The last couple days I spent in a training class with one of the companies we represent. They called it "Sales Tools". Just that....nothing more nothing less. So going into it I fully expected to be bored out of my mind and hear the same things I've heard for years now. Not to say i know it all but man....there are only so many ways to teach someone to sell after 8 years of listening to it. Anyways, surprisingly I did learn something rather interesting. Ya, surprise surprise. So interesting in fact I thought I would share it here.
We talked about something called Social Styles. There are 4 different styles (Driver, Expressive, Amiable, and Analytical) and figuring out which one a customer may be helps with knowing the best way to "close a sale". It also is helpful to know which type you are so they had us a do a little exercise to find out. I honestly thought I would be considered more of an analytical but wierdly enough it came up labeling me as an expressive. And then I read the descriptions of that type and it all made sense. Check out the following and see if you agree!
THE EXPRESSIVE STYLE: INTUITION ORIENTED
-Appear communicative, warm approachable, and competitive.
-Involve other people with their feelings and thoughts.
-Want friends but more as followers and supporters of their dreams, not competitors.
-Consider power and politics important and seek to gain personal recognition.
-Relationships may seem shallow and short-lived.
-Spend time and efforts moving toward a future deam.
-Act quickly, but often undisciplined in their use of time.
-Focus on the future with little concern for practical details in the present.
-Can change action easily, seeking the most exciting vision of the moment.
-Very oriented toward change.
THE EXPRESSIVE APPROACH TO DECISION MAKING
-Will take risks in making decisions and decisions will be based on personal opinion.
-Opinions of prominent, successful, or important people are more important than facts/logic.
-Appear as more imaginative and creative than other styles; but easy to make mistakes.
-Like incentives/rewards for taking risks and the social recognition that comes with such risks and rewards.
CHARACTERISTICS
Dreams, Imaginative, Center of attention, Follow through, Short attention span, Future, Fun, Enthusiastic, Undisciplined.
HOW TO INTERACT WITH AN EXPRESSIVE
DO'S
-Plan interaction that supports their dreams and intentions.
-Leave time for relating, socializing.
-Talk about people and their goals; opinions they find stimulating.
-Don't deal with details; put them in writing, pin them to modes of action
-Ask for their opinions/ideas regarding people.
-Provide ideas for implementing action.
-Use enough time to be stimulating, fun-loving, entertaining.
-Provide testimonials from people they see as important, prominent.
-Offer social, immediate and extra incentives for their willingness to take risks.
DON'TS
-Don't Legislate or muffle intentions
-Don't be curt, cold or tight-lipped
-Don't drive on to facts and figures, alternatives and abstracts
-Don't leave things hanging in the air, or they'll hang there
-Don't waste time trying to be impersonal, judgemental, task-oriented
-Don'g 'dream' with them or you'll lose time
-Don't kid around too much, no 'stick to the agenda' too much
-Don't talk down to them
-Don't be rigid, inflexible, or an authoritarian
Wow that was a long bit!!! LOL so what do you think??? Close? Way off? Right on?? I hve to say I would love to just pass that don't list on to my boss. Especially the rigid/inflexible and talking down to them part!!! LOL