Sell by Caring

What would an Interactive’s workspace look like?

Messy and colorful. The i-Style is very busy and has lots of active projects, but doesn’t bother with mundane tasks like organization and cleanliness. They want to attract attention, so they’ll have lots of bright colors and eye-catching décor.

Signs to look for to recognize an i-Style

• Talkative
• Extroverted, often warm and friendly
• Tells stories and goes on tangents
• Charming and friendly
• Laughs a lot
• Colorful dress and office

Be prepared for the i-Style Prospect to:

• Reject you if you sound impersonal or monotone
• Want you to appeal to their emotions
• Not be interested in details
• Be attracted to the shiniest product you have
• Need to feel like they trust you

Keep in mind this style is referred to as interactive and use that as a guideline as you communicate.  They are direct and relationship focused, emphasis on relationship.  Be warm and begin building trust right away.  You and the relationship you build with them are almost as important as the product or service you are proposing.  Be prepared for an i-Style to go off on tangents so you will need to maintain gentle control of the meeting/conversation.  Use similar situation stories in your presentation.  Interactives will be more interested in how others have benefited than a list of specs and features.

Can you see how different approaches work for a D and i-Style?  Using the same approach for these styles will not get you far with one, the other or both!

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