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Sales Management:. Personality Styles. Personality Styles. Yours, theirs, and how to use it to get the best from your staff. Yours, theirs, and how to use style to get the most from your staff… AND your customers. www.RAB.com. People We Like…. = 25%. People We…Don’t. = 25%. - PowerPoint PPT Presentation
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Personality Styles
Yours, theirs, and how to use style to get the most from your
staff… AND your customers
www.RAB.com
Personality StylesYours, theirs, and how to use it to get the best from your staff
Sales Management:
= 25%
People We Like…
= 25%
People We…Don’t.
These elements help create comfort in the mind of the employee/client.
They must feel comfortable with the person and with the information being presented in order to
feel comfortable enough to say “Yes.”
Trust
Respect
Confidence
Getting the Buy-In
1. Substance2. Style
Everything you bring to a relationship is a combination
of these two elements.
Relationship Elements
1. Assertiveness
Perceived willingness to influence the thoughts and
actions of others.
Ask Tell
The Two Dimensions of Style
1. Assertiveness
Non-aggressiveIndirectQuieterSofterSlower paced
Faster pacedMore aggressiveLouderDirectMore talkative
Ask Tell
The Two Dimensions of Style
2. Responsiveness
Perceived willingness to share feelings and emotions when relating to others.
Emote
Control
The Two Dimensions of Style
2. ResponsivenessProtective
SubduedFocused on tasks
Less animatedComfortable with data
More animatedOpenFocused on peopleOutgoingComfortable with stories and opinions
Emote
Control
The Two Dimensions of Style
TellAsk
Emote
Control
Grey Green
Blue Red
The Personality Matrix
Ask
Control
Grey
Persistent
Serious
Orderly
Exacting
Industrious
Picky
Critical
The Personality Matrix
Ask
Grey • Wants to be right• Slow & cautious decisions• Facts, principles, & logic• Low risk tolerance• Show me• Quiet disposition• Disciplined use of time• Avoids too much involvement
Thinking oriented
Control
The Personality Matrix
TellAsk
Emote
Control
Grey Green
Blue Red
The Personality Matrix
Tell
Control
Green
Strong-willed
Independent
Decisive
Efficient
Practical
Tough
Pushy
The Personality Matrix
Green• Wants to win• Takes charge• Gets right to the point• Focused on the present• Facts are OK in small doses• Will take limited risks• Wants options• Hates inaction
Action oriented
Tell
Control
The Personality Matrix
TellAsk
Emote
Control
Grey Green
Blue Red
The Personality Matrix
Ask
Emote
Blue
Supportive
Dependable
Respectful
Agreeable
Willing
Indecisive
Submissive
Blue
• Wants acceptance• Slow to take action• Quick to share feelings• Thrives on 1-to-1• Believes in win/win• Prefers what is known• “People” people• Avoids conflict or
confrontation
Relationship oriented
Ask
Emote
The Personality Matrix
TellAsk
Emote
Control
Grey Green
Blue Red
The Personality Matrix
Tell
Emote
Red
Ambitious
Enthusiastic
Friendly
Dramatic
Stimulating
Egotistical
Loose Cannon
The Personality Matrix
Red
• Wants recognition• Acts quickly & instinctively• Focused on the future• Creative• Outgoing• Opinionated• Impulsive• Hates to be isolated
Intuition oriented
Tell
Emote
The Personality Matrix
TellAsk
Emote
Control
Grey Green
Blue Red
The Personality Matrix
TellAsk
Emote
Control
Grey Green
Blue Red
Which Are You?
Your task...Create an image for your company by choosing
1. A Company Vehicle2. A Company Mascot3. A Company Song
Grey Incorporated
Blue Associates
Green Enterprises
Red International
Grey Green
Blue Red
TellAsk
Emote
Control
The Personality Matrix
Avoidance Autocratic
Acquiesce Attack
TellAsk
Emote
Control
The Personality Matrix
TellAsk
Emote
Control
Grey Green
Blue Red
The Personality Matrix
Grey Green
Blue Red
TellAsk
Emote
Control
The greatest potential for conflict are the diagonals
Analytical Driver
Amiable Expressive
TellAsk
Emote
Control
The scientific terms for each style:
by Robert Bolton and Dorothy Grover Bolton
For more information
1. Awareness2. Flexibility
Necessary Ingredients
Personality Styles
Yours, theirs, and how to use style to get the most from your
staff… AND your customers
www.RAB.com
Personality StylesYours, theirs, and how to use it to get the best from your staff
Sales Management:
