Transcript Slide 1

X-Ray Vision
How to size people up and
build yourself a MILLION dollar business
AssociateProfile is a unique system of decoding people that gives
you a powerful advantage in communicating more successfully to accelerate
your Mannatech business.
X-Ray Vision : Copyright Myprofile 2005
Network marketing
is a people business
and the better your
people skills the more
successful you will be!
X-Ray Vision skills
How to build a million dollar business
by being able to “size people up and
speak their language”.
Use AssociateProfile.com to,
► Sponsor
smarter
► Sell products with greater success
► Retain associates longer
► Motivate & inspire more people
► Improve your leadership skills
► Qualify to your next level faster
TEAM work
makes the
DREAM work
Four Primary Behavioural Styles
D
P
A
S
► There
are four behavioural styles
► Each
style has characteristic strengths and
weaknesses not shared by other styles.
► Each
person has a dominant style that
influences the way they behave.
► People
of every style can be successful
Associates.
At least three of every four people you
meet are going to be different than
you.
You need to know how to
communicate with people who are
different to you.
Closer look at each Style
D
P
A
S
D
Drivers
Want to get it done now
Time sensitive
Goal oriented & fast paced
Assertive & competitive
Like to win
Task & results oriented
Decisive & want control
Like freedom to manage
Good administrative skills
Promoters
Want to get noticed
People oriented
Direct & open
Animated & emotional
Fast paced spontaneous
decisions
Enthusiastic, creative, active
Prefer to work with others
Good persuasive skills
P
Want to get along
People oriented team player
Want to help others & solve
conflicts
Relaxed & friendly
Slower pace, cautious & modest
Good counselling skills
Supporters
S
Want to get it right
Accurate & meticulous
Logical task focused
Slower pace & deliberate
Detail oriented & cautious
Good problem solving skills
A
Analysers
D
P
ASPIRERS
INSPIRERS
A
S
ENQUIRERS
ADMIRERS
Secondary Styles
DP DS DA
PD PS PA
AD AP AS
SD SP SA
Driver
“director”
new opportunities
Driver
Analyser
“pioneer”
direct tasks
Driver
Promoter
“adventurer”
dominance &
independence
Driver
Supporter
“producer”
bigger & better
Analyser
Analyser
Promoter
Driver
“master-mind” “assessor”
personal
accomplishment
accomplishing goals
with excellence
Analyser
“thinker”
Analyser
Supporter
“perfector”
desire to be correct
predicable results
Promoter
Driver
“enthusiast”
Promoter
“socialiser”
Promoter
Analyser
“impresser”
Promoter
Supporter
“helper”
social approval
Influencing people
win with flair
Supporter
Driver
“go-getter”
steady flow of more
accomplishments
Supporter
Analyser
“specialist”
to specialise
friendship
Supporter
Promoter
“harmoniser”
approval from
helping others
Supporter
“relater”
personal stability
Identifying Styles
D P
A
S
D P
Above the line
•more assertive
•more open
Faster pace & direct
Action oriented & exert more pressure
More assertive, decide quicker
“Tell” rather than “ask”
Less patient & more confrontational
More competitive
Express opinions readily
More risk oriented
Speak louder, more often, more rapidly
Unstructured
below the line
•less assertive
•guarded
A S
Slower pace
Ask more than direct
Less assertive & less confrontational
More patient & cooperative
Reserved & private
More formal & proper
Speak slower, less often and softer
Less risk oriented
Decide slower
Structured
D
A
Task & information oriented
Less emotional
Less responsive
More disciplined & controlled
Prefer things in writing
Use facts more
Prefer working alone
Don’t disclose feelings
Thinkers
left of line
•less responsive
•indirect
People related
More emotive & responsive
More intuitive
Talkative
Express feelings
More friendly
Concerned for others
Prefer working with people
Use stories & anecdotes
Action
right of line
•more responsive
•direct
P
S
Each style can be successful
D P
A
S
25,000 profiles in Australia have resulted
these percentages for each style.
D = 22%
P = 17%
S = 31%
A = 30%
D & P = 39%
A & S = 61%
Executive Director’s Profiles
D
26%
P
46%
S
14%
A
14%
D
P
72%
A
S
28%
Four - a magic number
D P
A
S
4 seasons
Summer, Spring, Autumn, Winter
4 points of a compass
North, South, East, West
4 major blood groups
A, B, O, AB
4 elements
Fire, Water, Earth, Air
Four Gospels – a complete picture
Mark
John
Jesus servant of God
No genealogy
Accounts of miracles
Deeds of service
Jesus Son of God
Divine relationship
Lifts us above the earth
High spirituality
Matthew
D
P
A
S
Jesus Son of David
King of the Jews
Sermon on the mount
Wise men narrative
Royal genealogy back to David
Luke
Jesus Son of Man
Genealogy back to Adam
Man of prayer
Lord’s humility
Full account of virgin birth
Disneyland Magic Kingdom
Adventureland
Fantasyland
Fun
World of dreams & make believe
Excitement
Snow White
Exploration
Cinderella
Pirate dens
King Arthur
Haunted houses
D
P
A
S
Disney cartoon characters
Wish upon a star - idealists
Tomorrowland
Main Street
Brave new world of science
Nostalgic look at home town
Technological wonders
Spirit of USA a century ago
Star ships
Horseless carriages
Monorails
Family restaurants
Interactive automobiles
Gift shops
Hi tech water shows
Old fire & police stations
Futuristic displays
Old fashioned ice cream parlour
Harry Potter – School of Witchcraft
"Here you are in
Slytherin where
you'll make your DRIVER
real friends, Those
cunning folk use
any means to
achieve their
ends."
"Here in wise old
Ravenclaw,
if you've a ready
mind,
Those of wit and
learning
will always find
their kind."
ADMINISTRATOR
"You belong in
Gryffindor,
PROMOTER where dwell the
brave at heart,
Their daring, nerve
and chivalry set
Gryffindors apart."
D
P
A
S
"You belong in
Hufflepuff,
where they are
just and loyal,
Those patient
Hufflepuffs are
true and unafraid
SUPPORTER to toil."
The Simpsons
Bart
Lisa
D
P
A
S
Homer
Marge
Recognising Styles
D
P
A
S
When prospecting there are ways you can identify a
persons style in advance of them doing their profile online.
Guessing their style will allow you to present your
opportunity in a way that will be more receptive to that
person and will increase your sponsoring effectiveness.
Identifiers are;
1.
2.
3.
4.
5.
Verbal
Vocal
Visual
The job they have
Their office or working area
D
Drivers
verbal
Tells more than asks
Talks more than listens
Blunt to the point
vocal
More forceful tone
Communicates readily
High volume faster speech
visual
Firm hand shake
Steady eye contact
Displays impatience
Fast Moving
Promoters
Tells stories and anecdotes
Shares personal feelings
Informal speech
Expresses opinions
Flexible time perspective
Digresses from conversation
Lots of inflection and pitch
Dramatic
High volume
Fast speech
Animated facial expressions
Hand & body movement
Contact oriented
Spontaneous actions
P
verbal
vocal
visual
Ask more than tells
Listens more than talks
Reserves opinions
verbal
Steady, warm delivery
Less forceful tone
Lower volume
Slower speech
vocal
Intermittent eye contact
Gentle handshake
Exhibits patience
Slower moving
visual
Supporters
S
verbal
vocal
visual
A
Fact and task oriented
Limited sharing of feelings
More formal and proper
Focused conversation
Little inflection with few pitch variations
Steady, monotone
Low volume, slow speech
Few facial expressions
Non eye contact
Few gestures
Analysers
Styles at work
D
WALLS
•Achievement
awards
•No posters or
slogans
•Charts
DESK
•Work related
•Cluttered
CONTACT
•Brisk
P
WALLS
•Motivation
posters
•Slogans
DESK
•Cluttered
•Disorganised
CONTACT
•Open
•Friendly
S
A
WALLS
•Posters
•Family photos
•Personal items
WALLS
•Diplomas
•Achievement
awards
DESK
•Neat
•Functional
DESK
•Organised
•Work oriented
CONTACT
•Open,
•Friendly
CONTACT
•Business like
Styles by Career
Drivers
Promoters
Drivers tend to do well in subjects that don’t bore them. They hate
sitting still and subjects such as science don’t hold their attention.
They are doers so activity where they can express their freedom and
individuality are best. They are make great tacticians and are always
on the look for a good ideas. Not surprising that most entrepreneurs
are Drivers. They are also artistic creators and developers excelling at
jobs that require creativity.
Actor
Advertising Executive
Art Director
Athlete
Auctioneer
Barrister
Building Inspector
Business Consultants
Buyer
Chef
Choreographer
City Manager
Composer
Consultants
Entrepreneur
Fashion Designer
Film Director
Fire-fighter
Fund Manager
General Manager
Graphic Designer
Industrial Designer
Interior Decorator
Lawyer
Marketing
Mechanic
Medical Administrator
Mortgage Brokers
Musician
Negotiators
News Broadcaster
Novelist
Painter
Paramedic
Pilots
Police Officer
Production Coordinator
Radio Announcer
Real Estate
Restaurateur
Sales Consultant
Sculptor
Security Guard
Self Employed
Show Business
Solicitor
Sports Announcer
Stockbroker
Surgeon
Travel Agent
Promoters have a gift for working with people and forming positive
working relationships. They are optimistic and have excellent
communication skills. They are influential, highly intuitive and
sensitive to others. Any subject that allows them to express
themselves in words is a natural fit. Having strong people skills
Promoters often become leaders in their career fields where they
manage people in their special way.
Actors
Advertising
Beauty Therapist
Canvassing
Career Counsellor
Child Care
Civil Rights
Coach
Conference Organiser
Consumer Protection
Creative Writing
Dancers
Dietician
Director
Drama Coach
Editor
Environmentalist
Exhibition Organiser
Finance
Hospitality
Human Resources
Journalist
Lawyer
Lecturer
Life Coach
Literature
Management
Marketing
Mentors
Minister of religion
Motivational Speaker
Motivators
Nursing
Personal Assistant
Philosophy
Politician
Project Engineer
Promoting
Psychiatrist
Psychologist
Public Relations
Publican
Publishing
Real Estate Agent
Recruitment Consultant
Retail Assistant
Sales & Marketing
School Counsellor
Self Employed
Social Counsellor
Sociology
Solicitor
Teacher
Team Leader
Technical Writing
Theatrical Agent
Theology
Therapist
Tour Guide
Trainer
TV Documentary Producer
Veterinarian
Welfare Workers
Styles by Career
Supporters
Analysers
Supporters have a great talent for logistics, that is supplies,
schedules, distribution and similar tasks. They keep the world
running. They have a keen eye for everything in its place and accept
rules and procedures. They are practical and enjoy business and
commerce. Supporters enjoy working with people and managing
operations. They have a talent for quality control and regulatory
compliance. They excel at providing their company with goods and
services and seeing to the health and welfare of employees and
family. Supporters are interested in protecting people.
Administrator
Air Traffic Control
Business Manager
Charitable Organizations
Child Care
Company Secretary
Counseling
Credit Controller
Customer Service
Customs Officer
Database Administrator
Dentist
Distribution Manager
Doctor
Draughtsman
Engineering Manager
Fire Chief
Flight Attendant
Florist
Funeral Director
Health Inspector
Hospital Administrator
Hospitality
Hotel Manager
Judge
Landscape Gardener
Lecturer
Librarian
Life Style Coach
Museum Curator
Nurse
Office Manager
Optometrist
Painter
Pharmacist
Photographer
Physiotherapist
Plumber
Police Chief
Private Investigator
Production Supervisor
Project Engineer
Property Manager
Psychologist
Purchasing
Quality Controller
Real Estate
Receptionist
Research and
Development
Retailer
School Principal
School Teacher
Secretary
Security Agent
Shipping
Social Worker
Statistician
Student Services
Telemarketing
Therapist
Transport Supervisor
Travel Agent
Vocational Education
Warehouse Manager
Analysers tend to do well in subjects that are related to math's,
engineering, science, computers and philosophy. They are best
suited for positions of detailed information, maintaining high
standards, accuracy and order. Careers that involve the collection
of data, administration or figuring out the best way to make it work.
Accountant
Administration
Agriculture
Analyst
Architect
Astronomer
Automotive
Banking
Biologist
Carpenter
Chemist
Computers
Construction
Dentist
Design
Doctor
Economist
Electrician
Engineer
Financial planner
Florist
Graphic artist
Health & safety
Librarian
Marine biologist
Mathematician
Medical technologist
Mining engineer
Optician
Photographer
Physicist
Pilot
Planner
Psychologist
Quality controller
Research
Scientist
Service technician
Sociologist
Software design
Specialist sales
Statistics
Surgeon
Technical writer
Technologist
Therapist
Traffic control
Trainer
Typist
How to Sponsor each Style
D
P
A
S
D
•Results
•Winning
•Achievement
•Competitive
•Aggressive
Drivers
Show them how they can be successful
Give them the big picture
Achieving goals & financial success
Independence very important
Don’t over load with details stick to facts
Tell them what they need to at each
milestone
Promoters
Dream of financial success
Attracted by showing off people skills
Make great sponsors
Ideas people
Show them how to get started quickly
Give them fast training
Tell of others who have succeeded
Tell them of rewards and recognition
P
•Recognition
•Status
•Money
•Ideas
•Incentives
Want to be part of organisation
Want recognition for contribution
Family oriented values
Caring & support, helping others
Want friendly fun team environment
Supporters
•Relationships
•Supportive
•Helpful
•Personal
•Seeks security
S
Have all the facts on hand
•Technical
•Planned
•Accurate
•Structured
•Risk averse
Slow down
Be prepared for lots of training
Answer lots of questions
Don’t give them the big picture
Be realistic and conservative
Don’t over estimate earning potential
A
Analysers
Motivating your Associates
D
P
A
S
D
• Be clear efficient
and brief
• Have supporting
data
• Present logically
Drivers
1. Support their goals and objectives
2. Keep your relationship business like
3. If you disagree argue facts not personal
feelings
4. Recognise their ideas not them personally
5. To influence decisions, provide alternative
actions
6. Be precise, efficient and well organised
Promoters
1.
2.
3.
4.
5.
6.
7.
Support their ideas, opinions and dreams
Don’t hurry the discussion
Try not to argue – you’ll seldom win
Agree on the specifics of any agreement
Summarise in writing who will do what
Be entertaining and fast moving
Use testimonials and incentives
P
• Be interesting
• Be fun to be with
• Be social
• Ask questions
1. Support their feelings by showing
personal interest
2. Assume they’ll take everything
personally
3. When you disagree, discuss personal
feelings
4. Allow them time to trust you
5. Move along in an informal slow
manner
6. Minimise risk and change
7. Provide personal assurances
Supporters
• Be warm
• Be sincere
• Provide specific
solutions
S
• Be thorough
• Be well
prepared
• Avoid personal
questions
A
1. Support their organised and thoughtful
approach
2. Demonstrate through actions rather
than words
3. Be systematic, exact, organised and
prepared
4. List pros and cons of any plan or
proposal
5. Provide solid, tangible, factual evidence
Analysers
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