This one-day workshop looks at how personality influences the way that we and our customers buy. It explores how feelings, what people say and the process that people go through to make their decision in any buying situation.
Learning objectives
- Understand how we experience the world
- Identify their own sensory preference
- Serve using their customers’ sensory preference
- Identify key personality styles
- Discover their own personality style
- Communicate with different personality styles
- Recognise body language and other unconscious signals
- Adapt their own style
- Deal with difficult customer types
- Increase their self-awareness
Expert trainer
Scott Rumsey is our lead trainer. His programmes get great feedback, as you can see from his profile here.
Session outline
This is the overview for the half-day, face-to-face session. Timings are approximate and will flex depending on the needs of the group. Virtual delivery follows the same content and sequence but with different timings and excludes the additional practise section.
1. Welcome and introduction
- Participants are welcomed to the workshop and are invited to share the issues they face when dealing with people of different personalities
2. Understanding how we experience the world
- Your own sensory preference is identified by completing a simple exercise
- Understanding the characteristics of the four key sensory preferences: Visual, Auditory, Kinaesthetic and Auditory Digital
- Using this knowledge of sensory preferences to deal with customers
3. Identifying key personality styles
- Discover your dominant style through a personality profile questionnaire
- Appreciating the traits of the four personality styles
- How to communicate with other styles
4. Dealing with different personality styles
- Identifying body language and unconscious signals given by customers
- Adapting your style accordingly
5. Dealing with difficult customer types
- Some familiar customer types
- Strategies for dealing with them
6. Conclusion
- Questions and answers
- Course review
- Putting it all into practice
