Scenario Three: High AManager and High MSales Professional
Scenario Four: High TClient and High ESales Professional
Scenario Five: High MSales Professional and High AClient
226 SELLING WITH EMOTIONAL INTELLIGENCE
Analyzer Compromises
•Try to be more personal in
approach.
- Understand that processes are
most successful when people
are enthused. - Allow time for a little
socializing.
•Ask for creative input.
Motivator Compromises
- Get help to organize your
ideas before presenting. - Prepare a plan for follow-
through. - Understand the Analyzer’s
need for detail to be
comfortable. - Stay focused (take notes)
when the Analyzer is giving
input.
Togetherness Compromises
- Understand the Enterpriser’s
need for action and results. - Keep a sense of humor
regarding candor.
(Enterprisers can take
some ribbing.)
•Ask for the Enterpriser’s
input, and give a time frame
for a decision.
Enterpriser Compromises
- Be mindful of high T
sensitivity before responding.
•Talk through both options
and consequences with the
Togetherness personality.
•Temper an opinionated tone.
Motivator Compromises
- Don’t express ideas to the
Analyzer that are not well
thought out. - Slow down your presentation
and make a short outline. - Regard pessimism as helpful
troubleshooting rather than
shooting down. - Ask the question, “What will
we need to do to make this
work?” Take notes.
Analyzer Compromises
- Ask the Motivator where you
can get the details you desire.
Don’t expect to get the details
from the high M. - Be prepared to hear big
picture concepts. - Be willing to play around with
ideas. - Make sure your expression is
not communicating negativity
or tension.