1: Dominance – High "D" Style
• Talk in terms of bottom line and achievement.
• Focus on results with quick benefit statements.
• Do the analysis and present solutions for them to approve or reject.
• Give them choices backed with enough data and analysis to make an intelligent decision.
• Make it clear that you will handle the details and deliver end results.
• Agree on goal and boundaries, the support, or get out of their way.
• Let them take the lead, when appropriate, but give them parameters.
2: Influence – High "I" Style
• Interact and participate with them when showing how your products can meet their needs.
• Show that you are interested in them, let them talk and be enthusiastic.
• Illustrate your ideas with stories and emotional descriptions that can relate to their interests.
• Clearly summarize details and direct these toward mutually agreeable objectives and action steps.
• Make suggestions that allow them to increase their prestige, image, or recognition.
• Give them your attention and time.
• Support their feelings when possible.
3: Steadiness – High "S" Style
• Show how you will stabilize, simplify or support procedures and relationships.
• Present new ideas in a non-threatening way.
• Clearly define their roles and goals and include specific expectations of them in your plan.
• Explain why change may be necessary and how long the changes will take.
• Show the appropriate steps to follow.
• Avoid rushing them and offer personal, concrete assurances, when appropriate.
4: Conscientious – High "C" Style
• Provide data to them in writing.
• Base your claims on facts, specifications and data.
• Allow them to think, inquire and check before they make decisions.
• Provide explanations and rationale.
• Tell them the pros and cons and the complete story.
• Follow through and deliver on what you promise.
• Respond formally and politely.