Module 1 – Personality Patterns and Module 1 – Personality Patterns and ProfilesProfiles

by Elite Training Systemsby Elite Training Systems

www.elitetrainingsystems.ca

Workshop HighlightsWorkshop Highlights

Basic pre-workshop test to determine what personality style Basic pre-workshop test to determine what personality style the participant is. the participant is.

Explanation of the four primary personality styles, history of Explanation of the four primary personality styles, history of how they were first discovered, how they are used today and how they were first discovered, how they are used today and where you fit into the mix. where you fit into the mix.

Introduction to patterns and habits that exist in human beings. Introduction to patterns and habits that exist in human beings. In depth discussion of the characteristics present in each of the In depth discussion of the characteristics present in each of the

four personality styles. four personality styles. Overview of personality indicators and how to determine what Overview of personality indicators and how to determine what

type of individual you are interacting with. type of individual you are interacting with. Explanation of how each of the four personality types are Explanation of how each of the four personality types are

motivated and primary decision making factors that drive their motivated and primary decision making factors that drive their choices. choices.

Tips and suggestions for how to leverage this information to Tips and suggestions for how to leverage this information to improve your sales results, interact successfully with a broader improve your sales results, interact successfully with a broader range of people and gain more enjoyment out of your sales range of people and gain more enjoyment out of your sales career.career.

Who Should AttendWho Should Attend Anyone who is new to professional selling and looking for the Anyone who is new to professional selling and looking for the

tools, techniques and advantages that will get them off to a faster tools, techniques and advantages that will get them off to a faster start in their sales career. start in their sales career.

Those who wish to better understand themselves and be able to Those who wish to better understand themselves and be able to leverage that knowledge in order to produce better results from leverage that knowledge in order to produce better results from their efforts. their efforts.

Participants who wish to learn ideas and methods for being more Participants who wish to learn ideas and methods for being more effective at reading prospects and customers. effective at reading prospects and customers.

Anyone who understands the necessity to adjust their style, pace Anyone who understands the necessity to adjust their style, pace and delivery to better address the needs of the prospect. and delivery to better address the needs of the prospect.

Those interested in learning how to pick up on the key indicators Those interested in learning how to pick up on the key indicators that will tip them off to the type of individual they are attempting that will tip them off to the type of individual they are attempting to sell to. to sell to.

People who work in a selling environment that places them in People who work in a selling environment that places them in front of a wide variety of personality types and want to better front of a wide variety of personality types and want to better understand the subject. understand the subject.

Sales people who want to better serve their customers by being Sales people who want to better serve their customers by being more intuitive to their needs, wants and desires.more intuitive to their needs, wants and desires.

Workshop ObjectivesWorkshop Objectives Define the four primary personality styles and determine which Define the four primary personality styles and determine which

one that you are.one that you are. Picture the strengths and weaknesses commonly present in each Picture the strengths and weaknesses commonly present in each

of the four personalities.of the four personalities. Identify and channel your personal strengths for optimum Identify and channel your personal strengths for optimum

performance.performance. Recognize your natural weaknesses based on your personality Recognize your natural weaknesses based on your personality

type and how to monitor and self assess during stressful or type and how to monitor and self assess during stressful or challenging periods in your personal and professional life.challenging periods in your personal and professional life.

Understand how your natural personality type interacts with the Understand how your natural personality type interacts with the same and other personalities.same and other personalities.

Significantly enhance your ability to read other people and your Significantly enhance your ability to read other people and your effectiveness as a Sales Professional.effectiveness as a Sales Professional.

The Four Primary Personality The Four Primary Personality StylesStyles

History of the Four History of the Four Primary Primary PersonalitiesPersonalities

Why do we use Why do we use personality profiles?personality profiles?

Who uses Who uses personality profiles?personality profiles?

What are What are personality profiles personality profiles not intended for?not intended for?

Personality ProfilesPersonality Profiles

The “FourThe “Four

TemperamentsTemperaments””

Model OfModel Of

BehaviorBehavior

Personality DefinitionsPersonality Definitions

Driver: This personality is similar toDriver: This personality is similar to

that of a Titan, one that is giganticthat of a Titan, one that is gigantic

in size or power: and that stands outin size or power: and that stands out

for greatness of achievement. for greatness of achievement.

Sometimes a legend in their ownSometimes a legend in their own

mind!mind!

Personality DefinitionsPersonality Definitions

Expressive: Effectively conveyingExpressive: Effectively conveying

meaning or feeling. The expressivemeaning or feeling. The expressive

is the life of the party and moreover,is the life of the party and moreover,

they are the party and the party willthey are the party and the party will

begin when they show up if theybegin when they show up if they

haven’t lost the directions!haven’t lost the directions!

Personality DefinitionsPersonality Definitions

Amiable: Pleasing, admirable. Amiable: Pleasing, admirable.

Generally agreeable. Being Generally agreeable. Being friendly,friendly,

sociable and congenial. Amiablesociable and congenial. Amiable

Blend into the background so theyBlend into the background so they

won’t be noticed or attract anywon’t be noticed or attract any

unwanted attention.unwanted attention.

Personality DefinitionsPersonality Definitions

Analytical: Arranged, characterizedAnalytical: Arranged, characterized

by, or performed with method orby, or performed with method or

order. Habitually proceedingorder. Habitually proceeding

according to method. The analaccording to method. The anal

retentive, cautious, calculated andretentive, cautious, calculated and

always correct!always correct!

Personality CharacteristicsPersonality Characteristics

List some of the typical List some of the typical characteristics that eachcharacteristics that eachpersonality would exhibit.personality would exhibit.

Strengths (under control)Strengths (under control)

Weaknesses (out of control)Weaknesses (out of control)

Personality Indicators Personality Indicators

Fill in the blanks on the Fill in the blanks on the following page (Page 19 in your following page (Page 19 in your workbooks) listing some of the workbooks) listing some of the potential personality indicators potential personality indicators that you can think of.that you can think of.

Determining Personality Determining Personality TypeType

Review the following slides for Review the following slides for a list of suggested questions a list of suggested questions to ask to determine personality to ask to determine personality type:type:

Personality Motivators & Decision Personality Motivators & Decision MakingMaking

What are the What are the personal personal motivators of motivators of each each personality?personality?

How does each How does each personality make personality make decisions?decisions?

Additional Personality Additional Personality InsightsInsights

What are some other thoughts What are some other thoughts and ideas on the four primary and ideas on the four primary personality types that we have personality types that we have discussed today?discussed today?

Personality FilteringPersonality Filtering

Information, knowledge and training Information, knowledge and training are filtered through our personalities. are filtered through our personalities. Thinking, behavioral patterns, Thinking, behavioral patterns, decision-making and ultimately decision-making and ultimately actions are strongly influenced by our actions are strongly influenced by our dominant personality traits. Based dominant personality traits. Based on what we’ve discussed, how can on what we’ve discussed, how can this be a factor if you or your this be a factor if you or your customer is any of these customer is any of these personalities? Considering both in personalities? Considering both in and out of control.and out of control.

What Does it all Mean?What Does it all Mean?

Now that you Now that you know about know about the four the four primary primary personalities, personalities, how does this how does this information information empower you?empower you?

Workshop RecapWorkshop Recap

Today we discovered tips, techniques and ideas to help Today we discovered tips, techniques and ideas to help you…you…

Define the four primary personality styles and determine which Define the four primary personality styles and determine which one that you are.one that you are.

Picture the strengths and weaknesses commonly present in Picture the strengths and weaknesses commonly present in each of the four personalities.each of the four personalities.

Identify and channel your personal strengths for optimum Identify and channel your personal strengths for optimum performance.performance.

Recognize your natural weaknesses based on your personality Recognize your natural weaknesses based on your personality type and how to monitor and self assess during stressful or type and how to monitor and self assess during stressful or challenging periods in personal and professional life.challenging periods in personal and professional life.

Understand how your natural personality type interacts with Understand how your natural personality type interacts with the same and other personalities.the same and other personalities.

Significantly enhance your ability to read other people and your Significantly enhance your ability to read other people and your effectiveness as a Sales Professional.effectiveness as a Sales Professional.

ConclusionConclusion

This is a sampling of our half-day This is a sampling of our half-day interactive training workshop interactive training workshop targeted towards consultative sales targeted towards consultative sales professionals.professionals.

This program can be customized for This program can be customized for on-site programs and also geared on-site programs and also geared towards other general or specific towards other general or specific audience groups.audience groups.

Contact information is on the Contact information is on the following slide…following slide…

For More InformationFor More Information

Highland Postal OutletHighland Postal Outlet75 Dundas Street N.75 Dundas Street N.

P.O. Box 27007P.O. Box 27007Cambridge , ON N1R 8H1Cambridge , ON N1R 8H1

Phone: 519-624-9964Phone: 519-624-9964Toll Free in Canada: 866-896-6603Toll Free in Canada: 866-896-6603

Email: Email: sales@smpstrategies.comsales@smpstrategies.comThe Company: The Company: www.elitetrainingsystems.cawww.elitetrainingsystems.ca

Facilitator:Facilitator: www.marshallnorthcott.comwww.marshallnorthcott.com