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The Softer Side of Sales -- Does It Work?
Studies have shown that personality profiling skills increase your ability to win access to important prospects, influence others, and position your business solutions in a way "that has real value in the eyes of the decision makers." In industries like Pharmaceuticals where the average sales presentation lasts between 2-10 minutes, it is one of the most important skills to develop. Companies that provide interpersonal skills training typically see an 11% - 29% increase in sales.
What would an 11%-29% increase in sales
mean to your bottom line?
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There is both a human side and business side to every transaction, and case studies show that most business professionals make their decisions based on their personal motives, and then back-fill with the business case. The business case is very important; however, given a choice between a solution that addresses both their personal motives and business requirements and a pure business solution, most people will choose the one that addresses all of their needs.
How to Use Personality Profiling Effectively
It is important to recognize the prospect's Personality Profile as soon as possible and adapt to their personality style.
Drivers
These folks are task-oriented and tell-assertive. They are cool, very business-like, competitive, get down to business quickly, and have a take-charge attitude. You will need to be efficient in presenting your business case, and provide clear and concise information regarding the value and benefits of your solutions. If you spend too much time on the human side or provide too many details, Drivers will assume that you are a time waster and do not understand what is most important.
Drivers are all about getting the job done, and having greater control over people, processes, information, and time. They like to make decisions, so you should offer several options for moving forward with your business solutions.
What Drivers need is: excellent product knowledge, efficient use of time, evidence for results, clear concise benefits, support for their ideas, a problem solving attitude, choices/options, and power to have control.
Analytics
Analytics are task-directed and ask-assertive. They are cool, controlled, business like, detailed oriented, and slower paced than a Driver. They will tend to ask you for what they want, rather than tell you. You will need to slow down, provide details, provide evidence, give them time to respond, and focus on the task. If you spend a lot of time on the human side, or are not detail oriented and are too fast paced, you will lose them. Analytics are all about getting it right, understanding how things work, and understanding the details. Analytics like to work things out; they need time to come to their own conclusion about moving forward.
What Analytics need is: a systematic plan, analytical charts/graphs, a detailed approach, research data, evidence, a formal process, logical solutions, and recognition as being the expert.
Expressives
Expressives are people-directed and tell-assertive. They are warm; relationship oriented, fast paced, and have higher-level emotional responsiveness. They make declarative statements, tell you about themselves, and tell you what they want. You will need to be faster paced, people directed, make declarative statements, take some time to get to know them as people, and talk about cutting-edge solutions. If you are slow paced, too detailed oriented, unemotional and not people oriented, you will lose them. Expressives are all about leading edge solutions, leading their team, and quick gain for a quick decision.
What Expressives need is for others to get to know them, fast paced discussions, good product knowledge, testimonials, recognition for their ideas, and recognition as being a leader.
Amiables
Amiables are people-directed and ask-assertive. Amiables are warm; relationship oriented, slower paced, and are easy going. They need time to get to know you, and you need to take the time to get to know them. They are more emotionally responsive, concerned about others, cooperative, and risk adverse. You will need to work on the human side with Amiables, slow down, support their belief systems, share experiences on how you have helped other customers, and discuss after-sales support. If you are fast paced, all about the task, and push leading edge/cutting edge solutions, you will lose these folks.
Amiables need time to get to know you, an open and honest approach, to know why it is a proven solution, the impact it will have on others, support for the beliefs and feelings, to minimize risk, assistance in selling others, and acceptance of the business solution by their team members.
Opposites Don't Attract
If you have a challenge selling a prospect or working with a colleague, it is probably because they have an opposite Personality Profile. Analytics and Expressives tend to have disconnects because one is task-directed/ask-assertive while the other is people-directed/tell-assertive. The same is true of Drivers and Amiables because one is task-directed/tell-assertive and the other is people-directed/ask-assertive.
If you can quickly recognize another person's Personality Profile and be more versatile in adapting to their style, you will have much greater success in selling your ideas and business solutions.
What Are The Benefits of This Type of Training?
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A greater understanding of your customer's needs and requirements |
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The ability to craft winning client solutions |
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Improved versatility and creativity |
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Increased job performance and satisfaction |
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Improved sales team synergy |
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Increased sales and revenue generation |
Sales Focus, Inc. can provide your team with tailored sales training solutions designed to support your sales performance goals and requirements.
Contact us today to schedule a free sales performance meeting
to discuss your needs and business opportunities.
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What is YOUR sales Challenge?
Ask Max the sales questions you want answered.
Ask Max. |
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About Sales Focus Inc.
Sales Focus Inc. is a consulting, management and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions.
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Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE. Let us help you not only meet, but exceed your sales goals.
For more Information or to see if we are a good fit with your company, contact us directly, 866.840.8305 or 410.442.5600, send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Request a free white paper while calling us or visiting our website.
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Sales Focus Inc.
3210 Florence Road, Suite B
Woodbine, Maryland 21797
P. 410.442.5600
F. 410.442.5102
Toll Free: 866.840.8305
URL: www.SalesFocusInc.com
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