Sell by Caring

We’ve gone over the GRID and the basics of direct and indirect as well as task or relationship focused.  Now I’ll drill down into some details for each behavioral style to help you identify them.

Let’s start with a Director, High D’s workspace.

A D-Style’s desk would be loaded with papers and folders, yet strictly organized and carefully planned out. They would have decorations that carry messages about victory and achieving goals. Any merits or awards this person has earned will be prominently displayed.

Look for these signs to identify a D-Style.

• Often in a huge hurry
• They talk fast
• Get right to the point
• Take charge of meetings
• Establish their own rules
• Extroverted

Be prepared for the D-Style Prospect to:

• Demand the facts right away
• Seem impatient and annoyed
• Prefer a quick, straight-to-the-point approach
• Want to speak to the person with final authority
• Want to know how they can benefit

Keep in mind this style is direct and task focused.  Don’t take things personally but be on your toes, act professionally and know your facts.  They will want to be in charge of the meeting so let them feel they are.  Be prepared and know what your goal is for the meeting so you can keep things focused.

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