People Like To Do Business With People Who Are Like Them - Part 1
People Like To Do Business With People Who Are Like Them - Part 1
Have you ever wondered why you seem to hit it off right away with some customers, while with others it's more like oil and water? That's because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying style, but it also influences our compatibility with other people.
It is important to create instant rapport and make effective sales presentations to all of the different personality types that you encounter in your selling.
For example, what about that sale you thought you had made, but for some unknown reason your prospect changed their mind and didn't buy; or at least they didn't buy from you.
Chances are you lost that sale because of your inability to recognize and adjust to your prospect's preferred buying style.
This temperament mismatch is often referred to as a "personality conflict."
FThere are four Primary Personality Types
Research in the field of psychology tells us that we are born into one of four primary temperament styles: (Socialiser, Director, Thinker or Relater).
A person's temperament style is determined genetically and has nothing to do with their astrology sign, birth order or childhood experiences. Our temperament style is also unrelated to race or gender. Each of these four primary behavioral styles requires a different approach and selling strategy.
Hippocrates knew what he was talking about
Ancient Hippocrates, the father of medicine, is credited with originating the basic theory of the four temperament styles twenty-four hundred years ago. Since the days of ancient Greece there have been many temperament theories and a wide variety of evaluation instruments, but essentially they utilize the four temperament styles that Hippocrates identified.
Hippocrates observed that these four styles have a direct influence on our physiology, character traits and outlook on life.
Hippocrates used some terms for these "personality types" that have little relevance today. I prefer the terminology given to these "personality types" in the 1980's by two American speakers whom I used to bring to Australia for seminars.
Dr Tony Alessandra and Jim Cathcart called these personality types...
The Director
Extroverted - Determined - Demanding - Domineering - Controlling - Practical - Self-reliant - Decisive - Insensitive.
The Socialiser
Extroverted - Enthusiastic - Emotional - Sociable - Impulsive - Optimistic - Persuasive - Unorganized .
The Relater
Introverted - Accommodating - Harmonious - Indecisive - Patient - Polite - Uninvolved - Friendly - Sympathetic.
The Thinker
Introverted - Thoughtful - Organized - Critical - Shy Detailed - Pessimistic - Introspective - Secretive - Aloof.
We need to know how to identify each personality type when we meet them, and know how to sell and negotiate effectively with them.
You also need to learn how to identify your own personality type.
Are you a Director, Socialiser, Relater or Thinker?
All have strengths and weaknesses.
By understanding your own personality type, your strengths and weaknesses, you'll know how to modify your own natural style of communication so you are in "sync" or on the same "wave-length" as the people you deal with in selling and in all other areas of your life.
This is a vital skill to have. With it you'll sell more in less time and with less stress, and you'll enjoy better relationships too.
Have a great week. Make it a great week!
Wayne Berry CSP*
People Like To Do Business With People Who Are Like Them Part 1 - To learn more about this author, visit Wayne Berry's Website.
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ARE YOU ON THEIR WAVE-LENGTH?
Have you ever wondered why you seem to hit it off right away with some customers, while with others it's more like oil and water? That's because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying style, but it also influences our compatibility with other people.
It is important to create instant rapport and make effective sales presentations to all of the different personality types that you encounter in your selling.
For example, what about that sale you thought you had made, but for some unknown reason your prospect changed their mind and didn't buy; or at least they didn't buy from you.
Chances are you lost that sale because of your inability to recognize and adjust to your prospect's preferred buying style.
This temperament mismatch is often referred to as a "personality conflict."
FThere are four Primary Personality Types
Research in the field of psychology tells us that we are born into one of four primary temperament styles: (Socialiser, Director, Thinker or Relater).
A person's temperament style is determined genetically and has nothing to do with their astrology sign, birth order or childhood experiences. Our temperament style is also unrelated to race or gender. Each of these four primary behavioral styles requires a different approach and selling strategy.
Hippocrates knew what he was talking about
Ancient Hippocrates, the father of medicine, is credited with originating the basic theory of the four temperament styles twenty-four hundred years ago. Since the days of ancient Greece there have been many temperament theories and a wide variety of evaluation instruments, but essentially they utilize the four temperament styles that Hippocrates identified.
Hippocrates observed that these four styles have a direct influence on our physiology, character traits and outlook on life.
Hippocrates used some terms for these "personality types" that have little relevance today. I prefer the terminology given to these "personality types" in the 1980's by two American speakers whom I used to bring to Australia for seminars.
Dr Tony Alessandra and Jim Cathcart called these personality types...
The Director
Extroverted - Determined - Demanding - Domineering - Controlling - Practical - Self-reliant - Decisive - Insensitive.
The Socialiser
Extroverted - Enthusiastic - Emotional - Sociable - Impulsive - Optimistic - Persuasive - Unorganized .
The Relater
Introverted - Accommodating - Harmonious - Indecisive - Patient - Polite - Uninvolved - Friendly - Sympathetic.
The Thinker
Introverted - Thoughtful - Organized - Critical - Shy Detailed - Pessimistic - Introspective - Secretive - Aloof.
We need to know how to identify each personality type when we meet them, and know how to sell and negotiate effectively with them.
You also need to learn how to identify your own personality type.
Are you a Director, Socialiser, Relater or Thinker?
All have strengths and weaknesses.
By understanding your own personality type, your strengths and weaknesses, you'll know how to modify your own natural style of communication so you are in "sync" or on the same "wave-length" as the people you deal with in selling and in all other areas of your life.
This is a vital skill to have. With it you'll sell more in less time and with less stress, and you'll enjoy better relationships too.
Have a great week. Make it a great week!
Wayne Berry CSP*
People Like To Do Business With People Who Are Like Them Part 1 - To learn more about this author, visit Wayne Berry's Website.
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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