Lecture promoted by ABES teaches how to identify the profile of customers

Edilberto Camalionte presented a tool to understand behavior patterns of four personalities

 
 
“Inside the client's head” was the theme of the lecture presented by the consultant, professor and writer Edilberto Camalionte, partner at Atingire, on August 24th. Promoted by ABES to its members, the event is part of the celebration calendar for its 30 years.
 
The meeting was opened by the president of ABES, Francisco Camargo, who cited everyday examples and highlighted the importance of companies investing a lot in training and methodologies to get to know the customer and maintain the quality of the service provided: “It is very easy to lose a customer. It is difficult to win a customer. Therefore, it is relevant to understand how much it is worth to the company ”, he reinforced.
 

 Francisco Camargo, Edilberto Camalionte and Carlos Sacco

Following, Carlos Alberto Sacco, the entity's marketing director, presented the benefits offered by ABES to its associates, including legal advice, the issuance of certificates, the various information and services available on the ABES Portal, as news that impacts the sector , tenders and bids, bank of vacancies, online catalog of software and services, among others. "This meeting is another initiative of the entity for its associates to discover new tools to improve competitiveness and the administration of companies, implementing increasingly efficient processes", he stressed. Click here to see photos of the event.
 
Inside the customer's head
 
Camalionte opened his presentation, focused on the B2B market, explaining that the objective of being “inside the client's head” is to influence, defining the verb as “the ability to make our point of view considered by other people, leading the other to change his mind or behavior ”, remembering that in B2B there is no impulse purchase. “It is a scheduled and previously calculated purchase. For this reason, it is necessary to be very strategic and have differentials in attendance and in added services ”, he said.
 
“First of all, we must establish a personal connection. People buy from people who work in companies, ”he said, listing four important factors to establish the connection between people: friendliness, listening carefully, valuing what the other likes and adding value to relationships.    
 
For Camalionte, it is essential to know the client's personality. For this, he shared the “Four Territories” methodology, developed by Atingire. From this tool, it is possible to differentiate personalities and interact according to what each profile values. Are they: mind (gray), values objectivity, concrete evidence and quantitative results; yellow sun), creativity, information management, game play and communication; earth (brown), organization, ethics and compliance with standards, effort, details and technical knowledge; heart (red), people and relationships, involvement, dedication, passion, sincerity and empathy. "When you identify the personality type, you start offering the advantage according to the client's profile, more in tune with the way he likes to be treated," he said. Check here presentation.
 

 

Giane Souza, commercial director of CWBA Software, praised the lecture: “The speaker expressed himself very well and transmitted information in a light way, using everyday work situations” he commented.
 
Excited by the presentation, Sanni Joazeiro, Headway's business manager, highlighted the dynamism of the lecture. "I plan to apply the methodology to my team, put the concepts shown in practice, in order to improve the relationships between employees".  

To use the methodology and find out what your personality type is, Atingire offers a test on its website: www.atingire.com/personality.
 
Note the dates of the next lectures that will be promoted by ABES in celebration of its 30th anniversary: 10/19 - Time Management; and 11/09 - Financial Management. Follow on the portal and social networks the dissemination of more information about these events.
 
About the speaker
 
Graduated in Philosophy and Psychology, Camalionte has an MBA in Finance and an extensive career as an executive in the banking sector and international speaker. He is professor-coordinator of the Market Intelligence courses at Fundação Instituto de Administração - FIA / USP and author of 8 books, including Strategic Marketing, Differentiation Strategies and Leadership Academy.