1. 30th Annual Texas CEF Conference — March 2-4, 2018
Break Time
30th Annual Texas CEF Conference — March 2-4, 2018

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

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

4. Traits of the … Dominance
Direct
Competitive
Confident
Orientation: Results

5. Traits of the … Influencing
Friendly
Outgoing
Emotional
Orientation: People

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

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

8. Determining Another’s Style
Outgoing
Task
Reserved
People

9. Your Selling Style Outgoing Task People Reserved Dominant Influencing
Competent
Steadiness

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

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

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

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

14. Lessons Learned from the Wizard of Oz

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

17. 30th Annual Texas CEF Conference — March 2-4, 2018