Or rather how NOT to deal with them. Did you know that the worst thing you can do when trying to sell or influence a High D style is to be glib or charming? It’s not that they don’t ever like having fun or flirtations, but if it comes at the wrong time (when they are in “work” mode) they will mostly likely cut you off or down.
When is the right time? When they initiate it. Here’s a story that illustrates “it’s all in the timing”.
I had a new “D” client that I tried to joke with on one of my initial visits. I told him he had too many bottom performers on his sales team because he had “nice-guy syndrome”. He glared at me and told me I was dead wrong and didn't understand the situation. Ooops! I was just kidding around. He didn’t appreciate it.
This same client nowadays will call me at 9am and ask me if I’m still in my pj’s (he knows I work from home and likes to tease me about it). We have a great relationship and we joke a lot – but on his terms!
So now I know and so do you!
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