OBSERVABLE BEHAVIORS

How the high-D’s Act:

Buy:  Quick decisions and prefer new and unique products and services  

Change:  Love change

Conflict response:  Fight back

Drive:  Fast, always in a hurry to get somewhere

Decorate an office:  Status conscious, large desk, efficiency

Gesture:  Lot of hand movement when talking, big gestures

Goal Setting:  Sets many goals, usually high risk goals, but doesn’t write them down

Letter writing:  Direct, to the point, results-oriented

Organization:  Efficient but not neat

Read:  Cliff notes, executive book summaries

Risk Factor:  High risk taker

Rules:  Breaks or bends the rules—the end justifies the means

Stand:  Leans forward with one hand in the pocket

Stress Relief:  Physical activity, preferably a game where they can beat somebody

Talk on the phone:  Little chitchat, to the point, results

Talk to others:  Direct, may do other activities while you talk, may interrupt or jump to their next point

Walk:  Fast, always in a hurry to get somewhere

Magazines they may read:  “Fortune” “Forbes” “Money”

Color noticed first:  Green

 

How the high-I’s Act:

Buy:  Quick decision maker, likes showy products, impulse buyer

Change:  May not even notice change

Conflict response:  Flee, run

Drive:  Visual, always looking around, radio on

Decorate an office:  Contemporary, memorabilia of experiences

Gesture:  Lots of big gestures and facial expressions when talking

Goal Setting:  Not good at setting goals, the intent is there but the planning is not

Letter writing:  Long wordy letters, people focus

Organization:  Disorganized, lots of stacks and piles

Read:  Fiction, self-improvement books

Risk Factor:  Moderate risk taker

Rules:  May not be aware of the rules and break them unintentionally

Stand:  Feet spread, both hands in pockets

Stress Relief:  Interaction with people, pep rally

Talk on the phone:  Long conversions, great deal of tone variation in voice

Talk to others:  Very verbal, personal, good talker but poor listener

Walk:  Weaves around, in and out, looking for people, may run into things

Magazines they may read:  “People” “Psychology Today”

Color noticed first:  Red

 

How the high-S’s Act:

Buy:  Slow decision maker, needs time to think it over, prefers traditional products

Change:  Does not like change, needs time to prepare for it

Conflict response:  Uncomfortable, tolerates it but not very well

Drive:  Relaxed pace, no big hurry

Decorate an office:  Family pictures and meaningful little things, “homey” atmosphere

Gesture:  Controlled small gestures with hands

Goal Setting:  Short-term, low risk, has a daily plan or schedule

Letter writing:  Long letters giving lots of information

Organization:  Usually uses some type of system but may be a bit sloppy

Read:  People stories, fiction and nonfiction

Risk Factor:  Low risk taker, very uncomfortable with risk

Rules:  Will usually follow time-tested, proven rules

Stand:  Leans back with one hand in pocket

Stress Relief:  Rest time, sleep, hot bath

Talk on the phone:  Warm conversationalist, friendly and concerned

Talk to others:  Warm, not pushy, listens before talking

Walk:  Steady, easy pace

Magazines they may read:  “Reader’s Digest” “National Geographic”

Color noticed first:  Blue

 

How the high-C’s Act:

Buy:  Slow decision maker, needs time to do the analysis, prefers proven products

Change:  Concerned about the effects of change

Conflict response:  Avoidance

Drive:  Careful, follows the rules, best drivers

Decorate an office:  Graphs, charts, functional

Gesture:  Very reserved, little or no gestures

Goal Setting:  Good at setting safe goals with little risk or reach

Letter writing:  Direct and to the point with appropriate data

Organization:  Everything in its place, perfectly organized

Read:  Nonfiction, technical journals

Risk Factor:  Very low

Rules:  “By the book,” knows and follows the rules

Stand:  Arms folded with one hand on the chin, hands occupied in some manner

Stress Relief:  Alone time

Talk on the phone:  Little chitchat, to the point, short or long depending on data needed

Talk to others:  Direct, questioning, clarifying

Walk:  Straight line

Magazines they may read:  “Consumer Reports”

Color noticed first:  Yellow