Page 126 - ConvinceThemFlip

convince them in 90 seconds or less
An analyst’s strengths come from being detail-oriented
and a critical thinker. She is a precise problem solver with a
strong drive to get the job done right. To connect with her
at work, pay attention to detail, be well organized, and stick
to the facts.
A persuader draws his strengths from outgoing
optimism and by being an entertaining, persuasive com-
municator. He longs for appreciation. To connect with
him at work, make him the center of attention, respond to
him with enthusiasm, and appreciate his spontaneity. Put
details down on paper, or chances are he’ll lose his way.
A controller is fearlessly competitive, results-oriented,
direct, and self-confident. She’s driven by an overriding
desire to get the job done. To connect with her at work,
give her options and alternatives. Bury what you want
among the options and focus on it. Let her know that you
understand and appreciate what she does best, and above
all don’t waste her time.
There’s a downside to each of these types as well.
A dreamer without dreams can become a flake. An analyst
without a meaty project can easily turn into a complainer.
A persuader who can’t persuade becomes a bore. A con-
troller who can’t control anymore can become a despot. To
be effective, each of these types must be aware not only of
their strengths but of their weaknesses as well. When they
are—and can find a partner who can make up for their
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