and they like to win. They are time-conscious and like to get as much done
as they can in as little time as possible. Consequently, they are quite good at
juggling projects and at multitasking.
Enterprisers are risk takers and agents for change. Their motto is, “If it
isn’t broke, break it. We’ve had it long enough.” Enterprisers tend to be in-
novative thinkers.
Another unique feature of Enterprisers is their ability to thrive under
pressure. Enterprisers excel in pressure-packed situations, whereas such
circumstances bring out tension and chaos in the other personalities. I
often tell audiences that if they are ever in a burning building, they should
follow the Enterprisers out, because they will find the most expeditious
route out of the building. You don’t want to follow the Togetherness indi-
viduals, because they’ll be apologizing to everyone that they aren’t leaving
with. You don’t want to follow the Analyzers, because they’ll be trying to ex-
plain the fire marshal’s code to the letter as well as lining up everybody in
alphabetical order. You definitely don’t want to follow the Motivators, be-
cause they’ll be cooking hotdogs and marshmallows and making signs that
read, “Burn, baby, burn!”
26 SELLING WITH EMOTIONAL INTELLIGENCE
FIGURE 3.2Enterpriser Traits
Strengths:
•Results oriented- Competitive
- Time-conscious
- Candid
- Risk taker
- Thrives on pressure
Challenges:- Impatient with people and processes
•May compromise quality for speed
•Overly individualistic
•Can be abrasive/tactless
•Autocratic tendencies
Self-Improvements- Show more patience with people/processes
•Articulate more encouragement and support - Make sure others see ideas before moving
•Listen - Get help for detail work
- Get others involved
•Treat people with respect