Thought for the day:

Tomorrow is that mystical land where 99% of all human productivity, motivation, and achievement is stored.

The High-D—Dominant Director will be direct and decisive, a risk taker with the focus on the results and the bottom-line and he/she will have a sense of urgency about everything they do.  You can expect them speak in short statements, try to control the situation and give you direct eye contact.

The best way to work with them is to be fast-paced and to the point.  Limit the small talk and keep details to a minimum.  Focus on the results and be authoritative.  And above all else give them some options to encourage them to do the thing they love to do—make a decision.  Never flood them with details or make decisions for them. 

The best approach is always to hit the high points and ask for the order.

The High-I—Influencer will be friendly, sociable, and talkative.  He or she will tend to be the eternal optimist, fast-paced, people oriented, and enthusiastic.  They are very “visual” people who like to dream and express their opinions.  They love “new and improved.”

The best way to work with them is to always open the conversation with “how’s it going?”  They love to talk and their favorite subject is themselves.  Be friendly and focus on them and the benefits to them.  Limit the amount of facts and data in the conversation.  Never ever for any reason use the word “problem” with them.  That word is just too negative for them to work with.  Don’t get down to business to fast and never ignore them socially.

The best approach is to show them how you can help them achieve their dreams.

The High-S—Steady Relater will speak softly, be attentive and paced.  He or she will be process oriented, uncomfortable with change, and even fear risk.  They will be more comfortable asking questions than telling you things and security and safety will be important to them.

The best way to work with them is to speak in a slow, paced manner, offering reassurances at every opportunity.  They love being part of the team so say “we” every chance you get.  Find out what they have done in the past that worked out well for them and then show them how your product is the “same only better.”  Never rush them into a decision.  Don’t overload them and keep decisions a simple “yes” or “no.”

The best approach is to focus on safety and security, ask them to think it over for a couple days, and then meet with them again to get their decision (remember—it is always “yes” or “no”)

The High-C—Compliant or Calculating will want to know the “how” and the “why” of what we are doing.  He or she will be facts and data oriented.  In the beginning you can expect them to be reserved and somewhat evasive.  They will be quality conscious and perfection is always the goal.  They will be task oriented but handling the process or the system will always be easier than handling the people.

The best way to work with them is to cover them up with the facts and data.  Limit the small talk and stress quality and standards.  Speak in a paced, thoughtful way, and avoid or limit risk as much as possible.  Decision making is difficult for them, so always make the decision a simple “yes” or “no” and never try to force a quick decision.  The default decision for them is always “no.”  Stick to business and never ask personal questions unless they invite you in.

The best approach is to send them all the facts and data 3 or 4 days before the meeting so they can do all of their analysis on their own time.      

Remember, at Keese Consulting our future is invested in your success.

Make yourself a great day!

Ron Keese