The PEOPLE Process TYPE Talk Understanding People is what it's all about.
November 2008


The topic for this month's issue and the December issue will be about how to use personality type in selling. Because our type preferences are integral to everything we do in life, it follows that we have a comfort level with how we are approached, given information, expected to make decisions and take action. This is what the "sales process" is all about.

In the first article "Using Type in Selling," I discuss some basic approaches with the eight preferences based on research conducted by the late, Susan A. Brock for her book, "FLEX Selling."

The first part of our excerpt from The TYPE Reporter, "Can You Sell To All Types?", is about how to sell to Ts. Ts are tough! I know, I'm a T and I really put a salesperson through the paces. However, this article is very accurate. If I am approached the way this article suggests, that sales person has my loyalty and the sale.

  • Are you ISTJ? ENFP?
  • USING TYPE IN SELLING - 8 Clues to "Read" Others
  • HOW TO SELL TO Ts - The Behaviors That Will Gain Their Loyalty
  • About the Author - Pam Hollister, INTJ

  • USING TYPE IN SELLING - 8 Clues to "Read" Others

    With the competitive nature of business today, an understanding and use of type theory can be beneficial in the selling process. By just listening to the communication and watching for the behavior clues you can adapt your behavior to the "comfort zone" of your customer.

    Does this customer generally prefer to Talk it Out or Think it Through? Does the customer generally prefer to respond to Specifics or the Big Picture?

    HOW TO SELL TO Ts - The Behaviors That Will Gain Their Loyalty

    Be businesslike. Be friendly, but remember, the point isn't to be friends, it's to get the job done. Don't ask personal questions, like "How do you like your job in marketing?" or try to show what a likable person you are. Save the small talk until the business has been taken care of to their satisfaction and they are sold on your product. And, don't bother telling them what other people think of your product. Listen to their needs and get right to your product's objective merit based on those needs.

    Let the facts speak for themselves. Don't make vague statements about the quality of your product, or try to bluff the facts.

    About the Author - Pam Hollister, INTJ

    Pamela Hollister developed The PEOPLE Process with the intention of providing a package that would simplify the use of personality-type theory. Pam has over 35 years of professional business experience with emphasis on entrepreneurship, marketing and business communications. She has created and directed training programs for General Atomics a large number of Fortune 500 companies, the US Air Force, the Department of Energy, University of Nevada, Las Vegas, and numerous school districts throughout North America.

    Are you ISTJ? ENFP?

    Now you can tell in 5 minutes with this user-friendly personality type Wheel for understanding self and others!

    A hands-on, interactive assessment and training tool that determines personality-type preferences utilizing theory created by Dr. Carl Jung. This 3-part package consisting of a Wheel, Profile Sheets and Booklet is an easy and fun way to help employees get valuable insights into interacting with others. Great for a leadership development program and communication skills training, this powerful tool for personality assessment is highly effective as a teambuilding communication training.

    What clients are saying about us.....

    The session that I led for our company's twenty Human Resource & Training Professionals went very well and the feedback I received was wonderful. The participants truly enjoyed discovering their "type" and learning about their peers as well. They loved The PEOPLE Process tools and said they made it easy to stay engaged and gave them information in a clear and concise way. The session lasted about 2- 1/2 hours and they were hungry for more! I referred them to the TPP participant book for further reading. The learning session was indeed "profound" for all the participants. As our organization determines next steps for The PEOPLE Process, I will keep in touch. Mary Ellen Higgins, SPHR,Director, Training & Development,ACCENT

    We have found this product to be effective in training diplomats in negotiation and crisis management skills, retrenched fishermen in job seeking skills, managers in hi-tech organizations in career development, hospital emergency-room staff in managing conflict encounters, civil servants in time management skills, trainers in advanced facilitation skills, and entrepreneurs in new business start-ups. Without exception, participants have been able to relate easily to the use of the system, are amazed at the uncanny accuracy of the personality type profile, and have been able to apply The PEOPLE Process in their daily work. David Kenny, Director, PKA Training & Development, Ireland

    ...a great tool to help team members understand themselves and their teammates better. My clients love it because it has been delightfully accurate and is a practical "take-away" that they can share with the significant people in their lives. I highly recommend it as a key tool for facilitators to use to assess personality type preferences. Ruth Urban, M.S., Certified Professional Facilitator, The Urban Group, Las Vegas, Nevada

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