Communication Challenges & Obstacles
In the following segment, we highlight the nature and orientation of each personality style, the communication adjustments necessary by the sales professional and the words or phrases that affect the emotional comfort zone of the client.
We profile each of the four personality styles and identify the specific communication approaches and presentation styles they are most comfortable with. In addition, we identify the likes, dislikes, risk tolerance and challenges of communicating with each personality.
When you consider categories of investment and their objectives, you may see a correlation between a client's personality style and the appropriate categories of investment to suggest based on that style. Two of the personalities are risk-averse by nature (Togetherness and Analyzer) and two are comfortable with risk (Enterpriser and Motivator).
The changes you make in your communication approach, though simple in nature, will be profound in effect because they will help your clients to be comfortable with the information and ideas you are sharing. You may find, to some degree, that you already have been making these adjustments with people on an intuitive level and the following information will affirm those communication strategies.
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