Many Motivators struggle with organizational and detail issues—they
have an aversion to paperwork and fulfillment issues. They like to start bet-
ter than they like to finish.
Motivators can also be quite whimsical, which leads to making prom-
ises and commitments they easily forget. This can and does lead to many
relational conflicts. Once conflicts arise, Motivators tend to avoid con-
fronting them.
Following is a list of common Motivator relational liabilities.
•Easily bored- Impulsiveness
- Lack of follow-through
- Empty promises and shallow commitments
•Disorganization
•Flattery
•Aversion to confronting conflict - Inappropriate speech/Obnoxious behavior
- Dominating conversations
- Overzealous appetite for attention and recognition
- Persuasive manipulation to achieve objectives
- Lack of discipline and self-restraint
•Taking credit for the work of others
Areas of Improvement
Motivators need to exercise discipline in fulfilling promises, sticking
with projects and tasks, and following through on communication. For
many Motivators, it would be wise to employ assistance with organization
and detail work.
Motivators need to think through their ideas before promoting them.
They need to be careful not to garner credit that should go to another per-
son. Motivators also need to concentrate on getting past image and pro-
jecting more sincerity with people.
READING AND ADJUSTING
In Chapter 18, “Developing Emotional Radar,” I discuss how to read vi-
sual and verbal signals to know exactly which personality we are dealing
with. Before we can adjust our communication to connect with each client’s
32 SELLING WITH EMOTIONAL INTELLIGENCE