- Sensitivity • Step by step
•Teamwork • Long term
The word weis particularly significant to the Togetherness personality.
When you use Iwith them, their response is typically to assume that you are
ego driven. If you say youtoo much, they may feel like you are putting too
much pressure on them. Weis also very important to the Togetherness per-
sonality, because it connotes partnership and collaboration. And, remem-
ber, if you’re an Enterpriser, the Togetherness personality style is most likely
your villain role, so it will be even more important for you to start using
these words.
CRITICAL SELLING ADJUSTMENTS
Time Is of the Essence
The magic bullets for dealing with Enterprisers (see Figure 19.2) are
speed and efficiency. Enterprisers want to know ahead of time how much
of their time you want. To win their undivided attention, tell them up front,
“I need ten minutes of your time,” and then stick to it—unless theyprolong
the conversation. If you do not tell them up front how much time you
168 SELLING WITH EMOTIONAL INTELLIGENCE
FIGURE 19.2Shifting into E:The Enterpriser Personality
- Don’t talk about your company before you ask what they want
(concisely). - Uncover their top concern/priority.
- Stress bottom-line benefits.
- Establish context up front. Start with the end result and work
back. - Don’t waste time with small talk.
•Paint a broad-brush stroke. Enterprisers will make decisions
with a small amount of information. - Ask for their opinion and affirm it without sounding like you are pandering.
- Do not persuade Enterprisers with long stories or with overly enthusiastic presentations.
They see this as contrived and phony. - Prepare for a quick decision based on facts.
- Allow them a way to win.
- Give options and possibilities and let them decide.
- Don’t contradict unless you have information and the confidence to back it up.
- Appeal to the ego.
- Allow them to talk themselves out of a position rather than to be talked out of it.