Unit 14 - Understanding Your Clients

Which of the following is TRUE?

Everyone's personality is determined by how they relate to situations during the normal course of a day.

What personality type MOST wants the benefit of "why" addressed?

Amiable individuals are much like the wallflowers we used to know in high school. They are very easygoing, trustful, sensitive, and good listeners. However, they lack assertiveness and, therefore, must have a reason to take action. Agents must be prepared to answer the question of why they should list their property, why they should move away from their friends, or why they should purchase a new home.

Amiables prefer to have lots of information at their fingertips before making a decision.

Amiables like things that are nonthreatening and friendly and hate dealing with impersonal details and cold, hard facts.

Which of the following types are thought to be deep thinkers, moody, and hard to please?

Analyticals. Analytic personalities expect a lot from themselves, and so they will also expect a lot from their salesperson. These deep thinkers can be moody, depressed, and hard to please. They appear pessimistic to others but see themselves as realistic.

Auditory learners

Auditory learners like to explore through discussion and verbal communication. If you give them written information they must visually read, they may be at a loss. However, you verbalize it and they get it. The language they use often helps give away what kind of learner they are. are most lost by written information or directions.

With which of the following should salespeople use proven sales scripts and deliver them with sincerity?

Auditory learners. Auditory learners like to explore through discussion and verbal communication. If you give them written information, they may be at a loss. However, if you verbalize it, they get it.

Which of the following is more willing to embrace technology than traditionalists, but has little interest in training unless it is active and keeps them involved?

Baby boomers

Which of the following grew up highly social and ready to change the world?

Baby boomers. They grew up highly social, optimistic, and ready to change the world. Boomers were interested in transforming the cultural and political face of America. Boomers were raised to compete for the best schools and jobs and whatever life had to offer. They take immense pride in their jobs and tend to be workaholics. This is quite unlike traditionalists that share the attributes indicated.

Amiables are hard workers that will persevere long after others have given up.

Devoted, consistent, dependable, and loyal, amiables are team players, cooperative, and easy to get along with. They are hard workers that will persevere long after others have given up. They craves attention, that will do almost anything to save a relationship, that takes the time to be agreeable, and that wants to know the benefit before doing something? trustful, sensitive, and good listeners.

Who, what, why, and how are often associated with the benefits sought by the four personality types. What personality type MOST wants the benefit of "what" addressed?

Driver. Drivers are not as concerned with "how" something is done than they are with "what" is being done and the results that can be expected from it.

Suppose you took an hour and a half to explain the best way to accomplish a task. The person you were talking to listened patiently and politely, yet after all that time they ended up doing it their way. What type of personality is this?

Driver. These people take charge; they think that if things are done their way, they will be done right. They will politely listen to a presentation but will still do it their way. want to know what the bottom line is? prefer to work with Agents that can save them time.

What personality type MOST wants the benefit of "who" addressed?

Expressive. The greatest reward for an expressive is personal acknowledgment from others, especially if that person is well known. They would like to own houses on a hill that can be seen for miles, or they would like to live next to golf courses where the "rich and famous" enjoy some of their leisure time. They enjoy being the "who" at social gatherings, the person that is the center of attention.

Gen-Xers don't believe in an organization that tells of trust and loyalty.

Gen-Xers watched companies that promised long-term employment fire their parents without repercussions. These betrayals lead to this generation's disbelief in corporate America.

Suppose you saw four people in line, each waiting their turn. One became agitated and finally left. This is an attribute of which of the following generations?

Generation X. Everything is faster for this generation. Cell phones and personal computers made communication and information instant, ATMs supply instant money, and food is prepared in minutes. Waiting in lines for anything is not a situation this group handles well. lacks patience

Where and when should the qualification process take place?

It should take place in the salesperson's office before any showings.

Sometimes people learn only by experience. They must touch, feel, and do something to gain understanding. Which of the following BEST describes these learners?

Kinesthetic learners. Until they touch, feel, and do something, they gain little understanding. Kinesthetic learners may use phrases like, "Stay in touch," or, "This is what my gut is telling me.

The largest American generation ever born at one time

The baby boomer

there are four personality types.

The four personality types are driver, analytic, expressive, and amiable.

which of the following BEST describes traditionalists?

They trust their instincts. Traditionalists fail to address their need to change. Approaching things in a new ways seems odd and uncomfortable. They trust their instincts, which are rooted in the past. They want the freedom to work by their own standards and their own timetable.

There are sometimes broad differences between generational groups. For instance, which of these groups is LEAST likely to borrow money for anything, preferring instead to pay cash?

Traditionalists. If traditionalists ever had any extra cash, they'd save it. They rarely borrow money for anything and prefer to pay cash. If they don't have cash, they don't buy it.

Analytics

are less concerned about their image. systematic, well-organized, and deliberate. They appreciate facts and information and enjoy organization and the completion of detailed tasks.

If a seller is in distress, the salesperson needs to take the time to

be empathetic

Traditionalists

generally spend their lives in one career and with one company. If they had a good job that enabled them to provide for their families, they remained at the job regardless of whether it was fulfilling. enjoy hands-on training and field training. Nevertheless, cold-calling and door knocking are much too intrusive to ever be considered by traditionalists. they resist role-playing and technology

expressives have personality traits that show them to be

idea generators, very outgoing and enthusiastic, with a high level of energy.with a high level of energy. They are usually very quick to reach a decision but tend to make bad ones because they often operate without all the details. Their decisions are based more on emotions than facts. They enjoy helping others and are fond of socializing.

The driver

is a high achiever—a mover and shaker who is definitely not averse to risk. Drivers focus on getting results. extroverted, strong-willed, direct, practical, organized, forceful, and decisive. They tell it the way it is and are very persuasive.

Which of the following may be MOST appealing to traditionalists if salespeople were trying to attract them to their office?

newspaper advertisements. Having spent a lifetime working, traditionalists want to enjoy time with their grandchildren and take opportunities for travel and personal growth. Using a computer is the last thing on their minds. Newspaper advertising might work well for finding traditionalists that want to sell their home, as they avoid using computers and other electronics that might put them in constant or immediate communication with others.

People with an expressive personality

often have an overly playful attitude. Expressives are spontaneous, loyal, and easygoing. They are usually quick to reach a decision but tend to make bad ones because they operate without all the details. Expressives are very outgoing and enthusiastic, with a high energy level. great idea generators but usually do not see the idea through to completion. They don't like paperwork and filling in forms; you will need to explain the documents instead of trying to get them to read every word. thrive on compliments and praise

The self-reliant and self-motivated nature of Generation X

produced the largest percentage of entrepreneurs

Traditionalists don't ask buyers to sign representation agreements because that was never done in the past.

raditionalists fail to address their need to change. They trust their instincts, which are rooted in the past. Traditionalists will often be heard saying, "That's the way we have always done it."

When dealing with an expressive

try to show how the property will improve their image.