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ERA Office

ERA Around the globe

Selling Through Human Behaviors

Social Styles

People Vs

Selling Strategy

Race

Age

Religion

Gender

Education

Values

Culture

Socio-Economic

The Human Ice-berg Principle

When assessing people,

or trying to understand

them we can only base

our assessment on what

we can see.

BEHAVIOUR

Axis of Information flow

Behaviour is Consistent

Behaviour is Symbolic

Behaviour is based on Reward

Behaviour is Comfortable

Behaviour wants to Avoid Pain

Behaviour leads to Pleasure

Follow UP

Benefit not Feature

Small actions count

Sell within comfort

zone

No Risk

Enjoy solution

Human Social StylesSpontaneous

Easy

-Go

ing

Do

min

an

t

Self-Controlled

Expressive Amiable

Driver Analytical

Lo

oks lik

e E

asy

-Go

ingL

oo

ks

like D

om

inan

tSocial Styles for Sales

AggressiveDecisiveArrogantDirectTenseArgue

LoudConfidentTalksChallengesTells

PassiveIndecisive

HumbleIndirectRelaxedDiscuss

QuietShy

ListensAccepts

Asks

Social Styles for Sales

Spontaneous

Self-Controlled

Mobile Warm Friendly Feelings Responsive Cheerful InformalImpulsive

ImmobileColdUnfriendlyLogicUnresponsiveSeriousFormalStructured

Social Style in identifying customer’s behaviors

Ask/Listen

Softer

Moderate Paced

Lean back

Less Opinions

Slower decisions

Less eye contact

Tell/Talk

Louder

Fast Paced

Leans Toward

More Opinions

Faster decisions

More eye contact

Emotive

Feeling/Emotion

More Expression

Inflected

Intuitive

People

Controlled

Fact

Less Expression

Monotone

Structured Pace

Task

Driver Analytical

AmiableExpressive

Segment your prospect

DriverAnalytical

AmiableExpressive

•Open, Gregarious, Friendly

•Dramatic & Exaggerates

•Creative

•Lacks implementation

•Good persuader

•Friendly, laid back

•People’s person

•Caring, concern for others

•Little concept of time

•Good crisis managers

•Quiet, shy

•Slow to act

•Careful, avoids risks

•Calculating

•Cold, distant, aloof

•Few words

•To-the-point

•Selective with relationships

Know what motivates !

Driver Analytical

AmiableExpressive

•Facts & information

•Getting it right

•Showing how smart they are

•Detail Thoroughness

•Perfectionism

•The bottom-line

•Get results

•Doesn’t trust “theory”

•Autocratic

•Power

•Getting things done

•Bored easily

•Cheerleader

•Financial Incentives

•Enthusiastic & Spontaneous

•Building relationships

•Nurturing and caring

•Loyalty

•Loves small-talk

•Avoids personal risk

Decision-making & Closing

Driver Analytical

AmiableExpressive

•Slow & careful

•Collects too much info

•Tends to get bogged down

•Great attention to process

•Firm and quick

•Loves making decisions

•Often above their authority

•Even if it’s wrong

•Impulsive

•Lacks planning

•“Seat of the Pants” Attitude

•Gut Feel

•Will let others make

decisions

•Easy-going

•Leaves it till last minute

•Changes mind to suit

others

Sales Approach

Driver Analytical

AmiableExpressive

•Calm and controlled

•Attention to detail

•Lots of info

•Time to make decisions

•Get to the point

•No “frilly” stuff

•Meet commitments

•Deliver results

•Energy & Enthusiasm

•Get to the point quickly

•Entertaining & Cheerful

•Expression & compliments

•Little detail – big picture

•To be friendly

•Spend time to know

them

•Be personable

•Laid-back attitude

•Caring