Advanced Internet Systems - Psycho Selling Skills

Advanced Internet Systems

Psycho Selling Skills

Getting Inside Your Prospect's Head

There are basically four different personality styles that we all run into during the sales process. You have people who are either outgoing or reserved, and within those traits, you will find people are either task oriented or people oriented. People who are outgoing and task oriented, are said to be in the "Dominance" category. People who are outgoing and oriented towards people are in the "Influencing" category. People who are reserved and task oriented are in the "Competency" category, while people who are reserved and people oriented are said to be in the "Steadiness" category.

Each of these various types of people have fairly predictable attitudes, methods of behavior, and primary orientations. In addition to different strengths, weaknesses, and needs, you will need to learn the best way to communicate with each of these personality types.

To help identify a specific personality type, use the following table. first select the primary personality trait of either "Outgoing" or "Reserved", and then select secondary traits based on being either task oriented or people oriented.

Personality Styles
OUTGOING/ACTIVE
DOMINANCE	Getting the results he/she wants	Is this person more concerned with	Persuading or impressing others		INFLUENCING
DOMINANCE	Director of others	Is this person more of a	Relater to others		INFLUENCING
TASK	Outgoing/Active OBSERVED BEHAVIOR Reserved/Passive			PEOPLE
COMPETENCY	Assessing of others	Is this person more	Accepting of others		STEADINESS
COMPETENCY	Importance or quality required with tasks	Is this person concerned with	Cooperating with others to complete tasks		STEADINESS
RESERVED/PASSIVE

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