1. Penn State GEW 2014 Tim Kerchinski - PennTAP

2. Entrepreneurs Manage a LOT of Relationships

3. Entrepreneurs Are Salespeople
Entrepreneurs Are Salespeople! (actually, we ALL sell ourselves and ideas everyday)

4. Adaptive Selling and Success
Adaptive selling emphasizes the importance of satisfying customer needs.
Being adaptable increases trust and commitment and results in higher level relationships.

5. Knowing your Style and How to Adapt It to Others
Adaptive behavior means people should alter the content and form of their presentation so others will be able to absorb the information easily and find it relevant to their situation

6. The Social Style Matrix
Popular training program that companies use to help sales people adapt their communication styles
Adjust your behavior to mirror or match your customer’s social style

7. Dimensions of Social Styles
Responsiveness
Based on how emotional people tend to get in social situations
Readily express joy, anger, and sorrow
Concerned with others
Informal and casual in social situations

8. Dimensions of Social Styles
Less responsive people
Devote more effort to control emotions
Cautious, intellectual, serious, formal and businesslike

9. Indicators of Responsiveness
Exhibit 5.3

10. Dimensions of Social Styles
Assertiveness
The degree to which people have opinions about issues and make their positions clear to others
Speak out
Make strong statements

11. Dimensions of Social Styles
Unassertive people
Rarely dominate a social situation
Often keep their opinions to themselves

12. Indicators of Assertiveness
Exhibit 5.2

13. Indicators of Assertiveness

14. Social Style Matrix

15. Social Style Matrix

16. Interacting with Various Social Styles
Drivers
swift, efficient decision makers.
focus on the present and appear to have little concern with the past or future
Expressives
focus on the future, directing their time and effort toward achieving their vision.
have little concern for practical details in present situations

17. Interacting with Various Social Styles
Amiables
achieve their objectives by working with people, developing an atmosphere of mutual respect
Analyticals
like facts, principles, and logic
suspicious of power and personal relationships

18. Identifying Other’s Social Styles
Concentrate on their behavior and disregard how you feel about the behavior
Avoid assuming that specific jobs or functions are associated with a social style
Test your assessments

19. Cues for Recognizing Social Styles

20. Social Styles and Presentations
There is no one best social style for a salesperson or presenter.
Presenters must recognize the customer’s needs and expectations.
The presenter’s personal social style tends to determine the way he or she typically presents ideas and concepts.

21. Adjusting Social Styles

22. Customer Expectations Based on Social Styles

23. Versatility Versatility
The effort people make to increase the productivity of a relationship by adjusting to the needs of the other party

24. Systems for Developing Adaptive Selling Skills
It is imperative that people adjust to their audience
Training methods such as the social style matrix are simply a first step in developing knowledge for practicing adaptive selling

25. Google Social Styles for More Info and Practice!
Slides of today’s presentation will be on the GEW website
THANK YOU for attending GEW !
Tim Kerchinski – Pennsylvania Technical Assistance Program (PennTAP)