Overview and Objective

As a consultant, your success depends on your ability to deal with other human beings. Your primary job is to get commitment from other people on what their wants are and getting these needs met by you. The ability to understand and relate to different kinds of people is one of the most useful ways of forging effective customer relationships. For quite a few years, many approaches to understanding personality types have been developed. Even psychologists and psychiatrists like Freud, Jung, and Kunkel lectured about four distinct kinds of people. Of all the models, we find the Personality Style concept by far the most practical for business consultants.

The course Selling Personality Style has the following objectives:

• Being able to define what Personality Style is.
• Recognizing the four Personality Styles.
• Learning how to Style-Flex in order to be more effective with more people more of the time.
• Learning to be Flexible during interviews in order to recognize the different buying motives of different Personality Styles.
• Using different benefit statements for different styles.
• Learning how the different styles react under tension and how their objections are different.