The Motivator Personality
Here are visual clues you will observe with the Motivator personality.- Their demeanor is free-flowing, playful, and animated.
- Their eyes are happy, dancing, and wide open.
- Their face and physical style is warm and energetic.
With the Motivator personality style, life and business are about having
fun and enjoying the process. You will observe a great deal of motion in
their body language. A conversation with Motivators is like dancing—a lot
of lingual moves are going on. From many Motivators’ points of view, work
is just something that gets in the way of having fun. For the Motivator per-
sonality, it is almost like getting a result or signing a contract or making a
deal is just an aside. “Why were we here again?” they might ask, and then
suddenly remember and say, “Oh yeah, let’s do it.”
Here is what you will hear with Motivators. The Motivator’s conversa-
tional flow is flexible and random. It is hilarious to watch Analyzers and
Motivators in a meeting (that is, if you’re not involved). Analyzers deal with
everything in a linear fashion: A, B, C, and thenD. Motivators, on the other
hand, hardly know how to spell linear. Their conversations jump all over the
map. A good talk to Motivators is like a pinball game. Motivators can also
be fidgety because they possess such high energy levels.
Motivators use the power of personality to get things done. They rely on
their charm. Because of that, Analyzers and Motivators can literally hate
each other, especially in the selling process. To better understand the differ-
ence between the two personality styles, remember that they have different
routes to achieve results. Analyzers achieve results through processes; they
define a clear process to get the result—and stick to it. Motivators, on the
other hand, do not believe in processes as much as they believe in the power
of personality to get things done. Motivators know that if they are engaging
and charismatic, they will win people over. So who is right? They both are—
they’ve just got to learn to deal with each other.
Motivators also like to network and ask people-focused questions like,
“Who are you working with?” and “Who do you know?” They also like to
focus on potential and ask questions like, “How big is this thing going to
be?” Because Motivators look and feel great when they’re telling a good
story, you can win them over by giving them a story they can tell to others.
As you can see in Figure 18.5, the Motivator’s vocal pattern is like a
roller coaster—a wide range of ups and downs.
162 SELLING WITH EMOTIONAL INTELLIGENCE