SOCIAL STYLES CHECKLIST FOR ROLE SHIFTING WITH AMIABLES
Start, however briefly, with a personal comment. Break the Ice.
Show sincere interest in them as people; find areas of common involvement; be candid and open.
Patiently draw out personal objectives and work with them to help achieve these; listen; be responsive.
Present your case softly, non-threateningly.
Ask “how”? Questions to draw out their opinions.
Watch carefully for possible areas of early disagreement of dissatisfaction.
If you disagree, look for hurt feelings, personal reasons.
Behave casually, informally.
Define clearly (preferably in writing) individual contributions.
Provide guarantees that their decision will minimise risks; give assurances and emphasise the benefits.
Provide personal assurances, clear, specific solutions with maximum guarantees
Don't rush headlong into business or the agenda.
Don't stick solely to business; on the other hand, do not lose sight of goals by being too personal.
Don't force them to respond quickly to your objectives; do not say: “This is how I see the situation”.
Don't be domineering or demanding; do not threaten them with position power.
Don't debate about facts and figures.
Don't manipulate or bully them into agreeing because they probably will not fight back.
Don't patronise or demean them by using subtlety or invective.
Don't be abrupt and rapid.
Don't be vague; do not offer options and probabilities.
Don't offer assurances and guarantees you cannot fulfil.
Don't keep deciding for them or they will lose their initiative; do not leave them without support.
- Prosell offers a program that combines sales training and sales coaching. It is based on recognised research, which tells us that training alone has limited impact and that when supported by skilful coaching, has 74% more chance of being implemented.
- Prosell has resources to deliver these programs across Australia, covering Sydney, Melbourne, Brisbane, Perth, Adelaide and Canberra.