Part 1—Determine your social style (i.e. rational, idealist, guardian, or artisan) using the Keirsey Temperament Sorter II. Tell us which social style you are. Comment on the self-assessment and whether or not you feel the assessment seems valid for you. Explain why or why not.
Part 2—Respond to the following selling scenario using what you have learned about adaptive selling.
You are an experienced executive “coach”—you work directly with executives to help them become more satisfied with their work and more effective as leaders. If you need more background on business coaching, you can visit the website of the International Coach Federation.
In this scenario, the human resources director at a large company has asked you to contact one of the company’s executives because she feels he could use your services. Your sales goal on this first call is to get the executive to agree to see you for a follow-up meeting where he can “try out” the coaching process.
Assume the executive has a different social style than yours. For example, if you are an expressive, you will call on an analytical, an amiable, or a driver. Describe your sales approach with the executive as you try to gain a commitment for the second meeting. As much as possible, describe in a brief dialogue what you would say and other techniques that you would use to “adapt” to that prospect’s social style. Explain why your approach is appropriate for that prospect’s social style.