GEW Pres adaptive styles final1lmd

January 5, 2018 | Author: Anonymous | Category: Business, Management, Sales
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Penn State GEW 2014 Tim Kerchinski - PennTAP

Connect. Engage. Attend.

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Entrepreneurs Manage a LOT of Relationships

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Entrepreneurs Are Salespeople! (actually, we ALL sell ourselves and ideas everyday)

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Adaptive Selling and Success • Adaptive selling emphasizes the importance of satisfying customer needs. • Being adaptable increases trust and commitment and results in higher level relationships.

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Knowing your Style and How to Adapt It to Others

• Adaptive behavior means people should alter the content and form of their presentation so others will be able to absorb the information easily and find it relevant to their situation

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The Social Style Matrix • Popular training program that companies use to help sales people adapt their communication styles • Adjust your behavior to mirror or match your customer’s social style

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Dimensions of Social Styles • Responsiveness – Based on how emotional people tend to get in social situations – Readily express joy, anger, and sorrow – Concerned with others – Informal and casual in social situations

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Dimensions of Social Styles • Less responsive people – Devote more effort to control emotions – Cautious, intellectual, serious, formal and businesslike

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Indicators of Responsiveness Exhibit 5.3

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Dimensions of Social Styles • Assertiveness – The degree to which people have opinions about issues and make their positions clear to others – Speak out – Make strong statements

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Dimensions of Social Styles • Unassertive people – Rarely dominate a social situation – Often keep their opinions to themselves

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Indicators of Assertiveness Exhibit 5.2

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Indicators of Assertiveness

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Social Style Matrix

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Social Style Matrix

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Interacting with Various Social Styles • Drivers

• Expressives

– swift, efficient decision makers. – focus on the present and appear to have little concern with the past or future

– focus on the future, directing their time and effort toward achieving their vision. – have little concern for practical details in present situations

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Interacting with Various Social Styles • Amiables

• Analyticals

– achieve their objectives by working with people, developing an atmosphere of mutual respect

– like facts, principles, and logic – suspicious of power and personal relationships

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Identifying Other’s Social Styles • Concentrate on their behavior and disregard how you feel about the behavior • Avoid assuming that specific jobs or functions are associated with a social style • Test your assessments

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Cues for Recognizing Social Styles

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Social Styles and Presentations • There is no one best social style for a salesperson or presenter. • Presenters must recognize the customer’s needs and expectations. • The presenter’s personal social style tends to determine the way he or she typically presents ideas and concepts.

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Adjusting Social Styles

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Customer Expectations Based on Social Styles

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Versatility • Versatility – The effort people make to increase the productivity of a relationship by adjusting to the needs of the other party

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Systems for Developing Adaptive Selling Skills

• It is imperative that people adjust to their audience • Training methods such as the social style matrix are simply a first step in developing knowledge for practicing adaptive selling

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Google Social Styles for More Info and Practice!

• Slides of today’s presentation will be on the GEW website www.gewpennstate.org • THANK YOU for attending GEW ! • Tim Kerchinski – Pennsylvania Technical Assistance Program (PennTAP) • [email protected] 814-865-4388 Connect. Engage. Attend.

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