Friday, July 29, 2011

The Steady Personality

The steady personality type is patient and has good listening skills. Half of Americans have this personality type. They often work  in administrative positions.

The key to communicating with them is gaining their trust. Build rapport and create a  comfortable atmosphere with them. The more you make them feel at home; the sooner you will gain their trust. These clients believe communication is a two-way street and will listen carefully. They expect you will listen to their comments and concerns. Their biggest fear is loss of security. Many of these personality types are uncomfortable making a final decision so you will have to be patient. Don't overwhelm them with unnecessary facts and information. Speak directly to them.

Just 1 Page . . .

Friday, July 22, 2011

The Influencing Personality

The influencing personality type represents about twenty five percent of the population. Their occupations often relate to sales, public relations, marketing and advertising. Typically, these clients are out-going, articulate, enthusiastic and entertaining. They are most likely the ones who enjoy socializing.

They love to impress others. What they wear is as important to them as what they say or do. Popularity, social recognition and freedom of expression are important values to them.

In order to be effective  with this client, you almost have to become an influencing personality yourself. Be sociable and friendly. Give them the VIP treatment.

Just 1 Page . . .

Friday, July 15, 2011

The Dominant Personality

The dominant personality lives in an environment of power and authority. They are free from controls and supervision. People in this category represent about 15 percent of Americans and often are/were CEO's, presidents or managers.

Clients with this dominant personality type are direct and sometimes impatient. They can be intimidating. They want immediate results and don't want to be misled.

The best way to deal with them is to be business-like and straight forward. Present pros, cons and risks to this type of client. They need to have the "options" laid out.

People in this category have an acute sense of business. It's important to present data in a prepared and well-organized manner. Let them feel they are in control and allow them to "speak their mind." Once you present the options, let them know that the final decision is theirs.

Just 1 Page . . .

Friday, July 8, 2011

Personality Types

People can be categorized into 4 classic personality types: 1) dominant: leader and achiever, 2) influencing: image conscious, concerned about social acceptance, 3) steady: loyal, patient, team player, 4) cautious: perfectionist, eager to be correct.

The personality trait that is the strongest, will drive the person's decision-making process. Tailoring your communication techniques to "mirror" or speak directly to the strongest trait, will improve the process of discussing client needs.

Just 1 Page . . .

Friday, July 1, 2011

Are You Involved?

The chance to win people over to your point of view is an art. Do you have what it takes?

Whether you have to pitch a presentation to colleagues, explain a new program to sales rep's, announce a policy change, or relate an idea to your teenager; the ability to win others to your point of view, will take you where you want to go. Small improvements can make a huge difference for a presentation.

Begin with involvement. You want your presentation to be give and take. Bringing participants into your presentation adds value (and you won't be stuck doing all the giving). Human nature drives people, and involvement generates a better outcome. You take a BIG risk when you don't involve your audience.

Just 1 Page . . .