IvyStone Sales and Type Coaching present's our new Professional Development Series for the Sales Professional and Sales Managers.

New courses for 2013

  • The 16 Types and Preferences
  • Managing / Coaching Types
  • The "Sales Personality Tango
  • Dovetailing Personalities
  • Stress and how it affects Sales and Management
  • How Others Want To Be Sold To

The 16 Types
and Preferences

Simply put, a preference is what you like. You may prefer to use your left hand for writing or your right, neither is wrong it's just what you prefer or like to use for the purpose of writing.

 

 

 

 

(E) Extraverts: Enjoy personal interaction (I) Introverts: Enjoys time to reflect
(S) Sensors: Trust the facts, time and dates (N) iNtuitives: Believe in the possibilities
(T) Thinkers: Make decisions based on logic (F) Feelers: Decisions based relationships
(J) Judgers: Prefer a planned approach to life (P) Perceivers: Love spontaneity

 

Download our complimentary worksheet and find your type:

Self Preference Worksheet™

Others Preference Worksheet™

Managing / Coaching Types

In addition to the course on communicating in groups we offer sales managers a unique view into the 16 types and how they can use this information to coach or manage their sales team.

Each member of the sales team will be provided an assessment and an MBTI Master Practitioner will report their results directly to the sales person. The additional information can be shared with sales managers upon permission of the participant.

Example: from: "Introduction to Type and Coaching" by Sandra Krebs and Jane Kise

The "ENFP" dominant function is Intuition (N) so they prefer to communicate about the future and a coach or manager should consider using a novel approach.

Coaches should consider humor, authenticity and inventive coaching techniques and be able to show they believe in what they coach or teach.

Use variety and not an out of the box coaching tool. Use Experimentation, brainstorming and "what if" questions and don't limit the discussion time – they prefer plenty of time to talk things through.

If you have assignments for an ENFP make sure they are imaginative and provide ample time for the learning process.

Keep them involved in any input regarding goals and ideas or in a research project.

The Sales Personality Tango

The Sales Personality Tango"Rapport is like doing the Tango; it takes two people matching each others rhythms to perfection for their desired outcome". *

"If you're not matching each other's rhythms to perfection you may never reach your desired outcomes".*

Dovetailing Personality's

"Dovetailing outcomes is the intelligent way to insure your own outcomes, because the others involved become your allies".*

*Quotes from "Influencing with Integrity" by Dr. Genie Laborde

Introduction to Stress and how it affects Sales and Management

If you are in sales, sales management, or just participating in normal life as we know it today – You've got Stress!

What situations are Stressful for You and your Sales Team and how do you?

  • React to a long drawn out sales meeting?
  • React to office "noise"?
  • Handle inefficiency?
  • Cope with disorganization, irrational or emotional situations?
  • Come to grips with conflict/confrontation or criticism?
  • Do you ever become?
  • Stubborn or quiet?
  • Irritated?
  • Pessimistic and overly critical?
  • Defensive, Impatient or Sarcastic?

How Others Want To Be Sold To

According to Dr. Susan Brock's book on sales: Introduction to Type and Selling we can become more effective by considering our buyers preferred functions or what is referred to as matching their "middle pairs" to our own.

Example: When selling an "eNFp" you would want to concentrate on their concepts or the big picture – avoid specifics. As "feelers" they are concerned about how the big picture or their decisions impact others.

In managing an eNFp you want to make sure you understand their values and vision, in the community, the family and even the rest of the world.

Facts
(ST)
Service
(SF)
Logical Options
(NT)
Their Vision
(NF)

Also:

According to Susan a. Krebs Hirsh and Jane A.G. Kise in their book on Type and Coaching: "Coaching works best when there are clear objections, commitment, and trust among all the parties involved – the coach, the person being coached, and the organization or team in which the person works".

Both books are available for purchase from CAPT during seminars.

The Planned Conversation: Desires and Outcomes

Avoid surprises during a sales presentation by collecting information and planning your conversation to reach your desired goals and outcomes.

Your flexibility, imagination, practices and personality produces your intended outcome.

Learn how using social media and the use of competitive intelligence information gathered from known sources can help provide buyer profiles. Profiles can provide essential preferences or buying habits relating to your client or customers.

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New courses for 2013
The 16 Types and Preferences
Managing / Coaching Types
The "Sales Personality Tango
Dovetailing Personalities
Stress and how it affects Sales and Management
How Others Want To Be Sold To
Complimentary Type Profile Worksheet