and pay close attention when they talk. If you don’t pay close attention
when individuals of the Togetherness style are talking, you turn them off
right away. If you are distracted while they are speaking, you may have jeop-
ardized the whole deal. If you’re a multitasker—Enterpriser—or have “pro-
fessional level ADD” (Attention Deficit Disorder)—Motivator—be careful
not to offend this personality.
Demonstrate the concern you have for your other clients. The stories
you tell should illustrate this concern. Remember to use statements of com-
mitment. And remember to ask how they feel about your product.
Close with specific steps and time frames. Do not paint your close with
a broad-brush stroke; paint it with specifics. “So what we’re going to do is
this: one, two, and three, and then the time frame for number one will be
this, and the time frame for number two will be this... .”
Do not force a buying decision. One of the things members of the
Togetherness personality have told us is that they will let you know when
they’re ready to be closed. They lean forward, start nodding, and say some-
thing to let you know that they are ready for you to hold their hand through
the process. If you try to close them before all their issues are dealt with, it
is not going to work. One of the problems with the Togetherness style is
their inability to say no, so they will say yes but not mean it. That will cause
endless frustration for both seller and pseudobuyer.
Brent S., an account executive who fits the Togetherness personality
style, tells about going shopping for a mattress and how the salesperson
pushed all the wrong buttons with his personality.
166 SELLING WITH EMOTIONAL INTELLIGENCE
FIGURE 19.1Shifting into T:The Togetherness Personality
- Demonstrate respect by paying close attention when they talk.
- Demonstrate sincerity. They want to like you before they work
with you. - Demonstrate a concern and caring for people.
- Go slowly. Wait until they trust you.
- Ask about their feelings regarding your product or services and
its applicability. - Do not force them into a buying decision. Avoid pressure tactics.
•Tread lightly because it is easy to offend the Togetherness personality. - Allow them time to think things through.
- Refer to your satisfied clients.
- Use statements of commitment and seek a commitment.
- Identify specific steps and time frames.