11. PERSONAL
Adapted: How I behave
when I'm with others
and have to change my
pattern to reduce
conflict.
ADAPTED
How I behave when I'm
with others and have to
change my pattern to
reduce conflict.
12. In sales get the customer
talking more than you with
open ended questions.
13. How to handle a High D
• It's a bit difficult
• They want to run the show
• If you butt heads it could be
the end
14. How to handle High S's and C's
(indirect and slower-paced)
• Information-driven (C more so)
• The S likes to get others involved while
the C may make the decision on their
own
• Go in prepared
• Understand their needs
• Give them options
• Give them data and documentation
15. • The "Cs" want to sleep on it
• Clarify with them "Do you have all the
information you need to make a decision?"
• Have an agenda and cover it with them up
front
• Don't wing it
• Admit when you don't know
16. Task-oriented: D & C
• C's are slower and like
data more
• D's are risk takers
• C's want all the options
• D's want a couple of
options
17. S vs C
• Both procastinate
• S's procrastinate getting
started
• C's procrastinate
finishing