Golf Equipment Sales Representative .
How To Identify The Four Personality Types Resident In Every Boardroom
If you are a regular visitor to my blog you will know that recently, we have been developing a new leadership suite of programmes and this has led me to further investigate what I term Personality Types and Merrill & Reid call Social Styles in their excellent book Knowing About Social Styles .
There are four personality types or social styles Analyticals, Drivers, Expressives and Amiables and all four have their own unique approach to business, their own language and thought processes etc. As a consequence, the very best sales professionals have become adept at recognising which personality they are dealing with and adapt their approach and communication style accordingly.
...plants. Voice Activated software, fax machines. Bar coding equipment, etc. Think about how these small things changed our lives. Only a few inventions, but changed our lives forever. Can you do without a fax machine? Remote control for your TV? ...
The Driver:
Let s begin by looking at the characteristics of the Driver. Drivers are action and goal oriented, need to see results and have a quick reaction time. They are decisive, independent, disciplined, practical and efficient. They typically use facts and data, speak and act quickly, lean forward, point and make direct eye contact. Their body posture is often rigid and they have controlled facial expressions.
They rarely want to waste time on personal talk or preliminaries and can be perceived
...manner that you can't shoot a picture with a hair dyer, you can't play a good golf game with the wrong equipment. Learn which golf equipment to use that will complement your body type and size. There's a particular size ...
The Analytical:
Analyticals are concerned with being organised, having all the facts and being careful before taking action. Their need is to be accurate, to be right. precise, orderly, methodical and conform to standard operating procedures, organisational rules and historical ways of doing things. They typically have a slow reaction time and work more slowly and carefully than Drivers. They are perceived as serious, industrious, persistent, and exacting.
Usually, they are task oriented, use facts and data,
...satellites that can be used when they are needed. Both companies have partnered with major automobile manufacturers and dealers to equip new vehicles with satellite radio receivers. This increases the chance that car buyers will become subscribers. Over the past ...
The Expressive:
Expressives enjoy involvement, excitement, and interpersonal action. They are sociable, stimulating, enthusiastic and are good at involving and motivating others. They are also ideas oriented. have little concern for routine, are future oriented and usually they have a quick reaction time. They need to be accepted by others, tend
...as diaper bags imprinted with your logo, of course. For a company that sells sporting equipment, t-shirts with your logo or golf umbrellas might be a good choice. Specialized Events Promotional gifts and items have a special place at marketing ...
They use their hands when talking; have a relaxed body posture and an animated expression. Their feelings often show in their faces and they are perceived by others as excitable, impulsive, undisciplined, dramatic, manipulative, ambitious, overly reactive and egotistical. They usually have disorganised offices and may have leisure equipment like golf clubs or tennis racquets. Under stressful conditions, Expressives tend to resort to personal attack.
And Finally The Amiable:
Amiables need co-operation, personal security and acceptance.
...the golf tee is very important to the effectiveness of your tee off. In most cases you can use the height of your driver club face as your tee height gage. The bottom of the ball should be positioned so ...
They use opinions rather than facts and data, speak slowly and softly, use more vocal inflection than Drivers or Analyticals. They lean back while talking and do not make direct eye contact; they also have a casual posture and an animated expression. They are perceived by other
...subsequently answered by golf experts. Other pertinent information that these web sites offer golfers include tips on how to get a golfing coach, where to buy golf equipment, and which driving ranges to go to that can help them improve ...
Most people s first reaction after reading the four profiles is to believe that they fit into more than one category and this is absolutely right. However, everyone has a dominant style and no-one should believe that they fit into more than two because they don t. Let me explain why:
The Social Styles Model:
It is not possible to illustrate with a diagram here, so imagine two boxes on top of two other boxes or if you prefer, a window with four panes. In the top left is the Analytical,
...controlled stroke with Seven Iron. Achieving that Longer Drive It may be mundanely easy to look and observe those better players do the golf swing but mastering it is notoriously difficult. Ask somebody to tutor you on. You ll never ...
Note where each style is placed, because this is important. The people, with whom you probably find it most difficult to relate to naturally, are your diagonal opposites on the matrix. So you do need to study the characteristics of your diagonally opposite Social Style.
Now, what I can share with you, is that the majority of professional salespeople are Expressives; so clearly, they are going to find it most difficult to relate to and communicate with, Analyticals. That is a challenge in itself, because there will always be
...embroidery; you may find information on how to correctly embroider a certain golf shirt. The internet also offers different embroidery sites that can provide you with guidelines on embroidering a golf shirt. On the other hand, if you re letting ...
What is even more interesting, is that Top 5% achievers (yes, a favourite term I know) are Drivers! So you see, they have no difficulty getting onto the same wavelength as Analyticals, because they are side by side and of course they have total synergy with other Drivers, plus, they relate well to Expressives. But, they have little in common with Amiables. Why is that so significant? Well, quite simply, the Social Style that you are least likely to find in a boardroom is .. yes, it s an Amiable.
So, which Social Style do the various residents of the boardroom typically have?
Managing Directors are typically Drivers, as you
...and expectations. If you are in the habit of taking up a hobby and then forgetting it after a month or two, then it is better for you to buy used golf equipment. They are cheaper and yet just as ...
Finance Directors are usually Analyticals
Sales Directors are nearly always Expressives
Marketing Directors are also Expressives
Technical Directors are almost always Analyticals
And Finally:In Sales
Level 3, Top 5% Achievers, are normally Drivers
Level 2, Sales Professionals, are typically Expressives
Level One, Emerging salesmen and women are almost always Amiables
It is of course dangerous to generalise and there will always be exceptions, however based on my experience, I have very rarely been mistaken using this concept of personality identification.
Copyright 2006 Jonathan Farrington. All rights reserved
Jonathan Farrington is the Managing Partner of The jfa Group. To find out more about the author or to subscribe to his newsletter for dedicated sales professionals, visit: http://www.jonathanfarrington.com
...significant discount on your golf equipment purchases. You can expect to save up to 60 percent by buying off-season. The final tip for finding discount golf clubs is to look for authorized clones. These items are not pirated equipment, but ...













