need, they will check their watch every 30 seconds and begin extrapolating
the length of your presentation by the pace of your voice and the number
of pages in front of you. At this point, they have mentally checked out of
your presentation.
If you want to sell to an Enterpriser, walk into the room and, instead of
making a presentation, say something like, “Let me give you a brief overview
of what we are talking about.” What this telegraphs to the Enterpriser is, “If
we agree on the fundamentals, we might have something to talk about, and
if we don’t, let’s not waste your time or my time.” They will immediately
voice agreement or disagreement. They may add an addendum to your
overview, but as soon as they buy into your business philosophy, it is down-
hill from there.
Pick up the pace, don’t be a slave to your script, and paint with a broad-
brush stroke (remember to allow them a way to win). You also better be able
to pinpoint when the deal is going to get done and then follow through
quickly. Show them that you mean it.
Another key to establishing your competence with Enterprisers is to
look the part. If you think there is even a chance that you do not project a
look of confidence when you walk into a room, then fake it. Get your chin
up in the air, look directly into people’s eyes, and put some force into your
words. If you don’t, the Enterpriser will look right past you. Enterprisers de-
mand competence.
Inquire about their achievements—it isall about them. Put an Enter-
priser behind the wheel. You should always give Enterprisers the feeling that
they are controlling the whole deal—they’re in charge.
Suzanne B., a sales professional who fits the Enterpriser personality
style, tells the following story about a neighbor who tried to sell her on
some nutritional supplements.
“This neighbor of mine belongs to one of those multilevel mar-
keting things that sells vitamins and such. So, he comes to me and
says he wants to tell me about this opportunity that he’s sure I would
be just great at. He’s a nice guy and everything, but he gave the worst
stumbling, bumbling presentation I have ever witnessed. He goes on
and on and can’t string together a coherent thought process. The
whole time I’m thinking, ‘This guy is so weak! I wouldn’t buy Girl
Scout cookies from him.’ The funny part of it is, his products were
actually something I could probably use, but there was no way I was
going to buy from this bozo!”Suzanne’s comments reveal several key aspects of the Enterpriser per-
sonality. The Enterpriser looks for both competence and confidence in the
Shifting Gears / Four Critical Selling Adjustments 169