|
Training Materials>
Personality Styles
August 20, 2008
There are four basic personality styles that describe the types of people you will encounter in your business. They are DOMINANT, INFLUENCES, COMPLIANT OR CONSCIENTIOUS, AND STEADINESS. As they are described below, you will see your own characteristics in one or more of these groups. After each desciption, we will also offer some tips on how to approach each personality style. Hopefully, this will help you better interact with business associates, potential employees, customers, and potential customers. You can also share this information with your associates so they can better understand how your personality works!
The DOMINANT personality: will talk about their job; is result oriented, career focused, makes quick decisions, is direct, independent, and self-confident. They like power and authority and like to control people. They are impatient and sometimes blunt; a bottom line person. Their focus is on leadership and income, independence, moving quickly up the career path, and wants to be their own boss.
When dealing with this personality; keep your appointments short, be brief but thorough, don't dwell on fluff, explain your marketing plan, provide direct answers, outline the steps to leadership roles, and let them do the talking. They are interested in big money, fast advancement, management, and directorship. Quick decisions will be their style.
The INFLUENCES personality: will talk about themselves and what they like, are people oriented, expressive, recognition-focused, impulsive, motivational, inspiring, enthusiastic, but not detailed oriented. Their focus is on working with people, prizes, recognition, friendship, travel, fun, and the ability to be creative. They love to be on stage and want to change lives.
When dealing with this personality; expect long appointments, allow time for relationship building, let them do the talking, keep explanations simple, don't bore them with details, provide I-stories of successful people, and show pictures. These people are also known to make quick decisions.
The COMPLIANT OR CONSCIENTIOUS personality: will ask to clarify questions; is detail oriented, a perfectionist, analytical, critical, skeptical, slow to change, self-disciplined, exacting, precise, organized, and likes the facts. Their focus is on their ability to work their own hours, personal growth, leadership, the facts in print, a detailed plan of action, step-by-step training, and knowing they cannot fail. They will appreciate any available educational material.
When dealing with this personality; be concise, build on company's credibility, use facts in print, answer all questions, explain exactly what it takes to move up the career path. Offer a detailed plan of action. You will probably have to schedule more than one appointment with this person.
The STEADINESS OR STEADY personality: is family oriented, will talk about her family and the work she does for family and church, is security-focused, loyal, a team player, easy-going, abides by the rules, and slow to change. Friendship is very important to these people. Their focus is on keeping priorities in order, time spent with family and how this will help her provide for them, friends she will make, and free education she will receive. They are interested in guarantees, insurance, training, support, and a consultant's guide, building a business part time, and steady reorders. You will probably have to schedule more than one appointment with this type of person.
|
