c.s.d 7 Personality Types
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Transcript of c.s.d 7 Personality Types
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Work Smarter Gain more
Dr Mohammed MohsenNegotiation Academy M.S
American Management Association M.S
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Part One Personality Type
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Which personality type would say the following 1-I’ve only got five minutes ?
2-I will have to check with others ?
3-Do any studies support this ?
4-Boy ,this is great ?
5-I will see to it that the others agree?
6-I need to analyze this information ?
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Is your customer looks like
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So how can I ?
1-Understand personality type ?
2-Appeal to different customers ?
3-Be maximally effective in selling ?
4-Tailor my message to each customer
Only by understanding different personality type
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Main classification
1- according to assertiveness
( high – low )
2-according to responsiveness
( high – low )
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Assertiveness
- The degree to which people have opinions about issue and make their positions clear to others publicly
-Having strong convictions doesn’t make person assertive .assertive people express their convictions publicly and attempt to influence others to accept their beliefs
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High assertive
make strong statement take in charge attitude confront tension situation tell oriented competitive – directive risk taker decision maker ( make decisions quickly ) takes initiative leans forward direct eye contact speak intensely & loudly moves rapidly aggressive
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Less assertive
1-rarely dominate a social situation 2-keep their opinion to themselves 3-go along attitude 4-ask oriented 5-cooperative 6-risk avoider7-make decision slowly 8-let others take initiative9-leans backward10-indirect eye contact11-speak slowly & softly 12-move deliberately 13-deliberate
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Responsiveness
based on how emotional people tend to get in social situation
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Less responsivenesslow emotionality 1-controls emotions 2-cool – aloof 3-talk oriented 4-serious – uses facts 5-businesslike6-formal dress7-move stiffly 8-disciplined about time9-controlled facial expression10-monotone voice
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More responsiveness
1-rapidly express joy .anger . Sorrow2-worm –more concerned with others 3-show emotion 4-relationship oriented 5-playful –uses opinion 6-friendly 7-undisciplined about time8-animated facial expression9-many vocal inflection 10-informal –casual dress
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Intellectual
Low emotionality
Low assertiveness
Controller
Low emotionality
High
Assertiveness
Passive
High emotionality
Low assertiveness
Expressive High emotionality
High assertiveness
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Driver – controller
lets get it done now . And get it done my way
1-Disciplined –businesslike – serious – competitive – controlled – fast take charge – take risk –look for several alternatives before making decision
2-Blunt – direct – impatient – task accomplisher – bottom like result – control oriented self & others
3-Self motivated –hard worker 4-They have great desire to get ahead in their companies 5-Efficient decision maker6- They focused on the present and have little concern with the past or
future
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7-technical background
8-achievement awards on the wall
9-no poster or slogan on office wall
10-furniture placed so contact so people have to cross the desk
11-conservative dress
12-Calendar prominently displayed
13-like group activity
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Expressive
1-competitive –open –easy going –fast take charge
2-friendly – talkative –colorful-creative –imaginative –motivates -initiate activity
3-expressing view power and politics as important factors in their quest for personal rewards and recognition
4-interested in their relationship with supporter recruited to assist them in achieving their personal goals
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5-they based their decision on their opinion and the opinion of others
6-act quickly –take risk-impatient – change their mind easily
7-liberal art background8-motivational slogan on the wall9-office has friendly open atmosphere 10-unorganized desk11-casual dress-like group activity 12-they focused on the future & directing their time
and effort toward achieving their vision
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Analytical – intellectual
1-like facts –principles- logic2-suspicious of power and personal relationship3-they systematically analyze the facts using
the past as indication of the future event 4-disciplined –businesslike-serious –controlled-
cooperative –quiet –supportive
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5-detailed –precise –gathering information –tests.
6-technical background
7-achievement award on the wall
8-office is work oriented and showing so much activates
9-conservative dress
10-like individual sport
11-neat –meticulous –organized
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Amiable – passive
1-open- easy going-relationship orientated –warm –cooperative –deliberate –quite –supportive
2-make decisions slowly , building a consensus among people involved in the decision
3-conservative - agreeable . 4-developing an atmosphere of mutual respect rather
than using power and authority
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-liberal arts background
-office friendly open atmosphere
-picture of family displayed
--desk placed for open contact with people
-casual dress
-like solitary activities ( reading – individual sport )
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Tips on identifying social style -identifying social style is very difficult and require
close and careful observation -sales people shouldn't jump to quick conclusion
based on limited information -don’t let your judgment be clouded by your feelings
about the customer or by thoughts about the customer's motives
-avoid assuming that specific jobs or functions are associated with a social style ( he must be an analytical because he is an engineer )
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-each person have a primary type and secondary type .
-if your customer is intense and impatient ,lean forward and get to the point quickly
-if your customer wants to relax and chat before talking business , lean back and relax and chat
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Opposite don’t attract
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-knowing your personality type ,determine the adjustments you need to make to more closely match the customer’s personality type .
-Effective sales people try to match the style of their customer!Opposites do not attract!
-if you think intellectuals are real “clowns", you can safely bet you are an expressive.
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Q & A
1-Do you have any documentation? 2-What if something goes wrong? 3-Deal exclusively with me on this. 4-I'll bring it up in the next staff meeting. 5-Get to the point! 6-Will this put us out front? 7-I want to do a complete search for alternatives 8-Can you publicize that I was first?
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What the Sales approach fit to each personality ?
Answer will be in personality Type Part Two
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References
-selling building partnerships-1998-Wilson learning –how to influence people -Secrets to Understanding Buyer Personality
Types by Janiece V. Smith-Barbara K. Mednick, Star Tribune Sales and
Marketing -Selling using Myers Briggs