Personality Profiling for Networking
There are many different ways to assess the personality types of your potential customers / leads / networks. At some stage most of us have taken some sort of personality assessment. The most common formal tools are #DISC and #Myers Briggs, but you know Marie Claire and Cleo can’t be that far off the mark!
I recently came across a simple assessment tool by networking author #Ken Marsh that fits somewhere in between. You can use this quick personality assessment to work out the ‘type’ of person you are talking to and therefore be able to perform better at networking events and help you increase your sales.
The personality types used by Ken are described as Controller, Amiable, Accommodator, or Analytical. You can quickly determine which ‘type’ of personality you are dealing with by observing a persons language and gestures.
Here are some typical mannerisms of the types:
- A Controller/Dominant type uses direct “you” statements. They project their voice clearly to convey confidence. They gesture when emphasizing a key point and talk at a fast clip. They often seem rushed, especially if the conversation is droning. Over the phone they seem distracted, probably because they are multi-tasking. When upset or impatient, they can be blunt and critical.
- An Amiable/Socializer type uses positive words like “Great”, “Terrific” and “Fantastic.” They gesture a lot when talking and have voice inflection. Over the phone they speak louder than most, but they always are upbeat and lighthearted. Often they use anecdotes, stories and humor.
- An Accommodator/Relater type uses very little voice inflection. They hesitate and are unsure when asked a direct involvement question. On the phone they are warm, friendly, and gracious. They use few gestures (but, if they like you, they giggle and smile)
- Analytical/Cautious Type uses monotone voice and no gestures. They can be the most difficult to read.
Once you’ve identified their personality type, the tips below will help you make the most of your interactions:
Controller/Dominant: Be brief and to the point. Be prepared and organized. Be professional and business-like. Refrain from a lot of small talk and get down to what your product and service can do for them. Let them know that you don’t intend to waste their time. A long sales spiel is a definite turn off. Give them options, and ask for the decision. They like to feel they’re doing things their way.
Amiable/Socializer: Show them that you are interested in them. Small talk is welcomed, but let them talk about themselves first -before giving your testimonial or list of features and benefits. Don’t poke holes in their dreams. Anything that will make them look good in the eyes of others is appealing.
Accommodator/Relater: Talk warmly and informally and ask gentle open-ended questions to draw them out. This type needs strong assurances that you will be around to provide support. They must like you and trust you before doing business with you. If they say, “I’ll think about it,” this usually means they’re stalling. Or they may not be interested.
Analytical/Cautious: Greet them cordially, but proceed quickly to the task. Prepare so you can answer as many questions as you can. Have brochures and testimonials available. They like to see the details and even read the complete description of your warranty/guarantee. Ask questions that reveal a clear logical direction and that fit into the overall scheme of product information being provided. It’s critical to give them time to think. Avoid pushing for a hasty decision. When they say they’ll think about it, they probably will. They are also prone to comparison shop. Pushiness/aggressiveness is a turn off.
Whichever personality assessment tool you choose, you will have better conversations if you can use language and gestures that ‘fit’ the person you are interacting with. By approaching each person the same way —ignoring their unique character – can reduce your networking and sales success.
What type are you?
