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How to use personality profiling to improve sales

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Speak Their Language. . . And Win Personality Profiling and New Business charles collie collie strategic consulting
Language Translation Have you ever been to a place where no one speaks English? What did you do? How did you react?
Language Translation Have you ever worked with a client you could never get along with? What did you do? How did you react?
Language Translation Have you ever met with a prospect who just didn’t seem to get it? What did you do? How did you react?
Birds of a Feather ,[object Object],[object Object],[object Object]
Versatility Is The Objective ,[object Object],[object Object]
Basics of Profiling ,[object Object],[object Object],[object Object]
Part Of Our Everyday Lives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Personality Profiling Uses ,[object Object],[object Object],[object Object],[object Object]
Today’s Focus ,[object Object]
Using Personality Profiling ,[object Object],[object Object],[object Object]
Using Personality Profiling ,[object Object],[object Object],[object Object]
Selecting Your Personality ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Task vs. People Task/Control People/Emote
Ask vs. Tell Tell/More Assertive Ask/Less Assertive
How To Profile Task/Control People/Emote Ask Tell
Each Profiles Favorite Word Task/Control People/Emote Ask Tell NOW! HOW? ME! WE
What They Do Task/Control People/Emote Ask Tell STRATEGIZE ANALYZE PERSONALIZE ORGANIZE
What They Want Task/Control People/Emote Ask Tell RESULTS PROCESS INSPIRATION LOYALTY
Two Questions ,[object Object],[object Object],[object Object]
Recognizing Other’s Profiles ,[object Object],[object Object],[object Object],[object Object]
By Their Body Language ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Body Language ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Body Language ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Body Language ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Verbal Style ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Verbal Style ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Verbal Style ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Verbal Style ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Appearance ,[object Object],[object Object],[object Object]
By Their Appearance ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Appearance ,[object Object],[object Object],[object Object],[object Object]
By Their Appearance ,[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Office ,[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Office ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Office ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
By Their Office ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Again, Why Is This Important? ,[object Object],[object Object],[object Object],[object Object]
Versatility Is The Objective Versatility allows you to move toward the prospect. Seeing the situation through their eyes RESULTS INSPIRATION PROCESS Loyalty
Using Personality Profiling ,[object Object],[object Object],[object Object]
Using Personality Profiling ,[object Object],[object Object],[object Object]
Speak their language ,[object Object],[object Object],[object Object],[object Object]
Thank You

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Speak Their Language And Win

  • 1. Speak Their Language. . . And Win Personality Profiling and New Business charles collie collie strategic consulting
  • 2. Language Translation Have you ever been to a place where no one speaks English? What did you do? How did you react?
  • 3. Language Translation Have you ever worked with a client you could never get along with? What did you do? How did you react?
  • 4. Language Translation Have you ever met with a prospect who just didn’t seem to get it? What did you do? How did you react?
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  • 14. Task vs. People Task/Control People/Emote
  • 15. Ask vs. Tell Tell/More Assertive Ask/Less Assertive
  • 16. How To Profile Task/Control People/Emote Ask Tell
  • 17. Each Profiles Favorite Word Task/Control People/Emote Ask Tell NOW! HOW? ME! WE
  • 18. What They Do Task/Control People/Emote Ask Tell STRATEGIZE ANALYZE PERSONALIZE ORGANIZE
  • 19. What They Want Task/Control People/Emote Ask Tell RESULTS PROCESS INSPIRATION LOYALTY
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  • 39. Versatility Is The Objective Versatility allows you to move toward the prospect. Seeing the situation through their eyes RESULTS INSPIRATION PROCESS Loyalty
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