It is very important skill to use customer’s language. This ability helps us to get to the client and properly present our offer. How the other people react and which words convince them, is also significant in team management, motivation and conflict solving. Understanding the personality types is significant in that matter. There are different classifications of them. One, well-proven for business needs, is the division into four personality types: dominant, analytical, friendly, and expressive.
Personality is a set of relatively permanent features or mental disposal of one person, which differ one man from others. The type determines the characteristic; it is relatively stable way of responding to the social and natural environment, as well as the way of starting interactions with it. It is a kind of software that we have. Each of us has sensitive points. There are also such stimuli, words, behaviors and situations which very well affect us. When we know them it helps in establishing contacts, building and maintaining relationships that are important in business.
People with this type of personality often hold managerial positions. They are task-oriented, dynamic, confident, and independent. They think and make decisions quickly. These people pay attention to the hierarchy, titles, they want to be noticed and appreciated, and they poorly tolerate criticism. Dominant people establish relationships mostly in order to achieve their goals. When you talk to them be confident and fast, use strong voice. Be brief – give essential facts and benefits. It is important not to imply a specific, single solution, but to give the person a choice. High quality, prestige, modernity, time saving, ease of use can convince them and persuade a specific action ideas and projects. MLM leaders are often the dominant type.
Analytical people are perfectionists focused on the details. They cope well with numbers, analyzes, processes, they follow the tips and rules. These people need a lot of time to make decisions; they need time to think, they remember all the details. If such people speak on a topic, they certainly have knowledge about it. In a conversation with a person of the analytical type you need to focus on the facts. Speak with a moderate amount of words, not loudly and slowly. Transmitted information should be categorized and logical. Present your arguments in the form of tables and charts. Efficiency, warranty, economy, durability and reliability are words which may convince them.
People directed by feelings, important for such people are interpersonal relationships. They are good listeners and advisers, they rarely refuse. Such people are polite, patient, and sensitive, with positive attitude toward other people. They make decisions slowly and they need assurances for their validity. Talk to them not too fast and not too loud. Presenting the proposals need to give them time to think. In the discussion it is useful to present arguments that refer to something that they know. Important values for them are security, acceptance, warranty, and comfort. Those are the type of friendly good sellers.
Their mood guides them and they make decisions and actions at the spur of the moment, impulsively. Such people are dynamic, impatient, they love being at the center of attention. They are excited about tasks, creative, resistant to rejection. To such person you should speak quickly, with loud voice, expressively, using pictorial terms. Listen to them, even if the conversation is different from the subject. Motivate them by talking about the uniqueness, challenges, possibility of flashes, and efficiency.
The personality types are only a model of behavior. There are no people who have all characteristics only of one type. Each person has features which are classified into two or more types. Most often, however, there is one dominant type. The best candidate for the leader in MLM is a person with dominant and friendly personality. In the first one important is leadership. It cannot, however, be based on authoritarianism and domination. What is needed is a positive attitude towards people, characterized by a friendly type.
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