·         Results oriented (task)

·         Wants to close fast

·         Argumentative

·         May try to overpower the person

·         Likes to win

·         May not follow up properly

·         May be unprepared

·         Can handle several customers at once

Extroverted                        Introverted

Friendly = I                     Coorperative = S

Direct = D                       Analytical = C

1=Excellent                  3=Fair

2=Good                        4=Poor

“D” is looking for:  Results

“S” is looking for : Security

·         Give alternatives

·         Make sure you let them win (make sure you win, too)

·         Disagree with facts

·         Enjoy the “combat” (good match)

·         Don’t try to build a friendship

·         Do no dictate to them

·         Move quickly, they decide fast

·         Do not try to overpower them

·         Build trust

·         People focus

·         Give them the facts they need

·         Logical presentation

·         Get “little” agreements

·         Listen carefully

·         Show sincerity in presentation

·         Don’t control or dominate

·         Do not close fast

“I” is looking for: The “Experience”

“C” is looking for: Information

·         Slow down, take time

·         Joke around and have fun

·         Allow them to talk

·         Provide recognition

·         Don’t talk down to them

·         Talk about people

·         Follow up often

·         Do not touch

·         Be patient, slow

·         Use flyers with data

·         Give more info then you’d like

·         Keep control

·         Do not talk personally

·         Do not be pushy