Keep your distance • Sit across from • Firm posture • Direct eye contact • Little or no gestures
TONE OF VOICE
Controlled direct • Thoughtful, precise • Little modulations • Slow pace
ENERGIZERS
Information • Quality Standards • Compliance to rules • Analysis, research
DISSATISFIERS
Personal criticism • Moving too fast • Decisions without data • Irrational feelings/emotions
WORDS TO USE
Here are the facts • The data shows • Proven • Take your time, no risk • Analyze • Guarantees
DO’S
Prepare your case • Approach in straightforward way • Provide policies/rules to follow • Give time for decisions • Be conservative, don’t over promise • Help them do things "right" • Be fair and consistent • Prove with facts • Loyalty • Build credibility
DON’TS
Don’t be disorganized • Don’t be casual, informal or personal • Don’t change topics too rapidly • Don’t over promise
Security • Team Harmony • Opportunity to serve • Being valued and listened to
DISSATISFIERS
Loss of Security • Lack of closure • Surprises • No "home" base
WORDS TO USE
Step-by-step • Help me out • Guarantee, promise • Think about it, take your time • How can I help?
DO’S
Start with personal connection • Listen • Present your point logically, non-threateningly • Look for hurt feelings • Provide information • Be patient • Allow time to think/make decisions • Show interest in them as a person
DON’TS
Don’t force a quick response • Don’t interrupt • Don’t push them or be too aggressive • Don’t ignore their opinions and ideas
Get close • Sit next to • Smile, relax, have fun • Friendly eye contact • Expressive gestures
TONE OF VOICE
Enthusiastic • Modulations • Persuasive • Colorful • Fast pace
ENERGIZERS
People interactions • Social recognition • Inspiration • Involvement
DISSATISFIERS
Social rejection • Skepticism • Negativity
WORDS TO USE
Fun • I feel • Socialize, recognition • Exciting • Picture this • People
DO’S
Support their dreams • Talk about people and their goals • Ask for their opinion • Provide ideas for implementing actions • Make them feel special • Allow time for socializing
DON’TS
Don’t be cold or impersonal • Don’t focus on too many details • Don’t exclude or ignore
