Selling Successfully to Different Personality Styles

Selling Successfully to Different Personality Styles

Duration:
Half Day
Aims:

Most salespeople are more comfortable selling to prospects with a similar style to themselves.

If we accept that there are four basic personality types – ‘Driver’, ‘Expressive’, ‘Analytical’ and ‘Amiable’ then potentially most salespeople are leaving a lot of money on the table simply by not being able to ‘speak the language’ of personality types different from their own.

This half day, highly interactive workshop will give a salesperson valuable skills for flexing to styles other than their own and of course selling to them.

Objectives:

Delegates will first learn to identify their own style and why they prefer things to be done a certain way. They will then – with the use of enjoyable and interactive practice vignettes – put themselves ‘in the shoes’ of other personality styles and understand why they like things done in a different way.

Pre-course preparation:

Bring a profile of a prospect (real or fictional) with a style you find the most difficult to deal with.

What will I learn?
Recognising Personality Style clues
  • - Understanding your own style and the lens through which you see the world
  • - Giveaways for spotting the prospect’s style early on.
  • - Mismatching ‘pitfalls’ to avoid
  • - Which styles are the furthest away from each other and why
Deep dive into the 4 Personality Styles
  • - Why ‘Drivers’ need to control
  • - Why ‘Expressives’ need to talk
  • - Why ‘Analyticals’ need detail
  • - Why ‘Amiables’ need reassurance
Matching the Prospect’s pace
  • - How to avoid alienating a Prospect through mismatched pace
  • - Mirroring without mimicking
  • - Levels of appropriate animation and gesticulation
Flexing to the Style that’s in front of us
  • - Adapting to the Prospects whilst being authentic
  • - Learning how to say the same thing in a different way
How the Different Styles buy
  • - Recognising buying signals in the different styles
  • - How the different styles view sales calls
Interactive Practice sessions
  • - Working with a live prospect
  • - Selling to a prospect with an opposite style
  • - Getting feedback from a prospect on how you come across to them
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Our approach is to provide the skills and knowledge to increase productivity and achieve attitudinal and behavioural change, leading to long-term improved performance, increased employee engagement, retention and consistent gains in profit.

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