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4 Cards in this Set
- Front
- Back
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Togetherness personality
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Has great need for step-by-step breakdown and for affirmation.Looks for sincerity,consistency and commitment.
1.Use inclusive language like "OUR plan will be..","We view this as a long term relationship", "Let me break our strategy down into these four steps" 2.Slow the pace, don't rush. |
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The Enterpriser personality
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Results oriented. Is take-charge, confrontational, candid, and competetive
1."I'm already two pages ahead of you" 2. Ask their opinion first and offers mine later. 3.Show the big picture right away. 4. Don't tell them what to do unless asked. |
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The analyzer personality
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Rational personality that demands detail. Have high standards of themselves and others. OFten skeptical and pessimistic in their thinking. Do not like being pushed or hurried. They ask "what,whay and how" questions
1.Don't expect to make big decisions with small amounts of detial. 2.SLOW down the pace 3. Don't say I know you will like this. 4. Don't try to convince with emotion,schmoozing 5.Be studious, prepared and organized 6.Give equal explanation to risks and rewards |
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The motivator personality
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Impulsive and emotional and do not like detail. Persuaded by dialogue, fellowship, haveing a good time, and sense that you are a good Joe. Don't want to be bogged down with detail. Ask questions like, "who in my circle do you know, who runs this fund you are talking about"
1.Provide a relaxed and casual atmosphere 2.Take time to chew the fat and get to know them 3.Provide a plan that supports clients dreams |
