Personality presentation

From Personality to Profitability

orI’m Not a Freakin’ Sales Person!

Pin the Tail on the Sales Person!

Observations from around the

industry.

• We don’t use the “S”word

• Perception vs. Reality

• Sale and survive

Who are we selling?

• Selling requires communication.

• True Colors = personality/communication tool

• Talking to yourself

Successful Communication 101:

It’s not about you!

Questions for Today:

• What are the Different Personality Colors?

• How Can We Identify the Different Colors?

• How Can We Improve Our Sales Approach?

GREEN Communication(thinkers)

Greens communicate for the purpose of gaining or sharing information. During a conversation, their attention is focused on message content, not on the relationship.

GREEN Communication Needs:

• To be logical and objective• To have complete information• To conceptualize and understand system• To ask questions and critique• Humor? Not so much.

GREEN Selling Tips:

• If possible, present a written plan beforehand.

• Confirm customer’s goals, intentions & objectives.

• Be ready to provide technical/supporting data.

• Tie your solution to existing company resources.

• Don’t expect to make a sale the first time.

GOLD Communication(doers)

Golds are generally very responsible and obey the rules. They seek action steps to accomplish

tasks. They usually size up a situation promptly and they aren’t shy about making

others follow the rules.

GOLD Communication Needs:

• To plan ahead and be purposeful

• To be respectful and appropriate

• To be supportive of policies and rules

• To be clear and concise

• Detail-oriented, chronological

GOLD Selling Tips:

• Be punctual and dependable.• Come prepared with a plan.• Arrange your presentation in a logical format.• Recognize their accomplishments/expertise.• Provide a written summary of Pros and Cons.

BLUE Communication(huggers)

A Blue's world revolves around people and relationships. They are generally positive and kind, and they focus their attention on establishing relationships with others. The information they convey is woven into this

relationship-building endeavor.

BLUE Communication Needs:

• To be friendly, helpful, empathetic

• To be optimistic

• To be expressive and share emotion

• To foster and maintain harmony

• To include others

BLUE Selling Tips:

• Don’t forge into the presentation; ask about them. • Be real and sincere; show compassion.• Be optimistic and focus on the impact of good results. • Present team-building aspects of your solution• Be sensitive to how your statements are received.

ORANGE Communication(actors)

Oranges are the life of the party. They want freedom and are interested in taking action immediately. They are very skilled and confident, but don’t care to sit around

waiting on instruction.

ORANGE Communication Needs:

• To be casual and playful• To be spontaneous, now-oriented• Fast-paced; change subjects quickly• To be straightforward• To be active, involved, mobile

ORANGE Selling Tips:

• Be energetic and enthusiastic.• Present information in an exciting way.• Show how solving problems will be an adventure • Be flexible with your solution.• Anticipate humor and enjoy it.

Identify the Color of these Phrases:

If it feels good, do it!

If it feels good, we should research why.

If it feels good, we should share it with the world.

If it feels good, we probably shouldn’t be doing it.

Thank You!

J. Kent DeanTrue Colors Licensed Facilitator

[email protected]

268 Hidden Creek Lp.Weatherford, Texas 76085

817-915-8079