3. The Line of Life
20
70
Buy a carStart a familyGet MarriedBuy a second carKids start schoolChange jobsStart own businessExtend propertyMove houseKids go to universityKids buy a houseDivorceBuy another propertyHoliday homeRetirementDownsize
Make a list of the ‘milestones’
of peoples’ lives
5. The Broad Concept
• There are over 5,000 personality traits
• It is impossible to establish the trait within a
few minutes of meeting a client
• Concentrate on the 4 broad personalities
• This is a two stage process
• You have to calculate where your client sits on
the following two scales…..
6. Introvert or Extrovert
• Where does your client sit on the following
scale?
• This is the easier of the two decisions
• However the most significant decision
Introvert Extrovert
7. Task or People Orientated
• What degree your client is task or people
orientated
• The most difficult of the two decisions.
• Task orientated people tend to be logical,
objective and analytical
• People orientated tend to be more
emotional. Subjective and personal
People orientated Task Orientated
8. The Four Client Types
Expressive Driver
Amiable Analytical
People orientated Task Orientated
IntrovertExtrovert
9. The Driver
Expressive Driver
Amiable Analytical
People orientated Task Orientated
IntrovertExtrovert
Personality
Psycologists call them choleric or drivers
Strong willed
Assertive
Don’t Listen if it means backing down
Bull headed
What makes them buy
They want things done now!
They want them done well
They are not interested in excuses
Don’t try any sales techniques as
they will sense them early on
10. The Analytical
Analytical
Personality
Psychologists call them phlegmatic or
analytical
Cool and detached
Observers rather than participants
Cautious and self disciplined
Typically accountants
What makes them buy
Must be factual
These people love numbers
Preparation is key
Not interested in emotive sales
techniques
11. The Expressive
Expressive
Personality
Psychologists call them sanguine or
optimists
Enthusiastic and expressive
Persuasive and Cheerful
Many famous personalities fall into this
category
Typically in sales and marketing
What makes them buy
Enthusiasm is very persuasive as they
find this endearing
Cannot be sold to unless they like you
If they like you they will find you a
compelling salesperson
12. The Amiable
Amiable
Personality
Psychologists call them melancholic r amiable
Caring and loyal
Lacking drive and determination
Patient and steady
Prefer close relationships with a few rather
than loose relationships with many people
What makes them buy
They want lasting solutions that will protect
them against:-
Feeling as though they are taking a risk
Feeling as thought they are making large
changes
Feeling as though you are not trustworthy or
credible
14. Where do we fit on the scale
Socialite Achiever
Carer Analyser
People orientated Task Orientated
IntrovertExtrovert
Editor's Notes
NEW TOPICWhat is it?Why use it?How can it make positive and negative outcomes based on what we feel?ie client sounds off on the phone etcLets talk about a different way to profile our customers!!!
What is it?Why use it?Practical Demonstration, with answers from around room on flipchartHow can we use it to assist our conversations with the client?
The Broad ConceptHow can we Judge PeopleBuying is emotionalBuyers RemorseBuying signalsThe four twelve's
So what does this mean……..75% percent of clients are AmiableThe easy to speak to types!Most likely to gain from our sales model25% more business is available if you want it.Now lets look at each other, where do we think we fit on the scale…..
