trated and unhappy when they are not in control. Individualistic in nature,
Enterprisers live by the creed, “If you want to get something done, do it
yourself.” They like to get to the point and expedite results.
The Analyzer Axis—Accuracy
Analyzers desire precision and accuracy in all they do. They like a lin-
ear and predictable process and want to see compliance with process. Their
desire for accuracy leads to an intense desire to do things right.
The Motivator Axis—Energy
Motivators gravitate to where the fun and joy of life exists. They take a
more random, less predictable approach to life and have great amounts of
energy to burn. They love to be on the go, enjoy action, and like to be
around people who exude positive energy.
DEFINITION OF ROLES
There is a proper and an improper way to interpret your own or an-
other’s personality profile. The improper way to interpret a profile is to
look at the highest letter (in this case, T) and assume that the Togetherness
profile description comprehensively defines the individual in question.
This sort of interpretation, while indicative of a personality tendency, can
oversimplify the individual’s personality.
The proper approach for interpretation (see Figure 2.3) is to look
closely at the top letter (leading role), the second letter (supporting role),
and the bottom letter (the villain role).
While some people will have just one definitive role (see sample), a ma-
jority of people will have two roles that stand apart. The most common com-
binations for leading and supporting roles are A–T(Analyzer–Togetherness),
E–M (Enterpriser–Motivator), T–M(Togetherness–Motivator), and E–A
(Enterpriser–Analyzer). See Figure 2.4.
The more uncommon combinations for leading and supporting roles
are E–Tand M–A,which is the rarest combination. More information on
the dynamics of these combinations is covered in our section on sample
patterns. Following are definitions of the leading, supporting, and villain
roles that will help you to understand your own personality pattern and the
patterns of your clients, employees, and coworkers.
16 SELLING WITH EMOTIONAL INTELLIGENCE