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