Diamond

The sort of person who rounds R600 000 up to the nearest million. He is single-handedly, responsible for his companys success. More Dominant than Easy-Going: More Animated than Self-Controlled Personality

Doesnt like people to be quiet, conservative or unassuming. Has a firm opinion on every subject. Has very high, unrealistic goals. Exaggerates to add emphasis Often generalises and disregards facts. Needs much approval and loves compliments. Creative ideas come easily. Enthusiastic and spontaneous. Persuasive, due to his enthusiasm. Has no concept of time. Always late. Generates and projects confidence. Doesnt like to listen, likes to talk. Attacks the person, not the issue Often interrupts. Wants a broad brush picture, before getting any details, Bounces from one project to another. Thinks quickly, makes decisions impulsively and quickly. Acts on intuition. Joins groups for prestige and personal recognition. Doesnt plan Ego driven Dislikes figure work Great sense of humour Often late for meetings Thinks and talks at the same time Change their minds quickly Has a strong opinions on everything Loves talking, not listening Will sometimes be economical with the truth to get out of trouble Loves an argument Generates enthusiasm Lacks follow-through Doesnt prioritise Over commits Loves arguing

Negotiation with a Diamond

Wants you to be outgoing and gregarious. Get him talking about himself and his interests. Could be a long meeting. Be confident. Easy to sell to because he makes quick, emotional decisions. Get him talking about himself and his goals. Enjoys talking about himself so listen with enthusiasm. Focus on how to make his dreams come true. Be excited about his dreams and ambitions. Discuss his opinions, ideas and dreams, but not facts. Never argue or tell him he is wrong. You will always lose, whatever the facts. Details bore him quickly. He will forget the details, you cover them later. Be entertaining and cheerful. Do not hurry the discussion, they enjoy conversation. They want special attention from Salespeople. The new, different and novel excites this person. Dont be conservative, develop new ideas boldly. Involve other happy clients in your stories. Name-drop. It makes them feel equal to other important people Will buy quickly without a formal proposal. Close hard, but you must follow up with written confirmation quickly. Stroke his ego He loves to do business in a pub, or over lunch. Love receiving sincere compliments Show lots of enthusiasm and attention Get him talking about himself Tell success stories Talk about his dreams and visions. When he has agreed to your solution: Put it in writing immediately. He is likely to change his mind or disagree with the agreed details just ten minutes later. Make a lunch date where you will confirm the details in writing.

Spade
The sort of person who, when you ask him the time... .......will tell you how the watch works More Easy-Going than Dominant. More Self-Controlled than Animated. Personality Has a strong desire to be correct Likes to avoid conflict Polite and diplomatic Cautious Conservative Well planned and organised Proceeds in an orderly manner Precise Attentive to detail Follows established procedures Very reliant on collecting data Doesnt like to be rushed into making a decision Persistent Wants to see things in writing Wants proof Will go to your competitors for bids Needs logical explanations Loves charts and graphs. Tends to be uncommunicative and cool. Doesnt like change. Avoids taking a risk of any kind Often thinks long and carefully, before answering your questions Suspicious of anything that looks too easy Will ask for lots of factual evidence Loves to solve problems He will not allow himself to make a wrong or poor decision Hates confrontation Persistent Perfectionist Stubborn Indecisive Very technical Quietly spoken Dislikes vagueness

Negotiation with a Spade

Be friendly. Be prepared, organised, systematic, exact. Dont try to wing it by thinking on your feet. The meeting could be a l-o-n-g one. Show that you fully understand his problem, before offering a solution. Be very patient. Dont interrupt, they find it very rude. Be careful not to ask him a question and then answer it for him. Sell in a logical, practical manner. Chart the benefits on paper. Give him a lot of information. Show him how your product has been successful and helped others He will want to know that they are not guinea pigs. List the advantages and benefits Dont exaggerate the benefits Be prepared to answer all his questions as he asks them. Show him how to track the results. Provide him with evidence of your claims. Give him guarantees Do not rush his decision-making Take notes during the meeting. It shows that you are listening. Assure them that service will be thorough and excellent He wants you to be technical He will ask you many questions, when he becomes interested Will stall decisions until all facts are in His favourite stall is, Ill think it over Want logical explanations and sales approach Dont interrupt when he is thinking Will follow up on your referrals

When he has agreed to your solution: Dont rush to leave, ask him for some more details. Send a follow-up letter, stating the commitment and the benefits, charts, diagrams and guarantees.

Club
The sort of person whose motto in life is..... ....... Dont Waste My Time! More Dominant than Easy-Going: More Self-Controlled than Animated Personality Is demanding of his staff Doesnt suffer fools Thinks most people are fools Goal orientated and usually a high achiever Has good administrative skills. A self-starter and self-sufficient. Not uncomfortable taking a risk. Likes to move at a fast pace Gets impatient at delays. Controls many things at the same time. Has a tendency to become a workaholic. Fights hard to get his own way. Hates wasting time. He wants results fast Expresses opinion quickly and vocally. Will interrupt you mid-sentence Direct, blunt and straight forward. At times stubborn, impatient and tough. Wants to know - What can you do for me that others cant? Loves a difficult challenge. Prefers the unusual, and adventurous Orientated toward productivity Wants to know bottom line results. Decisive in actions and decisions. Loves making decisions. Does not easily share his personal views and feelings. Cannot delegate Extremely ambitious Completely self confident Critical Suspicious of people Challenging No fun Quickly and easily bored

Negotiation with a Club

Will probably keep you waiting before the meeting. Will try to control the meeting. Get to your point quickly, in a simple and direct manner. Focus on the results he wants to achieve. Keep the relationship businesslike You must be precise, effective and organised. Be firm and confident Have a logical, structured approach. Watch for clues that he is getting restless with your conversation. Be confident and positive. Know your product or service well. Stress why you are different from the others Use facts and proof documents. Don't even dream of telling a little white lie, theyll sense it. Hit quickly and hard because they are impulsive. He will have second thoughts if he doesnt decide quickly. Make him decide at this meeting. Likely to be a short meeting Be proactive Wants you to be efficient, Show him that you have some authority in your company Be on time When he has agreed to your solution: Get out. After the sale, confirm the next actions in a short letter.

Hearts
The sort of person who say yes, but thinks no. Will usually want a second, third, fourth and fifth opinion before deciding More Easy-Going than Dominant: More Animated than Self-Controlled Personality A team person, who always likes to have the opinion of others. They love to be loved People orientated, rather than goal orientated or success orientated Warm. Well organised. Supportive of his team Soft-hearted Dislikes pressure Dislikes conflict Likely to agree with your solution, but will stall on commitment Seldom argues or openly criticises Very security conscious Dislikes change Likes to help others. He will often say what he thinks you want to hear. Wants to work with you on a joint basis. A good listener. Hates making decisions. Will want the team to decide Is very feelings orientated Needs a lot of reassurance and guarantees Has no concept of time. As a salesmen he hates to close a sale or ask for the order Afraid of rejection He gives and expects exceptional service Easily hurt by harsh remarks Patient Holds grudges Cant say no Good counsellor Very friendly approach Dislikes aggressive people

Negotiation with a Heart:

Be more informal and casual. Spend a lot of time building rapport on his personal interests. Suggest, dont tell. Show concern. Give good service. Draw out his personal goals. Show that there is minimal risk. Project that you are interested in him as a person Support his feelings. Be friendly. Talk about his team and his people. Continually be asking, what do you think. How would you do this? Offer personal assurance of support Tell him, Dont worry. I will take full responsibility for the project Find out early on, who else will be involved in the decision making. Get him to agree to your solution, subject to the others approval. Stop him rambling off the subject, but do it carefully. Talk about feelings and people Talk about We rather than You or I. Dont rush him. He will not make the final decision, even if he is CEO. When he has agreed to your solution: Throw a party. You deserve it.

The most important aspect of this is to realise that when we are meeting with someone from a different quadrant, they can easily misinterpret our personality traits. This is why we sometimes find people difficult.

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My strong traits 1 Misinterpretation 2

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How I should approach someone who is in the opposite quadrant from me: Heart Club Spade Diamond Club Heart Diamond Spade ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________ ____________________