Page 137 - ConvinceThemFlip

feed the personality
90-Second Summary
The business chameleon adapts to and feeds the person-
ality types of his customers and colleagues.
Personality Types
There are four basic personalities that businesses are
always on the lookout for: dreamers, to come up with
ideas; analyzers, to make sure the ideas will work; per-
suaders, to get the ideas appreciated; and controllers, to
make sure things get done. Most people have a combina-
tion of these talents, but one usually dominates. Here’s
how to connect:
• Dreamer. Give her room and stimulus to dream.
Respect her personal space. Talk in options.
• Analyst. Pay attention to detail, be well organized, and
stick to the facts.
• Persuader. Respond to him with enthusiasm and
appreciate his spontaneity. Put details down on paper.
• Controller. Give her options and alternatives (then
try to steer her toward the outcome you want).
Acknowledge her qualities and don’t waste her time.
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