Conducting performance and assessment interviews
Setting up a good progress and assessment cycle is an essential success...
As a salesperson or manager you have a lot of contact with customers or relations. In order to properly respond to the wishes of your customers, it is very important to be able to estimate what drives the person and what their motivation is. Jung's motivation theory will help you with this!
Jung is one of the great psychologists in our history, and is often mentioned in the same breath as Sigmund Freud, for example. Jung is the inventor of the conceptn 'Introvert' and 'Extravert', concepts that we use to this day to characterize people. His motivation theory describes four types that people can fall into. In the image below, these types are shown on an X and Y axis.
Recognition – The manager: the manager is a real entrepreneur. He makes quick and simple decisions and controls his environment. The controller can be perceived as intolerant and dominant.
Profit – The Thinker: The Thinker is analyzing. He makes decisions based on long-term and numerical analysis and is therefore very accurate and objective. However, the thinker can be fussy or indecisive. An example of a thinking could be the financial director.
Secure – The Secure: is a caring person who is focused on relationships with others. A born listener who is looking for clarity and structure. Can be passive or dependent. Civil servants often fall into this profile.
Convenience – The Creative: A creative is a very dynamic and enthusiastic person, a visionary. Can be a bit chaotic and hasty. Salespeople often fall within that profile.
Do you know your customer? Do you know which profile your contacts fall into? In order to properly respond to the wishes of your customers, it is very important to be able to estimate what drives the person and what their motivation is. Jung's theory can be used very well for this. Based on your customer's profile, you can plan out how they will respond to certain situations and how you can best keep them satisfied. The following lessons are important in practice:
During the training Expert in Sales Basics you will learn, among other things, which type a lead or prospect belongs to. Through interactive simulation conversations you gain insight into yourself and others. Learn more about psychology during one of our many sales training.