Listen also for the voice patterns of your clients. If you were to segre-
gate people by personality, audiotape their conversations, and then watch
an audiometer, you would be able to see patterns that correspond with
each personality style. The Togetherness pattern, as illustrated in Figure
18.2, is slow and steady, like gently rolling waves—never too demonstrative,
and neither too high or too low.
The Enterpriser Personality
With the Enterpriser personality, their confidence level comes through
loud and clear. In the business world, Enterprisers are the ones doing a
great deal of the controlling. For a great rule of thumb to win over the
Enterpriser personality, I will paraphrase Mark Twain’s quote about public
speaking: “You have to walk the fine line between flattering and abusing
your audience.”
Enterprisers have little or no respect for people who tell them what
they think they want to hear. On the other hand, there needs to be some
flattery, because Enterprisers tend to believe they are God’s gift to the world—
there is no shortage of ego with this personality. Yet Enterprisers respect
those who have earned the power to abuse them now and then. But do not
make the mistake of abusing Enterprisers too early in the process.
The visual clues Enterprisers will give you are as follows.
- Their carriage demonstrates confidence and control.
- Their eyes are laser-direct and busy.
- They will often smirk and hold their head high.
- Their chin will be uplifted.
Developing Emotional Radar / The Powers of Observation 159FIGURE 18.2Conversational Clues: The Togetherness Personality
Voice Pitch: Gently rolling waves