|
|
Like this article? PLEASE +1 it! |  |
|
People Like To Do Business With People Who Are Like Them - Part 1
| Guest post by: Wayne Berry |
Article Overview: 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.
 |
Free Download - How sales professionals can use the iPad2 as a serious business tool By Wayne Berry |
People Like To Do Business With People Who Are Like Them - Part 1
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*
'Check' This Tax and Business Strategy
Finding a CheapSenior Health Insurance Plan
Book Review: Web Marketing For Dummies
Can You Really Run a Franchise Part-Time?
UK Businesses: Are you getting Mortgage Interest Relief on your Home Office?
Article Tags: ancient greece, astrology sign, basic theory, behavioral traits, birth order, body language, character traits, childhood experiences, different personality types, effective sales presentations, evaluation instruments, father of medicine, four hundred years, instant rapport, language patterns, natural chemistry, oil and water, personality conflict, temperament styles, wave length
|
About the Author: Wayne Berry RSS for Wayne's articles - Visit Wayne's website Click here to visit Wayne's website   How sales professionals can use the iPad2 as a serious business tool How Sales Managers can reinvigorate poor sales performers WORK LIKE A MANIAC PLAY LIKE THE RICH AND FAMOUS ITS ALL ABOUT BALANCE ARE YOUR PROSPECTS DISSATISFIED Todays PROFESSIONAL SALES PERSON Versus THE AMATEUR |
Related Forum Posts
Re: Kevin's Case Study #3 - Promoting something you can't try
- I agree with ltrahan. People generally have to see it to believe it these days. I know I would want to.
Facebook and Business
- While on the Elevator today I read that MySpace and Facebook are surpassing adult-sites in traffic volumes - just thought that was interesting fact.
As far as your business is concerned I think that having a Facebook account is viable as long as you keep it business and the most important thing to increase your traffic would be to link up with people well-known in your business-circle. e.g. if your were in the Marketing Business Circle I would link up with people like Dan Kennedy, Mike Filsame, Yanik Silver etc.
People linked up with them will now start pouring into your content.
Re: How can I use this forum to market my company?
- Indeed this forum is a great place for your business promotion. People are looking into it seriously and i have been getting a lot of positive response.
Re: new at this and need to get moving
- Hi Glenn,
This is a good place to come for ideas. People are very open and willing to share. What is the product you sell?
Re: Five Personality Traits of Successful Business Owners
- 1. Focus
2. Ability to Adapt
3. Hard Work
4. Good planning
5. People Skills
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
4 Building Blocks of an Effective Talent Management System
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
How To Be A Management Legend
When the Going Gets Tough, the Tough Log On
Qualities of Leadership Part 1
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.