Personalities in Sales

1. Herrmann Brain Dominance Instrument HBDI

3. Better appreciation of diverse thinking styles

4. Discovering your strengths and how to maximize them

5. Enhanced effectiveness as a teacher or presenter

6. Making better career decisions

7. Facilitated learning of new material

8. Solving problems more efficiently

9. Engaging your creativity for productive innovation

10. Embarking on a new career or project AND MOST OF ALL, FIGURING OUT YOUR STYLE AND YOUR PHYSICIAN’S STYLES TO ADAPT APPROACH AND SUCCEED IN SELLING MORE

11. So who is this Homer, I mean, Herrmann guy anyway? Ned Herrmann was a physicist by profession; as well as an accomplished musician, sculptor and artist. In the 1970s, his work as Corporate Manager of Management Education at General Electric offered an opportunity for intensive study of individual and group preferences for certain styles of thinking. A desire to improve the effectiveness of management training led to his creation of a powerful thinking style assessment tool--the Herrmann Brain Dominance Instrument (HBDI). Starting his research with large groups within GE, he expanded it over 20 years through tens of thousands of surveys.

12. The HBDI is based on an understanding of the four-quadrant nature of the human brain. The brain is comprised of left and right hemispheres, but there are also two parts of our thinking brain: the limbic and the cerebral. Each quadrant of the brain is responsible for highly specialized functions and thought processes. Ned Herrmann's Whole Brain model is a metaphor that demonstrated the preferred modes of each quadrant. The HBDI thinking styles assessment is a 120-question survey that provides a visual picture of an individual, team or group's mental preferences. It illustrates the "lens" through which we view life and helps provide a better understanding of how we process information, work, learn and relate to other people in our daily lives.

13. Don’t think with half a brain! Be “whole brained”: incorporate both the analytical/sequential thinking of the left brain and the kinesthetic/holistic thinking of the right brain. Whole brain activities are both intellectual and emotional, cognitive as well as experiential. Things we do well are often naturally whole-brained. The purpose of whole brain training is to increase the number of things we do well by consciously applying techniques that support the whole brain approach to work and life.

14. WHAT? – Rational Self Analizes Qualifies Is logical Is critical Is realistic Like numbers Know about $$$ Knows how things work WHY? – Experimental Self Infers Imagines Speculates Takes risks Is impetuous Brakes rules Likes surprises Is curious / Plays WHO? – Feeling Self Is sensitive to others Likes to teach Touches a lot Is supportive Is expressive Is emotional Talks a lot Feels HOW? – Selfkeeping Self Takes preventive action Establishes procedures Gets things done Is reliable Organizes Is neat Timely Plans

15. WHAT? – Rational Self Gathering Facts Analyzing issues Measuring precisely Logical problem solving Understanding technical elements Critical analysis Working with #’s, data WHY? – Experimental Self Tolerating ambiguity Seeing the big picture Intuitive problem solving Recognizing new possiblities Integrating ideas / concepts Challenging established policies Inventing innovative solutions to problems STRENGTHS OF EACH WHO? – Feeling Self Recognizing interpersonal difficulties Understanding how others feel / emotion Picking up the non-verbal cues Engendering enthusiasm Persuading and conciliating Teaching and sharing HOW? – Selfkeeping Self Approaches problems practically Organizing and keeping track Articulating plans in an orderly way Maintain a standard of consistency Developing detailed plans/ policies

16. WHAT? – Rational Self Excessive “chatter” Appearing illogical content Lack of proof Loack of facts or data to substantiate Overt sharing of personal feelings Not knowing the answer Lack of opport. to challenge Touchy feely approaches WHY? – Experimental Self Repetition Overly structured, predictable events Playing it by the book Narrow focus Lack of lexibility/ Rigid Lack of conceptual framework Too much detail No connect. to other approaches FRUSTRATIONS OF EACH WHO? – Feeling Self Lack of participaton / sharing No eye contact Impersonal approach or examples Dry, unenthusiastic interaction No team or paired exercises Lack of hands-on learning Few opp. for social interaction Low recognition of praise HOW? – Selfkeeping Self Absence of a clear agenda Disorganized Poor sequencing, hopping around Ending late Changing the agenda mid-route Not practical, unpredictable Unclear instructions / Lack of closure Too many ideas at once

17. WHAT? – Rational Self Rational Factual Analytical Convince Keep their eye on the bottom line WHY? – Experimental Self Experimental Visual Unique Conceptualize Keep their eye on the long term BUYING & SELLING STYLES WHO? – Feeling Self Emotional Thoughtful Interpersonal Connect Keep their eye on satisfaction HOW? – Selfkeeping Self Practical Planful Proven Close on the next steps Keep their eye on the details

18. WHAT? – Rational Self Be brief, clear, concise Use direct language; to the point Ariculate in a logical format Use data and fact based charts Be accurate and specific Substantiate / prove position Know your #’s well Plan for challenge or debate WHY? – Experimental Self Think big picture Cluster thinking into chunks Allow for ambiguity Use your imagination Think about future implications Use metaphors and pictures Allow for other perspectives Let people know where headed MOVING TO A LESSER PREFERENCE WHO? – Feeling Self Bo not be direct Establish rapport Apply the personal touch Consider other people Share/ Respect feelings Pay attention to non verbals Socialize before business Be people focused HOW? – Selfkeeping Self Map ideas step by step Be consistent Stay on track Explain in detail Be practical Answer “how” Plan the process Show reduced risk

19. WHAT? – Rational Self Loves to test you Prefers clinicals/ data/ evidence Does not share personal information Does not care what other docs use Direct speaking style/ less inflection Less gestures WHY? – Experimental Self New techn/future goals Early adopter / first on block Where else can I use it? Modern waiting room Minimal details / digresses Flexible time perspective PHYSICIAN STYLES CLUES WHO? – Feeling Self Animated/ contact-oriented Asks who is using it Askes from a pt perspective Shares feelings/ Tells stories Respects your opinions Friendly office environment HOW? – Selfkeeping Self Prefers appts, punctual Asks safety questions Likes algorithms Late adopter / first do no harm Follows routines Predictable

20. WHAT? – Rational Self EXPECTS: Purpose, logic; brief, clear, precise Data, charts, PI / tech. accurate data Sticking to the business APPRECIATES: Critical analysis of clinicals Good debate, facts no fluff Well designed study WHY? – Experimental Self EXPECTS: Overview & “big picture”, ex./visuals Conceptual framework, freedom to rx Connection to office strategy APPRECIATES: Rep going out of way; style Connectn to other approaches Minimal details PHYSICIAN STYLES EXPECTATIONS WHO? – Feeling Self EXPECTS: Personal intros, conversations Engaging, passionate detail, trust Knowing how people feel APPRECIATES: Expressive body language & voice Respect opinions; no hidden agendas Hearing & understanding everyone HOW? – Selfkeeping Self EXPECTS: Week by week drug expect. Track record of safety, ref. & details Alignment with algorithms APPRECIATES: Well prepared rep; organized detail Proof of thoroughness No digressing

21. WHAT? – Rational Self Bottom line/ cut to the chase Will be brief, clear & precise The following data state The validity of the study shows The pros & the cons are This is the logical choice b/c Exact cost is/ cost benefit is The outcomes / results are WHY? – Experimental Self Here is an overview / big picture Visually, let me show you In terms ofyour long term mgmnt Connections to other approaches New way of looking at this Won’t bog you down with the details Easily understandable SELLING PHRASES WHO? – Feeling Self Great to see you The effect on your pt is First, let me cover some business Other doctors have stated Patients will feel Patients will be saying I have informed your staff HOW? – Selfkeeping Self S/E to expect during week 1 The reference is Here is how to avoid any surprises How to titrate is Further info is available I have 3 main points to discuss A reliable, steady, predictable

22. Using HBDI in 4S-ing

23. GOOD LUCK & GOOD SELLING!