The Four Social Styles And How You Should Negotiate With Them :
Driver .The Director.
• Assertive but not responsive
• Task rather than people oriented.
• Decisive and determined
• Controlled emotions
• Set on efficiency and effectiveness.
• Likes control, often in a hurry.
• Firm, stable relationships
• Stubborn, tough.
• Inflexible poor listener.
To Negotiate With Drivers:
• Plan to ask questions about and discuss specifics, actions and results.
• Use facts and logic.
• When necessary, disagree with facts rather than opinions. Be assertive.
• Keep it business-like, efficient and to the point.
• Personal guarantees and testimonials are least effective, better to provide options and facts.
• Do not invade personal space.
Expressive. The Socialiser.
• Assertive and responsive.
• Reactive, impulsive, decisions spontaneous, intuitive
• Placing more importance on relationships than tasks
• Emotionally expressive, sometimes dramatic.
• Flexible agenda, short attention span, easily loved.
• Strong persuasive skills, talkative and gregarious.
• Optimistic; takes risks.
To Negotiate With Expressives:
• Seek opinions in an area you wish to develop to achieve mutual understanding.
• Discussion should be people as well as fact oriented.
• Keep summarising . work out specifics on points of agreement.
• Try short, fast moving experience stories.
• Make sure to pin them down in a friendly way.
• Remember to discuss the future as well as the present.
• Look out for the impulse buy.
Amiable The Supporter.
• Not assertive but responsive.
• Dependent on others.
• Respectful, willing and agreeable.
• Emotionally expressive.
• Everyone's friend; supportive; soft-hearted.
• Low risk taker, likes security
• Group builder.
• Over sensitive.
• Not goal orientated.
To Negotiate With Amiables:
• Work, jointly, seek common ground.
• Find out about personal interests and family.
• Be patient and avoid going for what looks like an easy pushover.
• Use personal assurance and specific guarantees and avoid options and probabilities.
• Take time to be agreeable.
• Focus discussion on .how.
• Demonstrate low risk solutions.
• Don't take advantage of their good nature.
Analytical The Clinician.
• Not assertive, not responsive.
• Precise, orderly and business-like.
• Rational and co-operative.
• Self-controlled and serious.
• Motivated by logic and facts.
• Not quick to make decisions.
• Distrusts persuasive people.
• Like things in writing and detail.
• Security conscious.
• Critical, aloof, sceptical.
• Excellent problem solver.
• Likes rigid timetables.
To Negotiate With Analyticals:
• Take action rather than words to demonstrate helpfulness and willingness.
• Stick to specifics . Analyticals expect salesmen to overstate.
• Their decisions are based on facts and logic and they avoid risk.
• They can often be very co-operative, but established relationships take time.
• Consider telling them what the product won't do . they will respect you for it, and they will have spotted the deficiencies anyway.
• Discuss reasons and ask why? questions.
• Become less responsive and less assertive yourself.
Copyright © 2008 Jonathan Farrington. All rights reserved
Dipetik dari :
Jonathan Farrington is the CEO of Top Sales Associates and Chairman of The Sales Corporation - based in London and Paris. Jonathan's personal site The JF Consultancy, - http://www.jonathanfarrington.com - offers a superb range of unique and innovative sales solutions and you can also catch his daily blog at The JF Blogit - http://www.thejfblogit.co.uk