Page 154 - engage workbook

Activity

To explore how you might adapt to different people, consider Joe and Susan and plan your
approach.

Which How you might adapt
Octagon™ to build rapport with
behaviors someone like this

When you meet Joe, there is a lot of
silence in a meeting. He takes time
before answering questions, but
when he does, the answers have
clearly been well thought through.

Joe looks bored when you talk about
a lot of detail and distracted when
you are talking about what your
offering can do for his staff – he
then asks you about the potential
cost savings.

At the end of the meeting Joe asks
you to send him a schedule outlining
the actions you will take.

Susan is always challenging you
but in a way that helps you think
clearly.

However, each time you talk about
how much you can help the company
she responds with a sentence
starting with the word “but”.

When you finally arrived at an
agreement on what she wanted to
buy from you she told you to deal
directly with her subordinate and
said she no longer needed to be
involved.

Susan spends a lot of time talking
about what competitor organizations
are doing.

149 engage-universe.com