People Profiling

The Line of Life

20

70Buy a carStart a familyGet MarriedBuy a second carKids start schoolChange jobsStart own businessExtend propertyMove houseKids go to universityKids buy a houseDivorceBuy another propertyHoliday homeRetirementDownsize

Make a list of the ‘milestones’ of peoples’ lives

Personality Profiling

The Broad Concept

• There are over 5,000 personality traits• It is impossible to establish the trait within a

few minutes of meeting a client• Concentrate on the 4 broad personalities• This is a two stage process• You have to calculate where your client sits on

the following two scales…..

Introvert or Extrovert• Where does your client sit on the following

scale?

• This is the easier of the two decisions• However the most significant decision

Introvert Extrovert

Task or People Orientated• What degree your client is task or people

orientated

• The most difficult of the two decisions.• Task orientated people tend to be logical,

objective and analytical• People orientated tend to be more

emotional. Subjective and personal

People orientated Task Orientated

The Four Client Types

Expressive Driver

Amiable Analytical

People orientated Task Orientated

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The Driver

Expressive Driver

Amiable Analytical

People orientated Task Orientated

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Personality

Psycologists call them choleric or drivers

Strong willed

Assertive

Don’t Listen if it means backing down

Bull headed

What makes them buy

They want things done now!

They want them done well

They are not interested in excuses

Don’t try any sales techniques as they will sense them early on

The Analytical

Analytical

Personality

Psychologists call them phlegmatic or analytical

Cool and detached

Observers rather than participants

Cautious and self disciplined

Typically accountants

What makes them buy

Must be factual

These people love numbers

Preparation is key

Not interested in emotive sales techniques

The Expressive

Expressive

Personality

Psychologists call them sanguine or optimists

Enthusiastic and expressive

Persuasive and Cheerful

Many famous personalities fall into this category

Typically in sales and marketing

What makes them buy

Enthusiasm is very persuasive as they find this endearing

Cannot be sold to unless they like you

If they like you they will find you a compelling salesperson

The Amiable

Amiable

Personality

Psychologists call them melancholic r amiable

Caring and loyal

Lacking drive and determination

Patient and steady

Prefer close relationships with a few rather than loose relationships with many people

What makes them buy

They want lasting solutions that will protect them against:-

Feeling as though they are taking a risk

Feeling as thought they are making large changes

Feeling as though you are not trustworthy or credible

Personality CakeCarer

75%

Analyser

5%Socialite

15%

Acheiver

5%

Where do we fit on the scale

Socialite Achiever

Carer Analyser

People orientated Task Orientated

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