When individuals of the Togetherness personality walk into the room,
their receivers are tuned for feelingsand respect.Their main concerns are
sensitivity—how something is going to play out to other people and the de-
gree of respect you demonstrate.
An Enterpriser’s receiver is tuned for resultsand competency.“Are you
going to help me get results?” “Are you competent enough to get the job
done?”
If you are working with Analyzers, their receivers are tuned towards ac-
curacyand predictability. “Is this going to be right?” “Can I count on you to
follow through in a predictable fashion?”
The Motivator’s receiver looks for friendlinessand energy. “Are you going
to be easy or difficult to work with?” “How much energy can you bring to
the table?” “How positive a person are you?”
RECOGNITION TOOLS
Ultimately, the goal is for you to make these radar observations intu-
itively. You want to be able to walk up to anyone, enter into a conversation,
observe the way they talk, observe the way they look, make mental notes,
and start adjusting your communication to connect with their core per-
sonalities. As a ramp to this automatic and intuitive skill level, I’ve designed
a tool called the Client Conversation Profile. You can use this profile to
gauge a prospective client’s personality style. After a conversation with a
client on the phone or in person, fill out the profile based on that conver-
sation, and you’ll have a strong indication of what that individual’s person-
ality likes and dislikes are.
Take a moment right now and think of a client with whom you are try-
ing to build a relationship. Think about the last conversation you had with
this individual, and then go ahead and fill out the Client Conversation
Profile in Figure 18.1. When you’re finished, tally up the letters the same
way you would on a TEAM Dynamics personality quiz. Tally up the number
of Ts, Es, As, and Ms. The totals will give you an indication of their leading
and villain roles.
The Client Conversation Profile is a quick and easy way for you to start
assessing the personality style that drives each client. The reason this as-
sessment works so well is because personality is “automatic.” By this, I mean
that personality inclinations are blueprinted in the DNA of our psyche.
Our personality style is animated by our eyes, demeanor, faces, vocal pat-
terns/pace, and conversation—as well as the style of questions we ask. Our
core personality simply sends automatic signals through our mannerisms.
156 SELLING WITH EMOTIONAL INTELLIGENCE