Work Smarter

Gain more

Dr Mohammed Mohsen
Negotiation Academy M.S
American Management Association M.S
 Part One
Personality Type
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 ?
Is your customer looks like
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
Main classification

1- according to assertiveness
( high – low )

2-according to responsiveness
( high – low )
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
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
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 avoider
7-make decision slowly
8-let others take initiative
9-leans backward
10-indirect eye contact
11-speak slowly & softly
12-move deliberately
13-deliberate
Responsiveness

based on how emotional people tend to get in

social situation
Less responsiveness
low emotionality
1-controls emotions
2-cool – aloof
3-talk oriented
4-serious – uses facts
5-businesslike
6-formal dress
7-move stiffly
8-disciplined about time
9-controlled facial expression
10-monotone voice
More responsiveness
1-rapidly express joy .anger . Sorrow
2-worm –more concerned with others
3-show emotion
4-relationship oriented
5-playful –uses opinion
6-friendly
7-undisciplined about time
8-animated facial expression
9-many vocal inflection
10-informal –casual dress
Intellectual Controller
Low emotionality Low emotionality
Low assertiveness High
Assertiveness

Passive Expressive
High emotionality High emotionality
Low assertiveness High
assertiveness
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 maker
6- They focused on the present and have little concern with the past or
future
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
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
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 background
8-motivational slogan on the wall
9-office has friendly open atmosphere
10-unorganized desk
11-casual dress-like group activity
12-they focused on the future & directing their time
and effort toward achieving their vision
Analytical – intellectual

1-like facts –principles- logic

2-suspicious of power and personal relationship
3-they systematically analyze the facts using
the past as indication of the future event
4-disciplined –businesslike-serious –controlled-
cooperative –quiet –supportive
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
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
-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 )
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 )
-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
Opposite don’t attract
-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.
 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?
 What the Sales approach fit to
each personality ?
Answer will be in personality Type Part Two
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