Personality style recognition has been all the rage for several years. Whether it’s Myers-Briggs, ‘getting your Colours done’ or simple online personality quizzes, people in all walks of life have a new interest in getting to know themselves better. For sales people, an important key isn’t just knowing themselves, it’s knowing their customers. New intellect style training goes beyond just personality and examines how people instinctively think and communicate.
“When you understand who your customer is, you can react to their needs and be prepared to deal with their instinctive barriers,” explained trainer Wendy Moore-MacQueen. “It’s really useful to be able to make an educated guess as to what your customer needs for you to make a successful sale.”
According to Moore-MacQueen, there are physical mannerisms that help define where the customers’ brains work.
“You can lose a sale because you’ve made your customer uncomfortable or they’ve simply stopped listening to you,” she added. “Knowing how your intellect style affects your sales behaviours and thereby affects others can help you be more successful.”
Intellect style training is valuable not just for sales teams but for anyone working in a group setting. While personality tests can help you define how you interact with people, the intellect style training helps you quickly identify other people’s styles so you can modify your behaviour to support theirs. This can be particularly value to retail sales teams who need to react on the fly.
“The training and determination of the intellect styles and their impacts is really a combination of several teachings,” Moore-MacQueen explained. “There is definitely some of the work of Myers-Briggs at the base line but it is joined by the brilliant work of David Keirsey and his expansion, or really simplification, of the Myers-Briggs concept. Additionally, the theory of intellect style training is based on years of communication training and education in the psychology of message delivery.”
Moore-MacQueen is a popular keynote speaker, author and business owner. She has over 25 years experience in marketing communications and trains team and individuals in marketing, sales and communication. She can be reached at info@mormac.ca.
