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

Learn how to:

  • 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

Learn how to:

  • Why ‘Drivers’ need to control
  • Why ‘Expressives’ need to talk
  • Why ‘Analyticals’ need detail
  • Why ‘Amiables’ need reassurance

Matching the Prospect’s pace

Learn how to:

  • 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

Learn how to:

  • Adapting to the Prospects whilst being authentic
  • Learning how to say the same thing in a different way

How the Different Styles buy

Learn how to:

  • Recognising buying signals in the different styles
  • How the different styles view sales calls

Interactive Practice sessions

Learn how to:

  • 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

How we deliver

Training can be delivered at your offices in either of the following ways:

  • Online

    Online training is ideal if you have staff in different geographical locations who have the same Microsoft or Adobe training requirements.

    Our expert trainers can deliver Watch and Learn sessions to up to 100 people. Alternatively, they can produce an interactive session that allows delegates to complete practical exercises within the Microsoft or Adobe apps of your choosing.

  • Face to face

    Choose from one or half day training sessions or our popular 90-minute Sprint sessions, which can be delivered in your offices or at another location of your choice.

    All we need is a room with a table and chairs and we look after the rest. We can even provide laptops and a projector should you not have spare IT equipment to use.

Sprint learning

Short on time, but still want to boost staff performance?
Book a Sprint Session!

Each Sprint Session follows a 90-minute format for ultra-focused team learning.

Pick a topic, tell us what you want to achieve from your session, and we’ll put together a short, fun, entirely bespoke programme that meets the needs of your team.

Designed to cater for 10-15 delegates at a time

Developed by our team to cover the subject matter of your choice

Delivered online or face-to-face

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