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A customers percepion of you is not based on what you are - it is based on how you appear. But we can modify our observable behaviours so that we have the best chance of achieving harmony and comfort in our communication. The word preference is extremely important. All of us are capable of showing a rational focus and an emotional focus. However, we all have a preference for a position - a point on the axis where we are most comfortable.
A customers percepion of you is not based on what you are - it is based on how you appear. But we can modify our observable behaviours so that we have the best chance of achieving harmony and comfort in our communication. The word preference is extremely important. All of us are capable of showing a rational focus and an emotional focus. However, we all have a preference for a position - a point on the axis where we are most comfortable.
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A customers percepion of you is not based on what you are - it is based on how you appear. But we can modify our observable behaviours so that we have the best chance of achieving harmony and comfort in our communication. The word preference is extremely important. All of us are capable of showing a rational focus and an emotional focus. However, we all have a preference for a position - a point on the axis where we are most comfortable.
Copyright:
Attribution Non-Commercial (BY-NC)
Formati disponibili
Scarica in formato DOC, PDF, TXT o leggi online su Scribd
Consequently , a customers percepion of you is not based on
what you are – it is based on how you appear – and vice
.versa
The good news is that , crucially, we can modify our observable
behaviours ! this gives us a fabulous opportunity to modify a customers perception of us , so that we have the best chance of achieving harmony and comfort in our communication. This is where we must adapt – this is how we become more flexible.
The word preference , is extremely important. All of us are
capable of being a Listener and a Speaker and we may find that we move along this axis, depending on the situation at the time However , we all have a preference for a position on this axis- a point where we are most comfortable
To repeat, the word preference is extremely important. All of us
are capable of showing a rational focus and an emotional focus We may find that we move along this axis, depending on the situation at the time . However, as with the Listener/ Speaker axis, we all have a preference for a position – a point on the axis where we are most comfortable.
Quite often in our working lives, there is the need to counter
such negative perceptions of our own behaviours, and we achieve this through VERSATLITY.
We each carry all four of the quadrants. W all have some
Rational Speaker Mars or Rational Listener Pluto , etc., in us. However, we all have adominant one. It may be very dominant over the others (for example, you may be able to think of a very extreme Mars), or marginally dominant, where the preference and behaviours are less extreme.
1- we each carry all four of the Style Gods and we have
access to all of them (e.g. a Mercury salesperson is perfectly capable of putting together a well-researched and formatted territory pland; a Pluto can enjoy a pary as much as anyone eles) . So, we each prefer to use our energies in a different order and to a different degree. However , we do tend to have a home base, where we prefer to be, where we are most comfortable- we all have a dominant Style God.
2- No style God is better or worse than another, each has its
strengths and weaknesses! All the Gods get results, but sometimes in different ways. Certainly, in selling, it is easy to see the respective strengths and possible weaknesses of each Style God- each can learn from the others and contribute to the others.
We must focus on, and adapt to observable behaviours. It is
impossible to draw conclusion about a customers Style through guesswork about his/her "inner self" . instead, we must focus on the wealth of observable behaviours that are available to us these will give us all the clues we need- and it is observable behaviours uponwhich any assessment of customer style must be made
When we discuss flexibility, we are not referring to a change in
your personality- we are not asking you to modify who you are, your "inner self" instead, we are aiming to increase flexibility in your observable behaviours. Your behaviours represent the most comfortable way for you to achieve your goals. The aim is to for you to assess your natural behaviours and to nurture others, so that overall you can be even more flexible and effective in your sales relationships!