READING THE HIGH D

It’s easy to tell a high D, you just can’t tell them much.  The high D is probably the easiest behavioral style to read.  It really jumps out at you.  The high D or Dominant Director is 18% of the population, part of the 46% we call extroverts.  They are job or task-oriented and always like to take the direct approach.  They are impatient and prefer almost anything right now to the right thing later on.  They are always looking for efficiency and results.  Anger is a driving force for them and they tend to have a very short fuse.  They love new and unique products and make the buying decision very quickly.  They are decision makers and have an inherent need to direct.  Tip:  Always give the high D an alternative so they can make a decision.  You don’t care if we do A or B, either way you get the business and the D loves making the decision.  The Dominant Director loves change.  Their approach is “Try it, see if it will work.”  Their immediate response in a conflict situation is to fight back.  

The high D drives fast and walks fast.  They are always in a hurry to get somewhere.  The vacation doesn’t start until we get there.  So they have a hard time relaxing and enjoying the trip.  The trip is something that has to get done before the vacation can start.  The best stress relief for the high D is physical activity, preferably some kind of competition where they can beat somebody at something.

Efficiency is important in their office.  They like to have everything they use regularly to be within hands reach.  They fill their office with power symbols, oversize desk and chair.  They are very much status conscious so any award that displays their power or prestige will be exhibited.  They are efficient in their organization, not neat.  They tend to be involved in a lot of things at one time so they have a little information about each project on their desk.  It may look somewhat cluttered but they know where everything is.  They set many goals, usually high-risk goals but they don’t like writing them down.  They may not break the rules but they test them.  They believe the end justifies the means.  

They don’t have time to read books so they read Cliff notes or executive book summaries.  They like to read “Fortune” “Forbes” or “Money” magazine.  They tend to notice green before any other color.  When they stand still to talk to someone they will usually lean into the person and put one hand in their pocket.

ON THE PHONE:  They don’t care much for chitchat.  They like to get right to the point, always focused on results.  They are blunt, fast-paced, and they tell you what they want.  They don’t have time for the details so just tell them “what and when” and ask for the order.  You will never ask the high D for the order too soon.  Tip:  Just hit the high points and then ask for the order.  

We have a relationship with the high D by not having a relationship.  Tip:  You have a good chance to do business with the high D if you can save him or her time or improve their results.  When you call them with an idea, have your thoughts in logical, easy to follow order and give them an alternative.  Their fear in life is not being in control and being taken advantage of.  If they are making the decision you have turned this stumbling block into a stepping-stone.  Dominant Directors aren’t typically loyal to people.  They are very loyal to results.

When you are working with a high D, expect them to be blunt and aggressive.  Expect them to hit you the ball every now and then.  When they do, hit it back.  They love the contest and the competition.

MAKE YOURSELF A GREAT DAY!

Ron Keese