They want to be seen as the leader, or the hero they want to be first they want visibility anything that sets them up as an example of success will help.Ĥ. They respond well when a solution gives them more control they are results driven value access to authority and important people want action.ģ. Recognize them as an expert provide solid data be very systematic give them things in writing demonstrate stability.Ģ. The following are some strategies when dealing with the various personality types …ġ. Very emphatic in discussions Can be aggressive in their “look” Quick, clear and fast paced Firm handshake Makes statements more than asks questions Clear in what they want will often lean forward when making a point. Will seldom voice ideas quiet and submissive posture Very deliberate and sometimes a little slower when speaking Indifferent handshake Asks questions more than makes statements Can be vague and unclear about needs Tends to lean backwards.Ī HIGH ASSERTIVE person may have many of the following characteristics: Reserved or poker faced Is cautious/careful with actions Wants facts and figure Will make eye contact infrequently Will likely have a severe look Is not animated with their hands might even clasp them Will spend little time on personal details Can seem preoccupied.Ī HIGH RESPONSIVE person may have many of the following characteristics:Īnimated, good use of facial expressions – smiles, nods, frowns etc Will appear open and eager Does not push for a lot of detail Frequent eye contact Friendly appearance Lots of hand gestures Shares personal feelings Is attentive and obviously enjoys people.Ī LOW ASSERTIVE person may have many of the following characteristics: What do these assertive/responsive things mean?Ī LOW RESPONSIVE person may have many of the following characteristics: Expressive: High assertive High responsive Analytical: Low assertive Low responsive.Ģ. Thus the following shows what characteristics those types have.ġ. These types were determined by certain characteristics in their personality comprised of a combination of assertiveness and responsiveness. The “labels” for these types are Analytical, Driver, Amiable and Expressive. One school of thought on the subject classifies people into four distinct “Social Styles”. In sales it is important to understand that there are many different types of people that you will be dealing with and if you treat them all in the same way you will have some issues.
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