Strengthen Relationships – Personality Styles

I was recently talking to a customer that attended our Sales Success program and he told me that he was having difficulties dealing with people that were direct, outgoing and aggressive in nature.  He said that he had decided that he wouldn’t work with these types of people any more.  In his business he often needs to talk to top level management and business owners when selling his solutions to customers.  I asked if it might be more beneficial to learn how to deal with these personality types than to ignore them, as many business owners and decision makers have this particular style.  He agreed.

To be better equipped in today’s business environments people need to be able to:

·        Know your own behavioral style.

·        Recognize your customer’s behavioral style.

·        Adapt for greater appreciation, communication and understanding.

We’re not suggesting that you need to be someone else on the contrary, we really need to be genuine and be ourselves.  To get real understanding and to connect to people we need to be aware that not everyone, thinks like we do. This is important, because people buy from people they like and trust and sales people tend to sell to people that are more like them, it’s easier.  What happens to sales if you’re able to connect and work better with more people?

The 4 behavioral styles are Dominance/Driver, Influencing/Expressive, Steadiness/Amiable and Compliant/analytical.  77% of the population will exhibit behavior by two tendencies 15% by one and 3% will exhibit one of 3 special stress-induced response patterns at any given point in time.  However, in every “fight or flight” situation, one instinctual or core tendency will control the actions of the individuals, D, I, S, and C.

D – direct, dominates others, high ego strength and task-oriented, driven by personal challenges, fears being taken advantage of, and can be impatient.

To communicate with D’s be direct, brief and to the point, focus on the task and stick to business, results oriented approach, identify opportunities/challenges, provide win/win situations, use logical approach, touch on high points, don’t use too much data, keep your distance.  18% of population are Drivers.

I – interact with others, optimistic and people oriented relaters, driven by social recognition, fears social rejection and can be disorganized.

To communicate with I’s allow time for socialization, lighten up, have fun, ask for feelings and opinions, use touch, friendly non-threatening environment, involve with brain storming new ideas and approaches, expect quick decisions and provide opportunities for recognition and reward.  28% of population are Influencers.

S – serve others, team player, loyal, concrete results-oriented, driven by traditional practices, fears loss of stability and can be possessive.

To communicate with S’s be patient, draw out their opinions, provide logical approaches to the facts, relax; allow time for discussion, show how solutions will benefit them, clearly define all areas and involve them in planning.  40% of the population are Steadiness.

C – to comply with their own high standards, accuracy and high intuitiveness, driven by correct or proper way fear of criticism of their work and may be overly critical.

To communicate with C’s use data and facts, examine argument from all sides, keep on task; don’t socialize, disagree with the facts, not the person, focus on quality, avoid new solutions; stick to proven ideas, do not touch, allow time for them to think.  14% of the population are Compliant.

 

Stay tuned, next blog I will share some insight on how you quickly and easily identify people’s styles.

 

Happy Selling!!