“We walked into a store and asked for a specific type of mat-
tress and what their best price would be. The salesman gave us a
price and assured us that this was the best they could do. I told him
I could get the same mattress across town for $200 less. He said,
‘Don’t leave, let me talk to my manager about this.’ So, he comes
back and tells us that he can now beat their competitor’s price. I
said, ‘No thanks,’ and walked out. I didn’t feel like he was being
sincere with me the first time and that he was going to take us for
an extra $200 if he had the opportunity.”This story typifies the Togetherness approach. This personality style has
its antennae up for honesty, integrity, sincerity, and respect. They are quickly
turned off by those who fail to demonstrate those abilities.
Here is an overview of what the Togetherness personality wants in deal-
ing with others.
I want: •A reliable, stable relationship
I don’t want: •To be coerced or pushed into a decision
(has trouble saying no)
•People to be upset with me (has trouble
when others are not pleased or approving
of them)
You must convince me: •How your product or service will bring sim-
plicity and security into my life.- That you will be there to support me when
I have questions or problems.
Is word choice significant when working with the different personality
types? Absolutely. My organization has conducted research by asking indi-
viduals from each of the personality types to tell us which words made them
feel comfortableor nervous. If our job is to make our clients feel good about
who we are so that they’ll do business with us, we certainly don’t want a ver-
nacular that is going to make them nervous.
The following chart reveals the words that appealed most to the Together-
ness group. If you’re selling to a Togetherness person, make a note of a cou-
ple of these words that will help you, particularly as you open a discussion
with them.
Words that fit the Togetherness personality comfort zone:
•We/let’s • Commitment- Concern • Security
Shifting Gears / Four Critical Selling Adjustments 167