Webinar Training Topics
Have you ever wondered why you seem to hit it off right away with some people, while with others it's more like oil and water? A person's temperament style not only determines his or her energy level, behavioral traits, body language patterns, and buying style, but it also influences compatibility with other people.
Yin Yang, the ancient Chinese symbol for balance, depicts the strong attraction and complementary nature of opposites. Just as oil and water repel, while magnet and metal attract, we too are attracted or repelled by other people instinctively. For example, each of us have met someone for whom we felt an immediate affinity or, for some unknown reason, an instant dislike. In reality, we are intuitively responding to the natural chemistry, or lack thereof, between temperament styles.
we have access to revolutionary tools such as the Internet, cell phones, and
video conferencing all to support us in communicating effectively. Even with
all of these high-tech tools at our disposal, the alarming number of lost sales,
disgruntled employees, dissatisfied customers and failed relationships are
evidence that none of us are as effective at understanding people as we might
like to believe. For example, what about that sale you thought you had closed,
but for some unknown reason your prospect changed his or her mind and didn't
buy... or at least they didn't buy from you. Chances are you lost that sale,
not because of a lack of effort or product knowledge, but because of your
inability to recognize and adjust to your prospect's temperament style.
A temperament style mismatch is often referred to as a "personality conflict." Sadly, commission-based sales reps who don't know how to make adjustments to their sales presentation to match their prospects' temperament style or "buying style" end up with skinny kids!
indicates that there are four primary temperament styles; Aggressive,
Expressive, Passive, and Analytical. Each of these four temperament styles
requires a unique marketing approach and sales presentation strategy.
Hippocrates, the father of medicine, is credited with originating the basic
theory of the four temperament styles twenty-four hundred years ago. Since the
days of ancient Greece, there have been many temperament theories and a wide
variety of evaluation instruments, but essentially they utilize the four
temperament styles that Hippocrates identified. Hippocrates observed that these
four temperament styles have a direct influence on our character traits,
personal preferences, and general outlook on life. A person's temperament style
is determined genetically and has nothing to do with his or her gender, skin
color, astrology sign, birth order, or childhood experiences. Environmental
factors don't create a person's temperament style, they merely reveal it. For
example, if you are born into the analytical temperament style, you will be shy
and reserved for your entire life. This is why you can have children with
different temperament styles raised by the same parents.
The 4 DISC Temperament Styles
Choleric / Aggressive – “Hothead”
Extrovert – Anger Management
Sanguine / Expressive – “Crybaby”
Extrovert – Emotional Management
Phlegmatic / Passive – “Doormat”
Introvert – Self-esteem Management
Melancholy / Analytical – “Worrywart”