10-informal –casual dress

Intellectual

Low emotionality

Low assertiveness

Controller

Low emotionality

High

Assertiveness

Passive

High emotionality

Low assertiveness

Expressive High emotionality

High assertiveness

Driver – controller

lets get it done now . And get it done my way

1-Disciplined –businesslike – serious – competitive – controlled – fast take charge – take risk –look for several alternatives before making decision

2-Blunt – direct – impatient – task accomplisher – bottom like result – control oriented self & others

3-Self motivated –hard worker 4-They have great desire to get ahead in their companies 5-Efficient decision maker6- They focused on the present and have little concern with the past or

future

7-technical background

8-achievement awards on the wall

9-no poster or slogan on office wall

10-furniture placed so contact so people have to cross the desk

11-conservative dress

12-Calendar prominently displayed

13-like group activity

Expressive

1-competitive –open –easy going –fast take charge

2-friendly – talkative –colorful-creative –imaginative –motivates -initiate activity

3-expressing view power and politics as important factors in their quest for personal rewards and recognition

4-interested in their relationship with supporter recruited to assist them in achieving their personal goals

5-they based their decision on their opinion and the opinion of others

6-act quickly –take risk-impatient – change their mind easily

7-liberal art background8-motivational slogan on the wall9-office has friendly open atmosphere 10-unorganized desk11-casual dress-like group activity 12-they focused on the future & directing their time

and effort toward achieving their vision

Analytical – intellectual

1-like facts –principles- logic2-suspicious of power and personal relationship3-they systematically analyze the facts using

the past as indication of the future event 4-disciplined –businesslike-serious –controlled-

cooperative –quiet –supportive

5-detailed –precise –gathering information –tests.

6-technical background

7-achievement award on the wall

8-office is work oriented and showing so much activates

9-conservative dress

10-like individual sport

11-neat –meticulous –organized

Amiable – passive

1-open- easy going-relationship orientated –warm –cooperative –deliberate –quite –supportive

2-make decisions slowly , building a consensus among people involved in the decision

3-conservative - agreeable . 4-developing an atmosphere of mutual respect rather

than using power and authority

-liberal arts background

-office friendly open atmosphere

-picture of family displayed

--desk placed for open contact with people

-casual dress

-like solitary activities ( reading – individual sport )

Tips on identifying social style -identifying social style is very difficult and require

close and careful observation -sales people shouldn't jump to quick conclusion

based on limited information -don’t let your judgment be clouded by your feelings

about the customer or by thoughts about the customer's motives

-avoid assuming that specific jobs or functions are associated with a social style ( he must be an analytical because he is an engineer )

-each person have a primary type and secondary type .

-if your customer is intense and impatient ,lean forward and get to the point quickly

-if your customer wants to relax and chat before talking business , lean back and relax and chat

Opposite don’t attract

-knowing your personality type ,determine the adjustments you need to make to more closely match the customer’s personality type .

-Effective sales people try to match the style of their customer!Opposites do not attract!

-if you think intellectuals are real “clowns", you can safely bet you are an expressive.

Q & A

1-Do you have any documentation? 2-What if something goes wrong? 3-Deal exclusively with me on this. 4-I'll bring it up in the next staff meeting. 5-Get to the point! 6-Will this put us out front? 7-I want to do a complete search for alternatives 8-Can you publicize that I was first?

What the Sales approach fit to each personality ?

Answer will be in personality Type Part Two

References

-selling building partnerships-1998-Wilson learning –how to influence people -Secrets to Understanding Buyer Personality

Types by Janiece V. Smith-Barbara K. Mednick,  Star Tribune Sales and

Marketing -Selling using Myers Briggs