- Self-justifying
- Propensity for criticizing and judging
•Tension and loss of composure under pressure - Intellectual arrogance
•Values processes over people - Impersonal approach/appearance
Areas of Improvement
The greatest need for Analyzers is to increase their flexibility—both
with processes and with people. It is important to open up to new ideas and
new ways of doing things and not to panic when people or processes go off
the linear track. Many Analyzers need to work on their stress management
skills, because they tend to become quite tense and frustrated when mat-
ters exit the realm of predictability.
Analyzers often need to improve their people skills as well. They need
to remember that it is OK to smile, laugh, and show some enthusiasm. They
should work at restraining their judgment, accepting people as they are,
and displaying more warmth and affection.
THE MOTIVATOR PERSONALITY
Strengths
This personality style (see Figure 3.4) is quite common in the realm of
sales. Motivators are energy oriented. Because Motivators are social creatures
by nature, they like to deal with people who are fun-loving, flexible, and
friendly. They like to take a playful and random approach to life and projects.
Motivators enjoy conversing, mixing with people, persuading others,
and inspiring others toward their goals. They are naturally gifted at build-
ing excitement and enthusiasm. Motivators have a spontaneous nature and
have an easy time making changes in midstream. Motivators also like a lot
of variety and are easily bored with monotonous tasks.
Motivators are optimistic by nature and tend to see the possibilities
more than the obstacles in every situation. Because Motivators tend to have
their radar tuned to positive energy in others, they are quickly repelled by
criticism, skepticism, and cynicism. Motivators like to keep energy levels up.
Because they are naturally charismatic, articulate, and charming in their ap-
proach, their emotional radar is tuned to friendliness and flexibility.
30 SELLING WITH EMOTIONAL INTELLIGENCE