The topic for this month's issue is about how to use personality type in selling. Because our type preferences are integral to everything we do in life, it follows that we have a comfort level with how we are approached, given information, expected to make decisions and take action. This is what the "sales process" is all about.
In the first article "Using Type in Selling," I discuss
some basic approaches with the eight preferences
based on research conducted by the late, Susan A.
Brock for her book, "FLEX Selling."
The first part of our excerpt from The TYPE
Reporter, "Can You Sell To All Types?", is about how
to sell to Ts. Ts are tough! I know, I'm a T and I
really put a salesperson through the paces.
However, this article is very accurate. If I am
approached the way this article suggests, that sales
person has my loyalty and the sale.
|USING TYPE IN SELLING - 8 Clues to "Read" Others
With the competitive nature of business today, an
understanding and use of type theory can be
beneficial in the selling process. By just listening to
the communication and watching for the behavior
clues you can adapt your behavior to the "comfort
zone" of your customer.
Does this customer generally prefer to Talk it
Out or Think it Through? Does the
customer generally prefer to respond to
Specifics or the Big Picture?
|HOW TO SELL TO Ts - The Behaviors That Will Gain Their Loyalty
Be businesslike. Be friendly, but remember,
the point isn't to be friends, it's to get the job done.
Don't ask personal questions, like "How do you like
your job in marketing?" or try to show what a likable
person you are. Save the small talk until the
business has been taken care of to their satisfaction
and they are sold on your product. And, don't
bother telling them what other people think of your
product. Listen to their needs and get right to your
product's objective merit based on those needs.
Let the facts speak for themselves. Don't
make vague statements about the quality of your
product, or try to bluff the facts.
|About the Author - Pam Hollister, INTJ
Pamela Hollister developed The PEOPLE
Process with the intention of providing a package
that would simplify the use of personality-type theory.
Pam has over 35 years of professional business
experience with emphasis on entrepreneurship,
marketing and business communications. She has
created and directed team skills training programs for General Atomics Aeronautical Systems, and personality type trainings for a large number of Fortune 500 companies, the US Air Force, the Department of Energy, University of Nevada, Las Vegas, and numerous school districts throughout North America.
Are you ISTJ? ENFP?
Now you can tell in 5 minutes with this user-friendly
personality type Wheel for understanding self and
A hands-on, interactive assessment and training tool
that determines personality-type preferences utilizing
theory created by Dr. Carl Jung. This 3-part package
consisting of a Wheel, Profile Sheets
and Booklet is an easy and fun way to
help employees get valuable insights into interacting
with others. Great for a leadership development
program and communication skills training, this
powerful tool for personality assessment is highly
effective as a teambuilding communication training.
What clients are saying about us.....
Following the merger of four multi-billion dollar aerospace companies, I was asked to lead a technology transition team chartered to integrate and develop the combined technologies. The PEOPLE ProcessŪ proved to be an invaluable tool for choosing and building the team comprised of scientists, engineers and physicists that are among the top in the world. Because the technical community often emphasizes the technical (hard stuff) over the people (soft stuff), The PEOPLE ProcessŪ provided a powerful, unique and practical way to get the team members to understand and complement their differences and strengths. Above all, it was key to developing strong personal and professional relationships and enabled effective communication among team members who had been arch rivals and competitors for many years prior to the merger.
Col. Jerry Tiahrt,
Retired, U. S. Air Force, Director,
Technology Integration, Raytheon Company
We have found this product to be effective in
training diplomats in negotiation and crisis
management skills, retrenched fishermen in job
seeking skills, managers in hi-tech organizations in
career development, hospital emergency-room staff
in managing conflict encounters, civil servants in time
management skills, trainers in advanced facilitation
skills, and entrepreneurs in new business start-ups.
Without exception, participants have been able to
relate easily to the use of the system, are amazed at
the uncanny accuracy of the personality type profile,
and have been able to apply The PEOPLE Process in
their daily work. David Kenny, Director, PKA
Training & Development, Ireland
...a great tool to help team members understand
themselves and their teammates better. My clients
love it because it has been delightfully accurate and
is a practical "take-away" that they can share with
the significant people in their lives. I highly
recommend it as a key tool for facilitators to use to
assess personality type preferences.
Ruth Urban, M.S., Certified Professional
Facilitator, The Urban Group, Las Vegas, Nevada
Find out more....