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如何接触和影响四种人格类型的人

(2011-04-13 09:04:58)
标签:

销售、人格类型

影响

接触

顾客

杂谈

分类: Sales

How to Relate To and Influence the Four Personality Types

 

Sometimes we get on instantly with other people and occasionally there’s a clash. Changing your behavior to suit different people is perfectly normal - it doesn’t change you as an individual, nor is it manipulative.

某些时候我们仓促与人交往,偶尔会有冲突。改变你的行为来适应他人是非常正常的——这不会改变你个人,也不叫操控。

     

get on with: have smooth relations

 

Influencing the Driver
    影响驾驭型

Present your ideas in ways that boost the person’s prestige. Genuine praise can work wonders. Use power words such as 'best, biggest, unique, powerful, fast, money, first'. Go for a decision, quickly and often.
要用能赞扬此人地位的方式表达你的思想。真诚的夸奖可以产生奇迹。使用有力的语言如最好、最大、独特、有力、最快、财富、第一等。以求尽快做出决定。

Influencing the Analytical
    影响分析型

Like the Driver, this personality is strongly independent. Don't rush things - plan to give the person plenty of breathing space and thinking time. If your suggestions stack up, the person will come round to your way of thinking. Putting everything in writing (along with lots of juicy statistics) can be good idea. Above all, don't even think about misleading this type of person - it will be spotted instantly.

和驾驭型类似,这种人格也相当有主见。不要急于求成——计划着给他们充分的呼吸空间和思考时间。把每件事都写下来(充实以丰富统计信息)会是个好办法。此外,想都别想去误导这类人——这会立刻让他感到被伤害了。

Power words that work well include: proof, evidence, facts and figures, research, logic, tried and tested, safe, reason.

具有说服力词汇包括:证明、证据、事实和数字、研究、逻辑、尝试、安全及理由。

 

Influencing the Amiable:

影响和蔼型

 

Amiables often have a long record of poor decisions. They are, therefore, suspicious and slow to accept new ideas. Take your time; nurture the relationship and work hard to gain their trust. Be prepared to provide ample proof and guarantees that your ideas will pay off.

和蔼型在做决策上经常显得乏力,所以他们在接受新思想时显得迟疑。花点时间,培养关系努力去获得信任。准备足够的证据和担保,你的想法会得到回报的。

Power words, that work well include: security, safety, guaranteed, reliable, popular, tried and tested, fail-safe, proven.

有说服力的词汇:保障、安全、担保、可靠、广受欢迎、已经测试、自动防故障、经过验证。

 

Influencing the Expressive:

影响表达型

Expressives like to be liked and appreciated. They need people around them and are anxious to develop and maintain relationships. Be prepared to steer and control the conversation.

表达型喜欢被人喜爱和欣赏。他们喜欢被人围绕并渴望拓展和保持人际关系。时刻准备着驾驭和控制谈话。

Power words that work well include: fun, appreciate, enjoy, convenient, trouble-free, and inexpensive.

有说服力的词汇:有趣、欣赏、享受、方便、没什么麻烦、不贵

 

Summary:总结

 

 First of all it is important to recognise that, there is no best style. Merrill and Reid found that around 25% of the adult population belonged to each Social Style. They also found people from each Social Style at all levels within organisations.

首先必须认识到没什么是最好的风格。Merrill Reid发现各种社交风格的成年人各占25%。他们同时发现不同风格的人们存在于各种组织的所有层次。

The third dimension and the key to using Social Styles is versatility. Statistically around a quarter of the population has a similar Social Style to yours and so you will find that you are naturally comfortable with them.

第三个维度也是应用社交风格的关键是多面性。从统计讲,大约四分之一的人和你的社交风格一致,所以你会发现你和他们打交道很舒服。

Some people are naturally very versatile and are able to adapt easily to the needs of other people; others are less so. By developing your versatility skills, you will be able to relate effectively with a greater number of people.

一些人天生就非常多面并能够根据他人的需要非常轻松地调整自己。有的人则做不到。通过拓展你的多面技能,你会能够和非常大量的人相处得很好。

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