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What Motivates D Style?

  • Results, challenges and action

How does the D Style display feelings?

  • Control, however can be detached
  • Tends not to value feelings
  • Hot-tempered under pressure

How does the D Style interact?

  • One-way, they’re not usually good listeners
  • Tell other how it should be done
  • Not good at explaining

What about the person? The D style is:

  • Professional
  • Logical
  • Dynamic
  • Forceful
  • Overbearing
  • Impatient
  • Insensitive

They require a challenge, is not threatened by change, revels in competition, decides quickly, and has no time for non-achievers, incompetence or inefficiency. They have a strong, open body language and wear bold colours, such as Black and Navy. They have expensive tastes.

They are generally business owners or executives, successful sales people or leaders.

How do you sell a D Style?

  • Stick to the big picture and ask about their goals
  • Ask lots of relevant questions
  • Create competition
  • Show exactly how it can help them achieve their goals
  • Avoid the ‘fluff’
  • Compliment but don’t exaggerate or flatter
  • Never talk down or patronise
  • Never tell them what to do
  • Never tell them what they know
  • The sale MUST be their decision


What Motivates I Style?

  • Recognition, approval and visibility

How does the I Style display feelings?

  • They are emotional and optimistic
  • Readily express their own feelings
  • Respond to other’s feelings

How does the I Style interact?

  • They talk
  • Love to verbalise

What about the person? The I style is:

  • Zany
  • Artistic
  • Imaginative
  • Enthusiastic
  • Entertaining
  • Creative
  • Dramatic
  • Sarcastic
  • Fun –loving
  • Showy & spontaneous
  • Requires constant changes
  • Regular praising
  • Needs more than one thing happening at a time
  • Usually late for appointments and is disorganised

How do you sell an I Style?

  • Have fun
  • Be entertaining
  • Be passionate
  • Be social
  • Compliment them on everything
  • Talk about ‘them’
  • Ask lots of questions and allow them to talk
  • Speak a little faster, higher pitch and with animation


What Motivates S Style?

  • Relationships and appreciation

How does the S Style display feelings?

  • They are emotionally warm people
  • Generally have a strong circle of friends who they relate to

How does the S Style interact?

  • Tend not to initiate relationships
  • Good listener
  • They ask ‘how’ and who’ questions

What about the person? The S style is:

  • Quiet
  • Shy
  • Steady
  • Submissive
  • Speaks softly and slowly
  • Internalize pain
  • Hate to stand out in the crowd
  • Puts others first
  • Great listeners
  • Very sensitive and unselfish
  • Predominantly pessimistic
  • Early for appointments, very rarely late
  • Is loyal, patient, secretive and comforting

How do you sell a S Style?

  • Be early
  • Be honest, kind and genuine
  • Focus on safety and security
  • Talk a little softer and slower
    Ask more rapport building questions
  • Give more of yourself, they want to hear about you
  • Don’t push


What Motivates C Style?

  • Being right, quality

How does the C Style display feelings?

  • Through control, however cautious
  • Does not say or reveal much

How does the C Style interact?

  • Good listener
  • Ask ‘what’ and ‘why’ questions

What about the person? The C style is:

  • Quiet
  • Controlled
  • Deep thinkers
  • Analyse, study and research ‘everything’
  • Exact and precise
  • Accurate and scientific
  • Computerized and robotic
  • Cold and intolerant
  • Punctual and organised
  • Unresponsive and insensitive
  • Systemised

How do you sell an C Style?

  • Be on time
  • Be more serious
  • Speak softly, don’t let your body language be over the top
  • Humour needs to be witty, quick and clever
  • No flattery
  • Have proof of success of your product or service
  • Provide written research, stats or data
  • Listen very carefully and don’t repeat yourself