John Boe International

     Recruit, Train & Motivate Salespeople!

90-Minute In-House Sales Training Webinar
Selling to the Four Temperament Styles

John's sales training webinar presentations are fast-paced and highly-interactive. He takes the time to get to understand your organization so he can customize his presentation to fit your specific products, services, and selling challenges.

This 60-minute, live, webinar training session is priced at a flat rate of $250 USD. With a flat rate presentation fee, the more people that you register, the lower the cost per each participant.

The webinar training option is the perfect solution for busy sales reps working from their homes or in remote locations. Each webinar training session includes Q&A and a course manual.

Webinar Training Topics

  1. History of the Four Temperament Styles Theory
  2. Introverts and Extroverts: Nature or Nurture?
  3. Understanding the Four Temperament Styles
  4. Body Language Connection to Temperament Styles
  5. How to Determine Your Customer's Temperament Style
  6. 6. Tips for Selling to the Four Temperament Styles

Webinar Overview

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.


Today, 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!


Research 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”

Introvert – Stress Management

Fill Out the Form to Schedule this Webinar to Help Your Sales Team Close More Sales!

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Regards,
John
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