Improving Sales Effectiveness - TRACOM Group: … Sales Effectiveness ... Guide 5 SOCIAL STYLE...
Transcript of Improving Sales Effectiveness - TRACOM Group: … Sales Effectiveness ... Guide 5 SOCIAL STYLE...
Improving Sales Effectiveness with Versatility™
AUDIENCESalespeople
ASSESSMENTS AVAILABLEPaper SOCIAL STYLE Questionnaire
Paper Versatility Questionnaire
Online Sales Self-Perception Profile
USESelf-profiling for a convenient and inexpensive introduction to interpersonal effectiveness concepts for salespeople.
PRODUCT DESCRIPTIONTRACOM’s Improving Sales Effectiveness with Versatility Concepts Guide and Questionnaires teach salespeople how to use SOCIAL STYLE & Versatility concepts to develop the interpersonal skills necessary to create effective and productive customer relationships. Sales success comes from a salesperson’s technical sales skills, knowledge of products or services, and his/her ability to create mutually productive relationships. This third sales success attribute can only be attained when the salesperson under-stands that he or she has a preferred method of interacting and that the customer also has a preferred method of interacting. A mutually productive relationship can be optimal only when the salesperson takes both preferred interaction methods, or SOCIAL STYLEs, into account when working with a customer or a potential customer. This Concepts Guide and Questionnaires will provide the foundation that is essential for any salesperson to create mutually productive relationships with customers.
Concepts Guide & Self-Perception Questionnaires
INTERPERSONAL SKILLS: ESSENTIAL FOR SALESPEOPLE
In any type of workplace interaction, strong interpersonal skills are important. But for individuals in sales, the ability to effectively communicate with the customer and to gain their respect and confidence is absolutely critical.
Recent participants in TRACOM’s SOCIAL STYLE and Versatility training overwhelmingly responded that SOCIAL STYLE & Versatility training was markedly effective in increasing sales and developing more productive customer relationships.
As a result of TRACOM’s SOCIAL STYLE & Versatility Training:
• 92% developed more positive customer relationships
• 87% increased their ability to influence or persuade customers
• 79% improved their ability to gain ongoing sales
• 58% closed sales that they otherwise might not have.
VERSATILITY
Versatility is a measure of a person’s Image, Presentation, Competence, and Feedback, the areas that contribute to a person’s interpersonal skills. Versatility is a significant component of overall success, comparable to intelligence, previous work experience, and personality.
© The TRACOM Corporation, All Rights Reserved.
Concepts Guide
5
Concepts Guide
SOCIAL STYLE Fundamentals
Sampling the Personality Pie
It’s little wonder that great minds like Albert
Einstein stuck to simpler tasks like figuring
out the nature of matter and energy in
the universe! The SOCIAL STYLE Model,
following Einstein’s wise example, doesn’t
try to figure out your personality either.
SOCIAL STYLE deals with just your
behaviors, that part of your personality that
can be objectively observed. The word
personality comes from the Latin word
persona, which means “mask.” This term
is appropriate, since personality comprises
both visible and hidden qualities. In a simple
analogy, personality can be compared to
a pie. The inside of the pie, like much of
your personality, is out of direct view and
contains a mix of ingredients that give the
pie a unique texture and flavor. Behavior is
like the crust, the outer part of the pie that
everyone can see and describe in more or
less the same way.
Like the crust of the Personality Pie, SOCIAL
STYLE behaviors are particular patterns of
action that people can observe and agree
upon for describing a person’s usual behavior.
Style is like the crust of the
personality pie. It is the part that can
be seen – the observable behavior.
PERSONALITY PIE
As an individual, you have a unique
personality made up of a collection
of emotional patterns, mental
processes and thought patterns,
values, and behavior patterns which
are all influenced by genetics and
personal experience. Accurately
describing and explaining your
personality would not just be difficult,
it would be close to impossible.
BehaviorObservable
Say/Do Personality
Personality includes inner qualities –
attitudes, aptitudes, dreams, values
and abilities.
© The TRACOM Corporation, All Rights Reserved.
[VERSATILITY]
24
Selling in the Third Dimension
The Versatility Dimension reflects behavior that affects your interpersonal effectiveness and ability to help others achieve their needs and goals.Unlike Assertiveness and Responsiveness, which are relatively stable and consistent over time, your Versatility can increase or decrease depending on your willingness to work toward mutually productive interactions. Also, the more Versatility you earn, the more effective you are likely to be, unlike the behavioral dimensions
where there is no best place to be, no good or bad Style.To increase your sales effectiveness, you must have the support and respect of your customers. Your particular Style of behavior matters less than how you actually use your behavior to gain that support and respect. Your ability to earn your customers’ support and respect is reflected in their perception of your Versatility, that is, your ability to relate to them in a way that makes them feel comfortable, helps them to achieve their purchase objective, and to be satisfied with you and the sales process. In fact, simply being seen as genuinely trying to help them succeed in the purchase process can increase your Versatility.
A critical aspect of Versatility in the sales process is whether your customers see you as focusing on reducing your own tension or on reducing their tension. Sales people who are not overly focused on meeting their own Style Need and are versatile enough to adapt their behaviors to helping customers meet their Style Needs are seen as having higher Versatility. The greater your willingness to accommodate others and adapt to situations, the greater likelihood of achieving higher Versatility. TRACOM’s research shows that higher Versatility is related to interpersonal effectiveness and higher performance.
Versatility
With a basic understanding of the two dimensions of behavior, Assertiveness and Responsiveness that form the SOCIAL STYLE positions, you should now have a much better understanding of the behavioral tendencies of your customers in any given situation, and you should be able to take actions to work with them more effectively. However, there is one more dimension to the SOCIAL STYLE Model. This dimension, Versatility, is critical to creating productive and successful interpersonal interactions.
VERSATILITY DIMENSION
OTHERS’ TENSION
MY TENSION
HIGHMEDIUM
LOW
Behavior seen as focusing on...
Versatility
CONCEPTS GUIDE
Improving Sales Effectiveness With Versatility™
REV APR 2018
BENEFITS
• Easy-to-use format allows for self-study and incorporation into custom courses
Salespeople will:
• Learn how their customers perceive their behaviors
• Be able to identify the SOCIAL STYLE and interaction preferences of their customers
• Learn how to adjust their own behaviors in order to create a more effective relationship with customers
• Develop an understanding for how to increase or decrease levels of tension with customers to adjust productivity
• Discover how best to gain respect and confidence from their customers
ADMINISTRATIVE TOOLS AVAILABLE
The Sales SOCIAL STYLE Self-Perception Admin Kit is a helpful resource for anyone using TRACOM’s Self-Perception Questionnaires. It provides everything necessary to enable someone to teach a Self-Perception session for salespeople.
THE ADMIN KIT INCLUDES
Facilitator Guide • Improving Sales Effectiveness with Versatility Applications Guide and Concepts Guide • SOCIAL STYLE Questionnaire • Versatility Questionnaire • Resource Tools including PowerPoint Presentation, Session Evaluation Handout, Participant Certificate Template and Supporting Research • Style Dial • Accepts/Rejects Guide Card • Skills Guide Card
Concepts Guide Overview
303-470-4900 • 1-800-221-2321
www.tracomcorp.com
As a Sales Professional, Why Is SOCIAL STYLE® and Versatility Important?
SOCIAL STYLE Fundamentals
SOCIAL STYLE Model™
Tension Management
Versatility
Improving Your Effectiveness with Your Customers
Next Steps and Final Q&A
Post-Training Micro-Learning
SOCIAL STYLE Navigator® is available free of charge to
anyone with a SOCIAL STYLE profile. The mobile-friendly
platform includes modular content to support specific
learning objectives. The application includes the SOCIAL
STYLE Advisor, the SOCIAL STYLE Estimator, and eLearning
modules on the topics of Managing Conflict, Working in
Teams, Coaching Others and Achieving Higher Versatility.
For more information, please visit www.tracomcorp.com.