Never write a detailed letter to a Motivator. In written correspondence, use
bullet points for the Enterpriser and Motivator personality styles, and use
details for the Togetherness and Analyzer personality styles.
Emphasize the payoff for the Motivator. The Motivator’s antenna is up
for, “What’s my payoff here?” and “How is this going to be good for me...
or make me look good?”
Remember, negativity is a deal killer. Don’t walk into a Motivator’s of-
fice complaining. Don’t exercise your cynicism in front of Motivators. They
want to know that you are a positive person. They want to deal with opti-
mistic people who are going to get the job done—not with people who are
habitually whining and complaining.
Jacqueline T. is a sales professional who fits the Motivator personality
style. She told us the story of how a peer tried to sell her on working for
his firm.
“I was at a point in my career where I felt I needed a change, so
I accepted an invitation for an interview with another firm. What a
total turnoff that was! The guy who interviewed me never smiled or
laughed—he took himself so seriously. He just talked about expec-
tations, guidelines, and the competitive advantage he felt his firm
had. I remember thinking to myself, ‘I wonder if everyone in this
place is as boring as you.’ I couldn’t imagine working for or with
someone who took himself so seriously. I mean, the money would
have been better, but I think I would have hated every minute.”Jacqueline, like other Motivator personalities, has her radar up for friend-
liness, flexibility, and optimism. Motivators are more concerned about peo-
ple than they are about processes. They want to know that they will enjoy and
look forward to working with you. Motivators seem to be looking for positive
energy in others that they can connect with. They want to squeeze all the en-
joyment out of life that they possibly can.
Here is an overview of what the Motivator personality wants in dealing
with others.
I want: •To be noticed
•To have fun
•To persuade and influence others
I don’t want: •To be rejected or ignored
•To get boxed in with detail
You must convince me: • On whom is using your product- On how I can promote it to others
174 SELLING WITH EMOTIONAL INTELLIGENCE