Welcome!
The topic for this month's issue and the September
issue will be 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.
ANNOUNCEMENT! Check out The PEOPLE Process
Blog at www.thepeopleprocess.com/blog.
USING TYPE IN SELLING - 8 Clues to "Read" Others |
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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?
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HOW TO SELL TO Ts - The Behaviors That Will Gain Their Loyalty |
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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.
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About the Author - Pam Hollister, INTJ |
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Pamela & Roy Hollister developed The PEOPLE
Process � �By business people for business
people� �
with the intention of providing a package that would
simplify the understanding and use of personality-
type theory. Pam has over 30 years of professional
business experience with emphasis on
entrepreneurship, marketing and business
communications. She has created and directed
training programs 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.
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Are you ISTJ? ENFP? |
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Now you can tell in 5 minutes with this user-friendly
personality type Wheel for understanding self and
others!
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.....
The session that I led for our company's twenty
Human Resource & Training Professionals went very
well and the feedback I received was wonderful. The
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steps for The PEOPLE Process, I will keep in touch.
Mary Ellen Higgins, SPHR,
Director, Training & Development,
ACCENT
We have found this product to be effective in
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David Kenny, Director, PKA Training &
Development,
Ireland
...a great tool to help team members understand
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assess personality type preferences.
Ruth Urban, M.S., Certified Professional
Facilitator,
The Urban Group,
Las Vegas, Nevada
Find out more....
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