BEHAVIOR STYLES
HIGH-ENERGY
FRIENDLY
DECISIONS BASED ON EMOTIONS
TALKER
LISTEN TO UNDERSTAND
INTERVIEW
NAME THE 4 BEHAVIOR STYLES
TALKER, DOER, CONTROLLER, AND SUPPORTER
LIKES TO ESTABLISH TRUSTING RELATIONSHIPS
EASY GOING, STEADY, DEPENDABLE
SUPPORTER
PUT THEM AT EASE AND MAKE THEM FEEL IMPORTANT
APPROACH
WHAT ARE THE STEPS IN THE AID, INC. PROCESS?
APPROACH, INTERVIEW, DEMONSTRATE, VALIDATE, NEGOTIATE, AND CLOSE
DIRECT AND RESULTS-ORIENTED
MAKES QUICK DECISIONS
DOER
TRANSLATE PRODUCT FEATURES INTO MEMBER BENEFITS
DEMONSTRATE
HOW DO WE BREAK DOWN EACH STEP IN AID, INC?
ACTION GUIDELINES
DETAIL-ORIENTED
RELIES ON FACTS, EVIDENCE, AND DATA
CONTROLLER
ASK FOR REACTIONS, FEELINGS, OR OPINIONS
DEMONSTRATE
IN WHICH STEP DO YOU REINFORCE MEMBER'S TRUST AND BELIEF IN YOU, THE CREDIT UNION, AND THE PRODUCT/SERVICE YOU ARE RECOMMENDING?
VALIDATE
HAS CLEAR OBJECTIVES TO ACHIEVE
REQUIRES CONCISE, FOCUSED INFORMATION
DOER
THANK THEM FOR CONTACTING YOU
APPROACH
WHAT ARE THE FOUR POINTS ON THE BEHAVIOR STYLE COMPASS?
RECOGNITION, PEOPLE, RESULTS, SECURITY