During one of the business pitch for a large contract, we met a panel comprising of a couple of stakeholders
Q&A followed post-presentation, we realized that it’s not going to be easy as everyone seemed to have different #personalitytraits and needs to be dealt with differently.
It is important to understand Individual traits that drive buying behavior
We narrowed down on 4 distinct #personalitytraits
#Relator – They are indirect and slow-paced, easy-going. They are self-contained, quiet, introverted, think a lot but at the same time, they are sensitive, have high people orientation. Don’t argue about the price.
#Socializer – They are outgoing, fast-paced, think quick, spontaneous, extrovert, don’t mince words, they exactly know where they are. They have high people orientation. Most high performing sales guys fall in this quadrant.
#Analyser – They are always thinking, inward-directed, look for accuracy, sense of security. Their inner peace comes from knowing they are doing the right thing especially in the eyes of others.
#Directors – They are highly task-oriented, focus is on production, productivity, results, outcome. They care less about people, will be blunt, impolite.
#Symbiosis inspire organizations to transform their #potential2performance