单击此处编辑母版标题样式,*,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,Personality Styles个性风格,Personality Styles个性风格,1,Emotional,Non-Emotional,不表露情感,Ask,询问,Tell,诉说,Non-Emotional,表露情感,Analytical,分析型,Driver,主导型,Amiable,温和型,Expressive,表达型,EmotionalNon-EmotionalAskTellN,2,Driver,主导型,Emotion less important,不注重情感,Tells,诉说,Driver主导型Emotion less importa,3,Competitive,富有竞争性,Forceful,强势的,Self Starter,自我推动,Restless,永不休止,Impulsive,感情用事,Impatient,不够耐心,Driving,主导,Inquisitive,好奇,Assertive,武断,Demonstrative,喜欢示范于人,Driver Personality,主导型个性,Competitive ImpatientDriver Pe,4,主导型：注重结果,环境：喜欢 在办公室里陈列证书和奖杯， 办公桌宽大，绝不杂乱。桌上,摆闹钟。,语言：讲话快，声音高。喜欢开门见山，直接告诉别人做什么。真正的自,我主义。不考虑别人感受和建议。,特征；握手强有力，显示出控制力。不能容忍错误。能承受较大风险，好,胜，有目的的聆听者。根据事实做决定。务实，果断，自信。时间观念强,行动力强。,弱点：目光短浅，追逐名利，莽撞行事，不计后果，盛气凌人，缺乏耐心，对他人缺乏信任。,主导型：注重结果环境：喜欢 在办公室里陈列证书和奖杯， 办公,5,Competitive environment,喜欢在竞争性环境中工作,Sets high standards,自设高标准,Easily bored,容易厌烦,Resists being team member,不愿担当组员,Works without supervision,工作不喜欢受监督,Blunt,做事生硬,Little time for formalities,不喜欢繁文缛节,Asks “bottom-line” questions,询问基本的问题,Driver Characteristics主导型行为特征,Competitive environmentDriver,6,Business Owner,企业主,Manager,经理,Sales Manager,销售经理,Executive Officer,执行官,Driver Occupations主导型职业,Business OwnerDriver Occupatio,7,What is it?,是什么？,What will it cost?,花多少钱？,What does it do?,有什么作用呢？,What would happen if?,如果发生，那么,Is it the best on the market?,这是不是市场上最好的？,Is it new?,这是新的吗？,How much time will this take?,这需要花多少时间？,How soon can you put this into effect?,它多长时间生效？,How much will it produce?,我有多少利益？,Why should I buy from you?,我为什么从你这买？,Expressive表达型,Emotionally inclined,情感外露,Likes to tell,喜欢诉说,Questions from Drivers主导型喜欢询问的问题,What is it?Is it new? Question,8,说服策略,尊重他的权利和威信，让他感到投资是一种挑战。让他广泛,了解各种投资品种，安排各种花样，新鲜活泼的活动。制造,一些意外惊喜。不要让其有约束感，不要让他感到投资是伤,神的事。,说服策略 尊重他的权利和威信，让他感到投资是一种挑战。让,9,个性风格-课件,10,Persuasive,劝说,Impetuous,冲动,Verbal,能言善辩,Impulsive,感情用事,Influential,有影响力,Energetic,精力充沛,Charismatic,有感召力,Affable,亲切和蔼,Restless,永不休止,Active,活跃,Expressive Personality,表达型个性描述,Persuasive EnergeticExpressive,11,表达型；注重对象,1:环境和身体语言的特征:,办公桌上摆着家人照片,植物以及调皮可爱的东西;握手热情;讲话快,声音大;表达清晰,滔滔不绝;目光接触沉着稳定;思想活跃;着装特别;恼怒时要么无动于衷,要么争强好胜;怕麻烦,不太有耐心;浮躁的聆听者;以解决问题为导向思考问题,2:个性特征:,有独创性,想像力丰富,充满理想主义;有高度的冒险精神;热情洋溢,充满激情;喜欢使大家开心;乐于助人;思维跳跃,从一件事情跳到另一件事情;情绪波动较大,但经常是乐观的;喜欢参与;有良好的说服技能;会有一时冲动;不喜欢独处,表达型；注重对象1:环境和身体语言的特征:,12,Gregarious,喜爱社交,Makes friends easily with strangers,与陌生人很容易交朋友,Relationships very important,注重关系,Wants social recognition,喜欢社会声誉,Willing to help others,愿意帮助别人,Has extensive network of friends,拥有广大的朋友网,Poor planner,不善计划,Outgoing,外向,Expressive Characteristics表达型行为特征,GregariousWilling to help othe,13,Insurance Sales,保险业务员,Actors, actresses,演员,Marketing,市场营销,Advertising,广告,Occupations Expressive 表达型人常见职业类型,Insurance SalesOccupations Exp,14,Can we meet and discuss over tea,etc?,我们能不能边喝茶边聊？,My friend wants to listen to you , too.,我的朋友也想听你讲。,Is this new?,这是新的吗？,It seems okay, but explain it more.,它好象还不错，但你能不能多解释一些？,Sounds good. How about cheaper?,听起来还不错，但能不能便宜些？,Lets finish this over a drink.,让我们吃饭时把它谈完吧？,Will I deal with you for service?,你是不是一直能给我提供服务？,Can you explain this to my work colleagues?,你能不能向我的同时也解说一下？,Ill show this to my friend before I decide, okay?,在我决定之前我先给我的朋友看看。,Questions from Expressives表达型的人常见提问,Can we meet and discuss over t,15,在行为举止上:,别致;生动活拨,具有感染力;表现出你的幽默;陈述新观点和独特的东西;列举生动的实例和证明;给对方讲话的时间;说话的时间;大胆而不害羞;坦率地谈论一些新鲜话题;将你的投资方案与一个有吸引力的目标结合起来穿着,2,:了解客户可能有的弱点:,轻易得出结论;不切实际;不拘小节;漫无边际,3:提供客户所需要的:,经常对客户的思想表示肯定;让客户充分表达他的意见;保持和谐的人际关系;不受细节的约束;有归属感;不用多操心,4:客户不能忍受的是:,失去朋友的社会的支持,5:客户希望得到的是:,周围的人认可;社会地位;舒适方便;自由自在,说服策略,在行为举止上:说服策略,16,Emotionally inclined,情感外露,Asks questions,喜欢询问,Amiable,Emotionally inclinedAmiable,17,Dependable,依赖,Deliberate,谨慎有备的,Conservative,保守的,Peaceful,和平,Understanding,善解人意,Easy going,容易相处,Amiable,和蔼,Good Listener,好的倾听者,Overcautious,过于警惕,Hesitant,犹豫不决,Words for Amiable温和型个性描述,DependableEasy goingWords for,18,温和型:注重原因,1:环境和身体语言的特征:,办公桌上摆着家人照片,植物以及调皮可爱的东西;工作环境随意,有私人空间的感觉;衣着注重舒适;谈话带有自己特有的音调;不主动与人握手,2:个性特征:,待人忠诚,体贴但占有欲强;有耐心而且热情;与周围人保持良好的关系;工作集中精力;优秀的聆听者;缓慢的决策者;喜欢与人相处;也可以安静地独处;能让兴奋的人变得冷静;对世界,人类有忧患意识;不希望主动;不喜欢人际冲动,温和型:注重原因1:环境和身体语言的特征:,19,Works at steady pace after planning,计划之后按部就班地工作,Steady routine,例行公事,Reliable,做事可靠,Performs consistently,持之以恒,Friendships very important,注重友谊,Amiable Characteristics温和型行为特征,Works at steady pace after pla,20,Likes highly structured environment,工作环境刻板,Administrative,行政管理,Civil service,公共服务,Social services,社会服务,Production,生产企业,Amiable Occupations温和型常见职业类型,Likes highly structured enviro,21,How long has Ping An been in business?,平安经营多长时间了？,Do many of your clients use this?,你的很多客户都买它了吗？,Can you guarantee this return?,你能保证它的收益吗？,Can you show me how this works?,你能不能给我看看它有何好处？,My money will be safe,right?,我的钱是不是安全的？,Will this protect my family?,它能保护我的家人吗？,How often do you see your clients?,你多长时间见你的客户一次？,Theres no rush for this, is there?,这不急吧？,Can I take it and think about it?,我能拿回去再想一想吗？,How long have you been an agent？,你做业务员多长时间了？,Questions from Amiables温和型人常见的提问,How long has Ping An been in b,22,个性风格-课件,23,1:在行为举止上:,主动伸出你的手;表示友好的私人关系;询问与个人有关的问题;适当赞美对方;前后保持一致;富有同情心和善解人意;强调你需要他的帮助;向对方提供个人的帮助;不要总是向对方索取;不能长时间没有联络;不要对方施压;不要催促对方立即或逼迫太紧,2:了解客户可能有的弱点:,过于注重感情;办事效率不高;较强的主观意识;不善于设定目标和自我激励;对一些小事耿耿于怀,3:提供客户所需要的:,真诚的赞美;认可对方的个人价值和社会地位;规范的操作程序;不要因投资影响家庭生活;向对方做个人的承诺,让他放心;培养信任;放慢讲话速度;表现出热情和可爱,4:客户不能忍受的是:,没有安全感;自己犯错误,说服策略,1:在行为举止上:说服策略,24,Less emotionally inclined,较少表露情感,Asks many, many questions,询问很多很多问题,Analytical分析型,Less emotionally inclinedAnaly,25,Disciplined,遵守纪律,Compliant,顺从,Careful,仔细,Systematic,系统性,Accurate,精确,Logical,讲求逻辑,Reserved,有所保留,Suspicious,多疑,Self-conscious,自觉,Serious,严肃,Words for Analytical分析型个性描述,DisciplinedLogicalWords for An,26,1:身体语言方面:,握手时动作僵硬;穿着传统保守;语音较低;眼神接触游移不定;手势不多;说话留有余地;,行动慢,决策谨慎;喜欢个人独享的空间;生活在传统的环境中,2:个性特征:,有逻辑,理性,目标明确;公平,严谨,周密;有条不紊,有专业气质,较敏感;服从指导和标准;喜欢问关于具体细节的问题;做决策时非常依赖数据收集;在做决策时十分看重历史;喜欢成为正确的一方;喜欢规则和结构;反复比较,追求完美;批判性的思考;工作速度慢,喜欢单干;通过你对客户的服务来判断你的能力,分析型:注重过程,1:身体语言方面:分析型:注重过程,27,Is a precise person,是很精细的人,Likes and follows set procedures,喜欢按步就班,Pays attention to details,注意细节,Get all details before making decisions,获得所有的细节信息才做决定,Tactful,机智,Avoids conflict,避免冲突,Analytical Characteristics分析型行为特征,Is a precise personAnalytical,28,Analytical Occupations分析型人常见职业,Actuaries,精算师,Accountancy,会计,Bureaucrats,官僚,Computer technicians,计算机专家,Programmers,程序师,Engineers,工程师,Analytical Occupations分析型人常见职,29,How long has your company been around?,你公司经营多长时间了？,How many clients do you have?,你有多少客户？,How safe will my money be?,我的钱安全性如何？,What are your guarantees?,你有什么保证吗？,What are the charges?,收费是多少？,What return does this give me?,它能给我多少回报？,Can you prove it?,你能证明吗？,Can you show me evidence?,你能给我看看证据吗？,How do I know you will do what you say?,我怎么知道你会按你说的去做呢？,Questions from Analyticals,分析型人常见的提问,How long has your company been,30,1:在行为举止上:,身着黑色或传统衣者;放慢讲话速度;提供直接数据和证明;陈述有条理,有逻辑;合乎规范;把问题正反两方面都陈述清楚;强调准确,具体细致的细节;不要过分热心;不要催促客户做出决策;不要盛气倰人;,2:提供客户所需要的:,稳健的收益;标准的服务;可靠的交易方式;尽量不要改变已经决定的东西;,3:了解客户可能有的弱点:,废话太多,优柔寡断;谨小慎微;行为拘谨;过分严肃;呆头呆脑,4:客户最不能忍受的是:,被人批评;,说服策略,1:在行为举止上:说服策略,31,诉说,主导型,Driving,温和型,Amiable,表达型,Expressive,分析型,Analytical,表达-分析,E-An,表达-温和,E-Am,表达-主导,E-D,表达-表达,E-E,温和-主导,Am-D,温和-表达,Am-E,温和-分析,Am-An,温和-温和,Am-Am,分析 分析,An-An,分析 温和,An-Am,分析 主导,An-D,分析 表达,An-E,主导 主导,D-D,主导 表达,D-E,主导 分析,D-An,主导 温和,D-Am,情感不外露,情感外露,询问,Personality Segment,个性细分,诉说主导型温和型表达型分析型表达-分析表达-温和表达-主导表,32,Difficulties-Opposites,相反的个性相处困难,Amiable vs Driver,温和型与主导型,Expressive vs. Analytical,表达型与分析型,Difficulties-Opposites 相反的个性相,33,Whats the Point?,要点是什么？,Do not try to be somebody different,不要强求做另一种人,But learn to read needs of prospect,但是要学习了解准主顾的需求,Change presentations based on others needs,根据准主顾的需求改变说明方式,Whats the Point? 要点是什么？Do no,34,Driver Strategies for Other Drivers主导型向其他主导型客户销售的策略,Your natural style produces best results.,发挥你自然的风格,Keep relaxed and focused on objective,保持放松并目标集中,Dont be intimidated if other driver is stronger than you.,如果客户比你主导性更强，你不要窘迫不安。,Driver Strategies for Other Dr,35,Driver Strategies for Expressive主导型向表达型销售策略,Be less formal,不要太正式,Take time to tell you about their interests,花时间让他们告诉你他们的的兴趣,Show more patience with the social side of life,对于生活交际表现出多一些耐心,Driver Strategies for Expressi,36,Driver Strategies for Amiable主导型向温和型销售策略,They will be your biggest challenge,他们将是你的最大挑战,Amiables want to take time to know you better.,温和型人喜欢花时间更好地了解你,Slow down,放慢速度,Warm up to the other person.,多和他寒暄,Get to know them better.,更好地了解他们,Driver Strategies for Amiable,37,Driver Strategies for Analyticals主导型向分析型销售策略,Show plenty evidence and facts to support what you say.,向其显示大量的证据事实来支持你的说明,Take time to answer all questions fully.,花时间完整地回答所有的问题,Avoid pressure,避免压力,Driver Strategies for Analyti,38,Expressive Strategies for other Expressives表达型向表达型销售的策略,Your natural style is best.,你发挥自然风格是最好的。,Discuss the business at hand,随时 讨论业务,Dont forget to ask for their business,不要忘了要求签单,Expressive Strategies for othe,39,Expressive Sales Strategies for Drivers表达型向主导型销售策略,Get to the point more quickly,更快速地切入主题,Do not waste time,不要浪费时间,Do not be overfriendly.,不要过于友好,Tell them what you can do for them.,告诉他们你可以为他们做什么,Tell them when and how much.,告诉他们时间和金额,Expressive Sales Strategies f,40,Expressive Strategies for Amiables表达型向温和型销售的策略,Dont be too loud,不要太吵,Do not be insincere,不要显得不真诚,Amiables need to know they can trust you.,温和型人需要知道他们能够相信你。,Expressive Strategies for Amia,41,Expressive Strategies for Analyticals表达型向分析型销售的策略,Your greatest challenge,你的最大挑战,They are not interested in small talk,他们对寒暄不感兴趣,Get to the facts,阐明事实,Show proof of every claim you make,对于你的每一项说明显示证明。,Expressive Strategies for Anal,42,Amiable Strategies for Drivers温和型向主导型销售的策略,Your greatest challenge,此类型人是你最大的挑战,Show the big picture. Provide more details when asked.,说明简明扼要，当被询问时才提供更详细信息,Drivers do not care to be your friend,主导型人不在乎成为你的朋友,Amiable Strategies for Drivers,43,Amiable Strategies for Expressives温和型向表达型销售的策略,Do not swamp them with details,不要诉说过多细节,Lead them to make a decision,引导他们做决策,You may think Expressives are too superficial-do not show this feeling,你可能认为表达型人过于做作，但不要把这种想法显示出来。,Amiable Strategies for Express,44,Amiable Strategies for other amiables温和型向温和型销售的策略,Your natural style is best,发挥你自然的风格是最好的,Fellow amiables need to be reassured.,和你一样性格的准主顾需要得到你的保证,Be confident in asking for the order.,一定自信地要求签单,Amiable Strategies for other a,45,Amiable Strategies for Analyticals温和型向分析型销售的策略,Both of you like facts. This will be the start of a good relationship,你们都喜欢事实，这将是建立友谊的开端。,Present the facts quickly and with confidence,自信地快速说明事实。,Avoid personal questions. Stick to business,避免个人问题，坚持谈业务主题。,Amiable Strategies for Analyti,46,Analytical Strategies for Drivers分析型向主导型销售的策略,Do not drown them with facts,不要说明过多的事实,Be decisive,果断,Avoid minor details,避免小节,Analytical Strategies for Driv,47,Analytical Strategies for Expressives分析型向表达型销售策略,Your greatest challenge,是你的最大挑战,Resist temptation to explain all the facts,不要不由自主地解释所有事实,Be friendly and warm,要友好热情,Avoid being a “cold fish”,不要做“冷血动物”,Analytical Strategies for Expr,48,Analytical Strategies for Amiables分析型向温和型销售的策略,Take a little longer to explain the facts,多花些时间解释事实,Amiables need time to digest the facts you give them,温和型准主顾需要花时间消化你给予的事实,Be friendly,友好,Ask about their family, interest and hobbies,询问他们的家庭、兴趣和爱好,Analytical Strategies for Amia,49,Do not allow the prospect to go home and think it over,不要让准主顾回家再仔细考虑,Ask for sale,要求签单,Analytical Strategies for other Analyticals分析型向其他分析型销售策略,Your natural style is best,发挥你的自然风格效果会最好,Do not allow the prospect to g,50,Remember牢记,In reality, our personalities consist of parts of each of the four styles.,实际上我们的个性是四种个性类型的综合体,That is, we have parts of a Driver, Expressive, Amiable and Analytical in our makeup,也就是说，我们拥有主导型、表达型、温和型和分析型个性的部分因素,Our goal should be not to alter our basic personality, but to make us aware of the needs of the persons with whom we come in contact,我们的目标不应是改变我们的基本个性，而是要适应我们所接触的准主顾的个性，从而了解准主顾的需求。,Remember牢记In reality, our per,51,播下一个行动，收获一种习惯；,播下一种习惯，收获一种性格；,播下一种性格，收获一种命运。,播下一个行动，收获一种习惯；,52,