YOU ARE PRIMARY "INFLUENCE" AND SECONDARY "DOMINANCE"
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:
- 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 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:
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