Improving Sales Effectiveness with Versatility™

AUDIENCESalespeople

ASSESSMENTS AVAILABLEPaper SOCIAL STYLE Questionnaire

Paper Versatility Questionnaire

Online Sales Self-Perception Profile

USESelf-profiling for a convenient and inexpensive introduction to interpersonal effectiveness concepts for salespeople.

PRODUCT DESCRIPTIONTRACOM’s Improving Sales Effectiveness with Versatility Concepts Guide and Questionnaires teach salespeople how to use SOCIAL STYLE & Versatility concepts to develop the interpersonal skills necessary to create effective and productive customer relationships. Sales success comes from a salesperson’s technical sales skills, knowledge of products or services, and his/her ability to create mutually productive relationships. This third sales success attribute can only be attained when the salesperson under-stands that he or she has a preferred method of interacting and that the customer also has a preferred method of interacting. A mutually productive relationship can be optimal only when the salesperson takes both preferred interaction methods, or SOCIAL STYLEs, into account when working with a customer or a potential customer. This Concepts Guide and Questionnaires will provide the foundation that is essential for any salesperson to create mutually productive relationships with customers.

Concepts Guide & Self-Perception Questionnaires

INTERPERSONAL SKILLS: ESSENTIAL FOR SALESPEOPLE

In any type of workplace interaction, strong interpersonal skills are important. But for individuals in sales, the ability to effectively communicate with the customer and to gain their respect and confidence is absolutely critical.

Recent participants in TRACOM’s SOCIAL STYLE and Versatility training overwhelmingly responded that SOCIAL STYLE & Versatility training was markedly effective in increasing sales and developing more productive customer relationships.

As a result of TRACOM’s SOCIAL STYLE & Versatility Training:

• 92% developed more positive customer relationships

• 87% increased their ability to influence or persuade customers

• 79% improved their ability to gain ongoing sales

• 58% closed sales that they otherwise might not have.

VERSATILITY

Versatility is a measure of a person’s Image, Presentation, Competence, and Feedback, the areas that contribute to a person’s interpersonal skills. Versatility is a significant component of overall success, comparable to intelligence, previous work experience, and personality.

© The TRACOM Corporation, All Rights Reserved.

Concepts Guide

5

Concepts Guide

SOCIAL STYLE Fundamentals

Sampling the Personality Pie

It’s little wonder that great minds like Albert

Einstein stuck to simpler tasks like figuring

out the nature of matter and energy in

the universe! The SOCIAL STYLE Model,

following Einstein’s wise example, doesn’t

try to figure out your personality either.

SOCIAL STYLE deals with just your

behaviors, that part of your personality that

can be objectively observed. The word

personality comes from the Latin word

persona, which means “mask.” This term

is appropriate, since personality comprises

both visible and hidden qualities. In a simple

analogy, personality can be compared to

a pie. The inside of the pie, like much of

your personality, is out of direct view and

contains a mix of ingredients that give the

pie a unique texture and flavor. Behavior is

like the crust, the outer part of the pie that

everyone can see and describe in more or

less the same way.

Like the crust of the Personality Pie, SOCIAL

STYLE behaviors are particular patterns of

action that people can observe and agree

upon for describing a person’s usual behavior.

Style is like the crust of the

personality pie. It is the part that can

be seen – the observable behavior.

PERSONALITY PIE

As an individual, you have a unique

personality made up of a collection

of emotional patterns, mental

processes and thought patterns,

values, and behavior patterns which

are all influenced by genetics and

personal experience. Accurately

describing and explaining your

personality would not just be difficult,

it would be close to impossible.

BehaviorObservable

Say/Do Personality

Personality includes inner qualities –

attitudes, aptitudes, dreams, values

and abilities.

© The TRACOM Corporation, All Rights Reserved.

[VERSATILITY]

24

Selling in the Third Dimension

The Versatility Dimension reflects behavior that affects your interpersonal effectiveness and ability to help others achieve their needs and goals.Unlike Assertiveness and Responsiveness, which are relatively stable and consistent over time, your Versatility can increase or decrease depending on your willingness to work toward mutually productive interactions. Also, the more Versatility you earn, the more effective you are likely to be, unlike the behavioral dimensions

where there is no best place to be, no good or bad Style.To increase your sales effectiveness, you must have the support and respect of your customers. Your particular Style of behavior matters less than how you actually use your behavior to gain that support and respect. Your ability to earn your customers’ support and respect is reflected in their perception of your Versatility, that is, your ability to relate to them in a way that makes them feel comfortable, helps them to achieve their purchase objective, and to be satisfied with you and the sales process. In fact, simply being seen as genuinely trying to help them succeed in the purchase process can increase your Versatility.

A critical aspect of Versatility in the sales process is whether your customers see you as focusing on reducing your own tension or on reducing their tension. Sales people who are not overly focused on meeting their own Style Need and are versatile enough to adapt their behaviors to helping customers meet their Style Needs are seen as having higher Versatility. The greater your willingness to accommodate others and adapt to situations, the greater likelihood of achieving higher Versatility. TRACOM’s research shows that higher Versatility is related to interpersonal effectiveness and higher performance.

Versatility

With a basic understanding of the two dimensions of behavior, Assertiveness and Responsiveness that form the SOCIAL STYLE positions, you should now have a much better understanding of the behavioral tendencies of your customers in any given situation, and you should be able to take actions to work with them more effectively. However, there is one more dimension to the SOCIAL STYLE Model. This dimension, Versatility, is critical to creating productive and successful interpersonal interactions.

VERSATILITY DIMENSION

OTHERS’ TENSION

MY TENSION

HIGHMEDIUM

LOW

Behavior seen as focusing on...

Versatility

CONCEPTS GUIDE

Improving Sales Effectiveness With Versatility™

REV APR 2018

BENEFITS

• Easy-to-use format allows for self-study and incorporation into custom courses

Salespeople will:

• Learn how their customers perceive their behaviors

• Be able to identify the SOCIAL STYLE and interaction preferences of their customers

• Learn how to adjust their own behaviors in order to create a more effective relationship with customers

• Develop an understanding for how to increase or decrease levels of tension with customers to adjust productivity

• Discover how best to gain respect and confidence from their customers

ADMINISTRATIVE TOOLS AVAILABLE

The Sales SOCIAL STYLE Self-Perception Admin Kit is a helpful resource for anyone using TRACOM’s Self-Perception Questionnaires. It provides everything necessary to enable someone to teach a Self-Perception session for salespeople.

THE ADMIN KIT INCLUDES

Facilitator Guide • Improving Sales Effectiveness with Versatility Applications Guide and Concepts Guide • SOCIAL STYLE Questionnaire • Versatility Questionnaire • Resource Tools including PowerPoint Presentation, Session Evaluation Handout, Participant Certificate Template and Supporting Research • Style Dial • Accepts/Rejects Guide Card • Skills Guide Card

Concepts Guide Overview

303-470-4900 • 1-800-221-2321

www.tracomcorp.com

As a Sales Professional, Why Is SOCIAL STYLE® and Versatility Important?

SOCIAL STYLE Fundamentals

SOCIAL STYLE Model™

Tension Management

Versatility

Improving Your Effectiveness with Your Customers

Next Steps and Final Q&A

Post-Training Micro-Learning

SOCIAL STYLE Navigator® is available free of charge to

anyone with a SOCIAL STYLE profile. The mobile-friendly

platform includes modular content to support specific

learning objectives. The application includes the SOCIAL

STYLE Advisor, the SOCIAL STYLE Estimator, and eLearning

modules on the topics of Managing Conflict, Working in

Teams, Coaching Others and Achieving Higher Versatility.

For more information, please visit www.tracomcorp.com.