Learn how to identify the four personality styles of your clients in a comprehensive format that will both allow you to have a better understanding your own personality, in addition to being able to adapt to your individual clients immediately so you can be much more productive and profitable in your business.
Understanding these four personality styles will give you a major advantage, and you will immediately stop losing transactions because you are unable to identify the behavioral style of the person you are working with.
How Can My Client’s Personality Cause me to Lose Business?
Let’s say your client is an Analyst, an Analyst requires a lot of information in detail so that they can make a decision. If you push an Analyst to make a decision they will shut down and withdraw from the conversation. You would be in essence pushing them away.
Another example would be if your client is a Controller. A Controller wants you to get to the point quickly, and they do not like lengthy discussions. You should be direct and provide the information in a way where they can make a decision quickly.
Both the Analyst and Controller personality styles make up 50% of the clients you deal with on a daily basis. Can you imagine not knowing how or why your clients act or feel the way they do, and you are unaware of how to adapt to these clients? The end result would be that your client does not like working with you, or vice versa, costing you countless dollars in lost commission and transactions!
I was taught long ago that you can either be right, or you can make a lot of money. Work to understand who your clients are and how to work with them by understanding their personality style.
Understanding Your Personality
The key to understanding other people is to first understand which personality style you are. Many want to be in one category or the other, however you have to be open with yourself and not try to be someone that you are not. Review the four styles below and use our chart to determine where you may fit.
Versatility in Business
The ability to adapt to a variety of people in different situations, in a variety of ways as Mike Ferry says is the definition of Versatility. Each and every one of us were born with one prominent personality style however you are also born with a degree of versatility. The challenge we face is accepting who we are so we can take the time to identify the style of the person we are talking to enabling us to adapt to them and communicate at a much higher level.
One of our highly respected leadership coaches Tim O’kelley created a very comprehensive matrix that will enable you to quickly identify the personality style of not only yourself, but your clientele as well. As yourself the following questions without overthinking your answers:
Personality Question 1: In “life” do you generally show up FORMAL or INFORMAL?
Personality Question 2: Do you tend to be more DOMINANT or FLOW WITH?
Personalities are not fixed – they can fluctuate, being sometimes Formal and other times Informal – sometimes Dominant and other times Passive. However this categorization gives considerable insight into the needs of that particular person and the best approach to establishing effective communication.
The CONTROLLER Personality
Makes decisions quickly, wants results, is very competitive and anxious to save time, likes to take control, bottom line oriented, may seem rushed or impatient, and is often a little arrogant.
Dealing with Controllers in Business: Make sure to remember to get to the point as quickly as possible, and avoid lengthy discussions. Give them information quickly and let them maintain control. Asking questions to keep the conversation or presentation going is key.
The ANALYST Personality
Generally slow to make a decision, and will try to save face to get off the hook. Relies on his or her expertise when making recommendations and is usually impressed with people who have advanced degrees and supposedly have expert knowledge. Very structured and organized, require facts, figures, and details, and follows instructions carefully. Appear quiet, and dry.
Dealing with Analyst in Business: Commonly employed as engineers, computer programming, doctors, lawyers, pilots or accountants – when presenting or prospecting make sure to give them all of the information they require so they can make a decision. Do not push them or they will shut down and withdraw from the conversation.
The PROMOTER Personality
Is a good idea person, and generally a good sales person. Continually looks for an easier way, trying to save effort. High emotion, gregarious and out-spoken. Open and spontaneous, may appear to be rushing around, likes to be the center of attention, and is normally late.
Dealing with Promoter in Business: Promoters are commonly involved in multiple things at once, they generally do not like paperwork, and will make statements based on personal decisions and not on facts. They are animated with their conversations, style, and the home they live in.
The SUPPORTER Personality
Likes people and is relationship oriented. Needs to relax, take it easy and take his or her own time on tasks. Looks for guarantees and assurance and relies on his or her friends for information rather than experts on any subject. Likes attention and acknowledgement, and will always abandon the task to save the relationship.
Dealing with Supporter in Business: Supporters may have a high need for approval, and want everyone around them to feel comfortable and approved as well. The make decisions off emotion, will buy a home because it feels like “home” and will want the next buyer who buys their home to feel as good about the home as they do.
Remember communication is key – learn to ask questions instead of talking too much. The more questions you ask the more we allow our clients to communicate and express their feelings and thoughts, giving you an opportunity to identify their personality and adapt.