Loading presentation...

Present Remotely

Send the link below via email or IM

Copy

Present to your audience

Start remote presentation

  • Invited audience members will follow you as you navigate and present
  • People invited to a presentation do not need a Prezi account
  • This link expires 10 minutes after you close the presentation
  • A maximum of 30 users can follow your presentation
  • Learn more about this feature in our knowledge base article

Do you really want to delete this prezi?

Neither you, nor the coeditors you shared it with will be able to recover it again.

DeleteCancel

Make your likes visible on Facebook?

Connect your Facebook account to Prezi and let your likes appear on your timeline.
You can change this under Settings & Account at any time.

No, thanks

Personality

No description
by

Roxie Reyes

on 15 February 2016

Comments (0)

Please log in to add your comment.

Report abuse

Transcript of Personality

Fall in Love Emotionally
Justify the Decision Logically
How Do People Buy Homes?
The Study of Personality
THE COMMANDER
Understanding Yourself & Others
Price per Square Foot (equation)
Included Features (feature sheet)
Interest Rate/Monthly Payment/Tax Benefits (4.5% interest)
Energy Efficiency (HERS)
How it’s Built (2x6 walls)
Warranties (2-10 warranty)
Personality
How to Identify, Connect, Sell & Close Different Personality Types
Emotions attached to memories
Hope of what’s to come
Stages of life experienced
Will the furniture fit?
Right Brain-
Emotion
Definition:

“Of or relating to a person whose behavior is dominated by emotion, creativity, intuition, nonverbal communication and global reasoning rather than logic and analysis”
Left Brain-
Details
Definition:

“Of or relating to a person whose behavior is dominated by logic, analytical thinking and verbal communication rather than emotion and creativity.”
Choleric
Sanguine
Melancholy
Phlegmatic
Greek:
Driver
Intuitive
Steady
Compliant
DISC:
Bulls
Tigers
Owls
Lambs
Charles Clarke:
Holy Terror
Aggressive & Intimidating
Complete Control-Always
Disciplinarian who Rants, Raves, Yells and Demeans
Not Team Players
Challenges:
Strong and Powerful
True Leaders
Great Delegators
Self made
Visionaries
Internally Driven
Rapid Decision Maker
Gifts:
How to Recognize the
Commander
How do they Communicate?
Submit
Spare the details
Man up
No small talk or jokes
How to Connect with...
The Commander
You have to prove yourself
How to Present & Sell...
To Commanders
Assume they can buy
Closing...
Best Closes...
Direct Question
The Commander
The Commander
THE ORGANIZER
Inflexible
Moody
Critical
Perfectionistic
Challenges:
Loyal, Faithful, Dependable
Process Oriented,
Get it Right
Serious and Focused on the task
Always on Time
Gifts:
What are some clues to recognize the Organizer based on:
Dress
Handshake
Occupation
How do they Communicate?
Facts, Figures, Savings
Be your detailed self
They are not your friend
Blueprints, Scales, Calculators, Apps
How to Connect with...
The Organizer
Use Precise words, detailed descriptions
How to Present & Sell...
To Organizers
Be prepared!
Closing...
Best Closes...
Take away
The Organizer
The Organizer
How to Recognize the
Organizer
THE RELATER
Indecisive
Act Helpless, Weak & Inferior
Lacks Drive & Ambition
Avoid Hard Work
Won’t Say No or Stand Firm
Avoids Confrontation & Negotiating
Challenges:
Caring to the Core
Relationship Oriented
Good Listeners, Easy Going
Team Players
Saints of the World
Gifts:
What are some clues to recognize the Relater by their: Dress, Handshake & Occupation?
How do they Communicate?
Friendly, not Pushy
Relax, don’t Correct or Confront
It’s Not about You
Slow down, Sit down, Listen

How to Connect with...
The Relater
Establishing
Rapport
and
Trust
How to Present & Sell...
To Relaters
Hold
Closing...
Best Closes...
Summary
The Relater
The Relater
How to Recognize the
Relater
THE ENTERTAINER
Loud and Boisterous
Unhealthy Need for Attention
Lack Self Esteem
Demanding, Self-Centered, Drama
Long winded stories
Lacks Organization and Focus, Scattered
Always Late
Challenges:
Fill the world with laughter
Enthusiasm is contagious
Interesting, Exciting & Fun
Energetic & Passionate
Optimistic
Memorable
Gifts:
Try to Smile & Have Fun
Help them Focus
Make it About Them
Ask Questions
How to Connect with...
The Entertainer
To Entertainers
Paraphrase
Closing...
Best Closes...
Next Step
The Entertainer
The Entertainer
What are some clues to recognize the Entertainer based on their: Dress, Handshake & Occupation?
How do they Communicate?
How to Recognize the
Entertainer
Fun, not Factual
How to Present & Sell...
Normal
Behavior
Zone
Aggressive
Passive
People Focus
Task Focus
c
o
r
e
Get it done
Get it right
Get along
Get appreciated
Controlling
Intrusive
Servile
Perfectionistic
Mar’Sue’s
4 F’s of Personality
Fast
Factual
Friendly
Fun
Commander
Organizer
Relater
C.
O.
R.
Driven, determined
Achievement oriented
Goal seekers
Prefer accomplishment
Direct, logical, authoritative
Serious, to-the-point
Process oriented
Correctness seekers
Prefer specifics
Direct, precise, detailed
Laid back, easy-going
Relationship oriented
Harmony seekers
Caring, genuinely concerned
Indirect, relational, listeners
Entertainer
E.
Friendly, sociable, playful
Interaction oriented
Experience seekers
Prefer to get noticed
Indirect, relational, talkative
Extroverts/Intuitives
Feelers
Introverts/Sensors
Thinkers
What are some clues to recognize Commanders based on their: Dress, Handshake, Occupation?
Never apologize for price
Show confidence
You don’t sell, they buy
They don't buy for the incentives or contests
Don't be Intimidated
Command & Control
Higher Authority
No generalities or puffery
They are all about the details-construction, blueprints, finance, pricing & energy efficiency
Have food & snacks
Expect it to take time
Don't know, Don't guess
Know the Agreement
Ben Franklin
Tax Benefits
Cost vs Price
“Every step of the way.”
Serve, Sit, Listen, Care
Get them help them with the loan, colors, decisions, etc.
More comfortable being led
"We"
Phone
"Step of the way"
Gentle
It is "OK"
Step Process
Command & Control
Touch Everything
Dream with them
Excitement of Building
Colors & Decorating
Feelings and Experiences
Sold Sign
FUN
Simple Terms
Ownership
If I Can, Will You?
Assumption
Command & Control
www.SalesSolveEverything.com
Call or Text us today at 469-360-6392
or Visit
Full transcript