people they work with and buy from. They smell weakness like a shark
smells blood. Act the least bit unsure of yourself, and they will be gone in
a flash. It is also quite apparent in Suzanne’s story that Enterprisers want
you to tell your story well and get to the point fast.
Here is an overview of what the Enterpriser personality wants in deal-
ing with others.
I want: •To be in control- Quick results
- The bottom line
I don’t want: •To be taken advantage of
•To be slowed down
You must convince me: • On what your product will do for me - Of your competence
Words that fit the Enterpriser comfort zone:
•Results • Highly competitive- Customized solution • Research
- Innovative • Unique
- Efficient • Expedite
An important word in presenting to an Enterpriser is you. “I want to
know what you think.” “What has been your experience?” Even when Enter-
prisers know that their egos are getting stroked, they still like to hear it.
Enterprisers like those individuals who are “smart enough” to recognize
how brilliant they are.
They want to hear the word results. They want to hear that you will “get
it done.” They like customization. Enterprisers don’t want a boilerplate
plan. Their point of view is, “I have my own specific situation, so customize
it for me.” They like the words innovative, efficient, and highly competitive.
CRITICAL SELLING ADJUSTMENTS
With Analyzers, it is all about facts (see Figure 19.3). Analyzers are a
tough group to sell to because they have a natural aversion to “selling.”
Slow your pace and listen intently when working with an Analyzer. Always
lead with facts, or Analyzer clients will quickly shut you down. And never go
into a meeting with an Analyzer without having a pad of paper and a pen.
Analyzers are impressed to see you taking copious notes while they are talk-
ing. This way you will find out the facts theywant.
170 SELLING WITH EMOTIONAL INTELLIGENCE