how to manage by strengths to sell more cars

How to Manage by Strengths to Sell More Cars

Introduction

2

Michael PostlewaitPresident

Management By Strengths, Inc.

Office: 913-393-2525

[email protected]

www.strengths.com

Questions

• If you have questions during the presentation, please submit them using the “Questions” feature

• Questions will be answered at the end of the webinar

MANAGEMENT BY STRENGTHS

All four temperament traits are “good”

but they are different.

Our challenge is to is to recognizerecognize and

appealappeal to the other person’s

temperament.

Four Temperament Traits

D

E

P

S

Using MBS to Sell More Cars

Understand and coach to the temperament of your sales people.

Identify and capitalize upon the temperament of your customer.

Increase sales, gross profit and customer satisfaction.

Strengthen Your Leadership Skills

How do you know if you are a good leader?Look over your shoulder….

If you happen to see someone…Perhaps you are a leader…People follow leaders.

Why would someone follow you?

Leadership and Relationships

Put Up With

Agree WithCreativity and productivity are unleashed

when people are in agreement

Trust

Area of agreement What is created

• Sales person & Customer

• Husband & Wife

• Nations that have been at war

• A contract / a deal

• a baby / a family

• Peace Treaty

How RelationshipsDevelop

Put Up With

Agree WithUnderstandingA prejudice is an opinion

based on lack of information

Trust

Communication


Put Up With

Agree With

Listening

Trust

UnderstandingTo be able to communicate with others, we must listen to them from their point of view.


Put Up With

Agree With

Trust

Communication

Listening

Understanding

HIPPOCRATES

CholericCholeric

SanguineSanguine

PhlegmaticPhlegmatic

MelancholyMelancholy

DirectnessDirectness

ExtroversionExtroversion

PacePace

StructureStructure

The 4 Temperament Traits

DirectnessDirectness

ExtroversionExtroversion

PacePace

StructureStructure

The 4 Temperament Traits

Why Red ?Directness

Why Green ?Extroversion

Why Blue ?Pace

Why Yellow ?Structure

-- Like a stop sign … Bold to get your attention-- Symbol is a gavel

-- Like a traffic light … they are on the GO-- Symbol is an open symbol

-- Color of the ocean or sky … Calm-- Symbol is a long fuse

-- blinking yellow light or NASCAR flag … Caution-- Symbol is a circle

The MBS Survey

Profile Report

Self Adjustment Role

DD

DD

DDEE

EE

EE

PP

PP

PP

SS

SS

SSL

C

360

Date: ______

““D”D”RESULTS – CONTROLRESULTS – CONTROL

““D”D”““Consider”Consider”

Directness - Above The Line

Results-orientedSelf-confidentDecisiveHard-drivingCandidConfidentSelf-made“Big Picture”

TellersAnalyticalAuthoritativeOutspokenDirectAccountableProblem SolversAdventurous

How to recognize the the Direct Customer

Gets right to the point…NOT shy.

May make strong comments

Serious look on their face.

Firm handshake.

Uncomfortable if they do not have choices.

Carry themselves in a confident manner.

Usually use the word “I”.

How do you appeal to the “High D” person?

Be direct and to the point.

Explain WHAT.

Focus on the results and control.

Support their goals.

Talk about taking action.

Provide freedom and options.

Act businesslike and factual.

How to sell the Direct Customer

Print the letter “D” on customer info sheet.Print the letter “D” on customer info sheet.

Usually know what they want.

Closing method: “Alternate of Choice”

Use direct questions with choices

Will buy and give you referrals if…

they respect you!they respect you!

““E”E”PEOPLE - TEAMWORKPEOPLE - TEAMWORK

““E”E”““Let’s & We”Let’s & We”

Focus on people Out-going Friendly Pleasant Eclectic Empathetic Persuasive “Blue Sky”

Cheerful Talkative Enthusiastic Team oriented Diplomatic Intuitive Optimistic

Extroversion - Above The Line

How to recognize theExtroverted Customer

Might be shy at first – talkative once comfortable.

May interrupt you (interacting).

Will smile and chuckle at times.

Sensitive to how things look.

Uncomfortable if you do not talk with them.

Use their hands when they speak.

Frequently use the words “Let’s” and “We”.

How do you appeal to the “High E” person?

Participate, be interactive and enthusiastic.

Explain WHO.

Focus on people and teamwork (Let’s/We)

Support their intentions.

Talk about people and opinions.

Provide feedback.

Act friendly, open and flexible.

How to sell the Extroverted Customer

Print letter “E” on customer information sheet.Print letter “E” on customer information sheet.

Sometimes will switch to a different product.

Closes: “Alternate of Choice” and “Assumptive”.

Use “We” and “Let’s”


they like you!they like you!

““P”P”Timing - HarmonyTiming - Harmony

CooperationCooperation

Pace - Above The Line

Steady Easy-going Relaxed Cooperative Patient Good memory Timing

Long fuse Persistent Reliable Harmonious Dependable Friendly Good listener

How to recognize the Paced Customer

Easy going…not a lot of emotion.

Gentle handshake.

Listens patiently and nods head.

Hates to wait…stay on schedule.

Uncomfortable if they sense pressure.

Walks in very relaxed way.

Frequently uses the words “When” and “Timing”.

AssumeAssume allall customerscustomers are PacedPaced at first.

How do you appeal to the “High P” person?

Be calm and under control.

Discuss WHEN.

Focus on timing and harmony.

Support their schedule.

Talk about cooperation.

Agree as to when.

Act patient and unhurried

““P”P”

““When & Timing”When & Timing”

How High “P” Buys

o Paced people know exactly what they want; they hate to wait; they can usually afford what they look at.

o They don’t want to be pressured. - I’ll be back!!

o Paced people don’t get mad, they get even.

When temperament controls us, it costs us ...in time, money, stress

How to sell the Paced Customer

Print letter “P” on customer information sheet.Print letter “P” on customer information sheet.

Usually has already made the decision to buyUsually has already made the decision to buy

before meeting with you. before meeting with you.

Close: “Assumptive”.Close: “Assumptive”.

Use timing questions. Use timing questions.

Will buy and give you referrals if…Will buy and give you referrals if…

they sense harmony!they sense harmony!

““S”S”TO BE RIGHTTO BE RIGHT

TO DO RIGHTTO DO RIGHT

““S”S” “ “Facts & Right”Facts & Right”

Meticulous Careful Accurate Precise Thorough Itemizes

Loyal Detail-oriented Conscientious Organized Quality-oriented Systems-

oriented

Structure - Above The Line

REACHING AGREEMENT WITH THE HIGH “S”HIGH “S”

STRUCTURED PEOPLE ARE VERY LOYAL TO WHAT THEY KNOW IS RIGHT

RULESRIGHTLOYAL

CHANGECHANGEFACTSFACTS

NONO



RULESRIGHTLOYAL

CHANGECHANGEFACTSFACTS

KKNONOWW



CHANGECHANGERIGHTLOYAL

FACTSFACTS


Getting into agreement with the HIGH “S”

The Ben Franklin Balance Sheet

Positive (+) Negative (-)1) Beautiful new car

2) The right color

3) Lots of “extras”

4) positive

5) positive

6) positive

7) positive

8) positive

9) positive

10) positive

11) positive

1) 5 years of payments

2) Higher insurance

3) Only a 3 year warranty

12) Extended warranty for just a little more per month

We can turn that negative into a positive

How to recognize the Structured Customer

Has papers at hand…newspaper ad, etc.

May ask a lot of specific questions.

Often take notes.

Wants to see information in writing.

Uncomfortable with change.

Will often look skeptical.

Frequently use the word “Why”.

How do you appeal to the “High S” person?

Be detailed with facts in writing.

Explain WHY.

Focus on doing the right thing.

Support their methods.

Talk about documented facts.

Allow for questions; time to facts.

Act organized and specific.

How to sell the Structured Customer

Print the letter “S” on the customer info sheet.Print the letter “S” on the customer info sheet.

Often must go home to think about the decision

….legitimate “be back”.

Closing method: “Ben Franklin Balance Sheet”

Use sheet of paper; ask questions;

write down answers.

How to sell the Structured Customer

Often must go home to think about the decision

….legitimate “be back”.

Closing method: “Ben Franklin Balance Sheet”

Use sheet of paper; ask questions;

write down answers.


they believe you are right!they believe you are right!

To communicate effectively

Consider…

That there are 4 ways….To say the same thing…And only 1 way is correct…It’s always based on who you are talking to…

Therefore we need to know the temperament of our employees and customers.

3 Free MBS Profile Reports

Complete Survey atwww.strengths.com

Account # 4773 Password KPA2012

© 2012 MBS, Inc.

http://www.strengths.com/

The MBS Survey

Profile Report

Self Adjustment Role

DD

DD

DDEE

EE

EE

PP

PP

PP

SS

SS

SSL

C

360

Date: ______

Create your MBS Profile Report using account # 4773 with password KPA2012.

Create 2 additional free reports for

colleagues. Family reports are free.

MBS will email you your “client access” password to utilize your Online Profile Viewer.

www.strengths.com

Monthly fee based on # of employees X $24.00/12 months. Minimum fee is $150.00/month.

Receive unlimited # MBS Profile

Reports for 12 months and a copy of

MBS 90 Minute Introduction DVD for

training managers and sales people.

10% off First Annual Subscription

Someone who knows it is not just what

your customer buysbuys but it is how much your customer can

SELL.SELL.

What makes a great sales person?

D

E

P

S

Q & A and discussion.

www.strengths.com

MANAGEMENT BY STRENGTHS

Contact Information

61

The recorded webinar and presentation slides will be emailed to

you today.

www.kpaonline.com

[email protected]

866-356-1735

http://www.kpaonline.com/

how to manage by strengths to sell more cars

Business