Directors Move Fast
Directors make quick decisions and give you only a small window of access. They want a few facts and a clear bottom line. A high percentage of CEOs fall into this category, so be ready to lead with results and not lengthy explanations.
Compliants Want the Details
Compliant personalities measure every decision against a set of internal or external rules and they examine facts carefully. Engineers, accountants and doctors often fit this style, so come prepared with real data and documentation.
Influencers Respond to Energy
Influencers are outgoing, persuasive and fast-paced, often with a short attention span. Many CEOs and sales managers share this style. Keep your pitch lively and let their enthusiasm carry the conversation forward.
Steadies Value Consensus
Steady personalities are friendly, thrive on agreement and are usually uncomfortable making fast decisions. Their biggest concern is how a change affects the people around them, so give them time and reassurance rather than pressure.
Final Thoughts
Matching your approach to each prospect's personality style makes your message far easier for them to accept. Spend your next few meetings simply observing which style each prospect fits before you try to close anything. Small adjustments to your pace and tone can make a surprisingly big difference in how a proposal is received.
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