30th Annual Texas CEF Conference — March 2-4, 2018

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Presentation transcript:

30th Annual Texas CEF Conference — March 2-4, 2018 Break Time 30th Annual Texas CEF Conference — March 2-4, 2018

Why Can’t People Be More Like Me Bryan Flanagan Workbook Page 15 30th Annual Texas CEF Conference — March 2-4, 2018

Why Can’t People Be More Like Me? By Bryan Flanagan

Traits of the … Dominance Direct Competitive Confident Orientation: Results

Traits of the … Influencing Friendly Outgoing Emotional Orientation: People

Traits of the … Steadiness Sincere Loyal Good Listener Orientation: Cooperation

Traits of the … Competency Cautious Analytical By-The-Book Orientation: Quality

Determining Another’s Style Outgoing Task Reserved People

Your Selling Style Outgoing Task People Reserved Dominant Influencing Competent Steadiness

Answer “what” --- not “how” Bottom Line Style … Dominance Be Direct Concise, to the Point Answer “what” --- not “how” Bottom Line

Spare the Details Socialize Follow Up Show Excitement Style … Influencing Spare the Details Socialize Follow Up Show Excitement

Earn their Trust Slow and Easy Answer all Questions Reassure Style … Steadiness Earn their Trust Slow and Easy Answer all Questions Reassure

Proof and Testimonials Prepared and Structured Answer “How” Style … Competency Proof and Testimonials Prepared and Structured Answer “How” Address Disadvantages Early

Lessons Learned from the Wizard of Oz

Bryan Flanagan | flanagantraining.com | Bryan@flanagantraining.com

30th Annual Texas CEF Conference — March 2-4, 2018