Suppliers Learn About Communication Styles, More

FAA supplier members gathered on May 22 at the Hilton Melbourne Beach Oceanfront to hear from a panel of seasoned supplier members and from Eric Shulman with Sandler Training.

The educational sessions were followed by a networking dinner with members of the boards of directors of FAA as well as the Space Coast Apartment Association. 

Unlock the Secrets from Seasoned FAA Supplier Members featured (pictured, from left) James Cornell, Pete Regules, and Kirk Downey, and was moderated by PSC Chair Sabrina D'Ali. The panelists shared stories about how they became involved with their local apartment associations and FAA. They stressed the importance of building relationships as a way to grow business. They also advised finding your passion, whether that’s charitable causes, legislation, or membership, and getting involved in that aspect of your local or state association. It’s easier to stay engaged when you love what you’re doing.

In Tongue Fu, Eric Shulman described different personality types and recommended ways of communicating with each of them. 

• Directors are demanding and want to control; most U.S. presidents have been directors. You may be able to recognize a “director” by his or her “ego wall,” filled with plaques and awards. Directors are most interested and the bottom line, and make quick decisions.
• Influencers are outgoing and people-oriented; they love to talk, and they want to be liked. It’s one thing to be likable, so that your clients like doing business with you. But if you are in sales and your need to be liked outweighs your need to close a deal, you might have difficulty.
• Peacekeepers are reserved and people-oriented. They want what’s good for the whole team, and they like to take their time. It’s important for a salesperson to slow down and listen. Don’t try to make the sale on the first day. Instead, have a conversation about the prospect’s needs.
• Analyzers are all about details. You can recognize them by the neatness of their offices. Whatever you do, don’t move something on their desk. They want more information and data before they make a decision to buy.