SOCIAL STYLES CHECKLIST FOR ROLE SHIFTING WITH EXPRESSIVES
Support their dreams and intuitions.
Leave time for socialising.
Talk about people and their objectives; opinions they find stimulating.
Do commit them to courses of actions.
Ask for their opinions and ideas about people.
Provide ideas for carrying out decisions.
Use enough time to be stimulating, fun loving, fast moving.
Offer incentives for quick action and risk taking.
Offer special, immediate and extra incentives for their willingness to take risks.
Don't lay down the law or suppress their opinions.
Don't be curt, cold or tight-lipped.
Don't concentrate on facts and figures, alternatives, abstractions or go into details.
Don't leave decisions up in the air.
Don't waste time trying to be impersonal, businesslike, task-oriented.
Don't “dream” with them or you will lose time.
Don't mess around too much or stick too rigidly to the agenda.
Don't talk down to them, do not patronise.
Don't be dogmatic.
- 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.