RULES FOR PLOTTING THE JUMP-START PROFILER:

• The profiler is a “Starting Point.”  It’s only purpose is to get you started in the right direction.  Remember, there are no numbers on the graph lines so there is no “correct” spot to plot the behavior you are reading.  To get a graph that is easy to read, plot the high point in or near the top quadrant of the profiler and the low point in the bottom quadrant.  Then plot the points in the middle relative to the top and bottom points.  This separation will make it easier for you to read specific behaviors.

• If you are anywhere close to the ballpark, if you are just in the general area for what the person’s behavioral characteristics are, you will be able to formulate a strategy or a plan for building a business relationship with that person.

WHAT WILL THE JUMP-START PROFILER TELL YOU:

1. Look at the position of the D factor:  Decision Making

The position of the D factor will give you a good idea of how quickly the person can make a decision.  The higher the D the more they become the natural decision maker.  The high D is very impatient and doesn’t have time for the details.  The high D is driven to make things happen now.  

1. Look at the position of the I factor:  Enthusiasm and Optimism

The position of the I factor will tell you how readily the person will talk to you.  The high I will start talking to you as soon as you establish eye contact.  Get them started talking about your idea and they will actually sell themselves.  They can also make quick decisions but most of the time the decision will be based on how they feel about you as well as your idea.

1. Look at the position of the S factor:  Relationship and Process

The position of the S factor will tell you how important the relationship is to them and how important process and procedure is.  The higher the S, the more important you are in the relationship.  The high S hates risk, and really struggles with decisions involving “new” ideas.  The high S needs a relationship, process and procedure, safety, and time to think it over.

1. Look at the position of the C factor:  Facts and Data, Analysis

The higher the C the more important the facts and data will be.  The higher the C the more important their “space” will be, don’t invade it by sitting close or pressing for that firm handshake.  The higher the C the more important it will be for them to do the analysis before making a decision.  Always send them the information ahead of time and let them do the analysis on their time.  

GENERAL IDEAS FROM THE JUMP-START PROFILER:

• Generally speaking, the D’s and I’s are quick decision makers.  They don’t have time for a lot of details so hit the high points (2 or 3 at the most) and ask for the order.  Risk doesn’t bother them.  Every opportunity comes with a little risk.   

• Generally speaking, the S’s and C’s hate risk.  They will appreciate anything you can do to eliminate or reduce risk.  Also, they have difficulty making decisions so always keep the decision a simple “yes or no.”  They are uncomfortable with anything “new,” preferring the traditional time-tested products and services.  

What to sell and how:

High D:  You can sell the D almost anything if you can convince them that it will save them time and/or improve their results.  Always give them 2 or 3 alternatives, they love making decisions.

High I:  You can sell the I almost anything if it’s new, special, unique, and exciting.  They are very visual people so visualize with them.  Colorful charts and graphs get their attention.  But personal attention is what they live for.

High S:  Sell yourself first, last, and always.  It’s all about the relationship.  They find safety in a process so give them one.  They have to have time to think it over so don’t ask for the order.  Ask them to think over and you will call them on Thursday to see what they think, (and then ask for the order).

High C:  The numbers have to add up first.  They find safety in the analysis so don’t ask for the order.  Give them the facts to study and encourage them to do the analysis and you will call on Monday to see what they think, (and ask for the order then).

HAVE YOURSELF A GREAT DAY!

Ron Keese