Connect. Engage. Attend. gewpennstate.org Penn State GEW 2014 Tim Kerchinski - PennTAP

Connect. Engage. Attend. gewpennstate.org

Penn State GEW 2014Tim Kerchinski - PennTAP


Entrepreneurs Manage a LOT of Relationships


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


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.


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


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


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



• Less responsive people– Devote more effort to control emotions– Cautious, intellectual, serious, formal and

businesslike


Indicators of Responsiveness

Exhibit 5.3



• Assertiveness– The degree to which people have opinions about

issues and make their positions clear to others– Speak out– Make strong statements



• Unassertive people– Rarely dominate a social situation– Often keep their opinions to themselves


Indicators of Assertiveness

Exhibit 5.2


Indicators of Assertiveness


Social Style Matrix

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Social Style Matrix


Interacting with Various Social Styles

• Drivers– swift, efficient decision

makers. – focus on the present and

appear to have little concern with the past or future

• Expressives– focus on the future,

directing their time and effort toward achieving their vision.

– have little concern for practical details in present situations


Interacting with Various Social Styles

• Amiables– achieve their objectives

by working with people, developing an atmosphere of mutual respect

• Analyticals– like facts, principles, and

logic – suspicious of power and

personal relationships


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


Cues for Recognizing Social Styles


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.


Adjusting Social Styles


Customer Expectations Based on Social Styles


Versatility

• Versatility– The effort people make to increase the

productivity of a relationship by adjusting to the needs of the other party


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


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

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Documents

Connect. Engage. Attend. gewpennstate.org Penn State GEW 2014 Tim Kerchinski - PennTAP