TOOLS FOR DEVELOPING A

SUCCESSFUL BUSINESS THAT

LASTS IN TIMES OF CHANGE

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 Research
Potential Customers Internet
◼ Interview Prospects ◼ Research

◼ Develop list of Competition

questions ◼ What is unique about

◼ Interview by phone you?

◼ Surveys ◼ What is your

◼ Summarize
differential?
◼ MGE

2
 Finding a Problem
◼ What do Customers Need?
◼ How Can You Provide it?
◼ How Do You Adapt To Dramatic Changes
◼ MG Conference

3
 Analysis
◼ Your Top Skills ◼ Strengths
◼ What work do you ◼ Weaknesses
like to do? ◼ Opportunities
◼ What Motivates You? ◼ Threats

4
Business Style Preferences*

Communicating in the business

“language” that your customers
understand
*Adapted from Inscape Publishing

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 A Quick Self-Assessment
1. From each group of four words, choose the
word that best describes how you are at
work.
2. Answer quickly without over-analyzing.
3. Count number of “Ds”, “Is”, “Ss”, and “Cs”

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The Four Business Styles

Dominant Driver
Inspiring Influencer
Steady Stable
Competent Cautious

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The Styles Differ In:

Their Characteristics
What they Fear
What they Desire
What they Listen To
What they Respect
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 Dominant Driver Style
Characteristics: Fears:
Goal-Driven Losing control
Being taken
Action-oriented
advantage of
Often Impatient
Healthy Ego
Dependable
Desires:
Results
Control
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 Dominant Driver Style

Listens To: Respects:

Direct Answers Organization
Conciseness
Numbers
Bottom line
Goals & Outcomes focus
“What” Questions Proof

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 Inspiring Influencer Style
Characteristics: Fears:
Personable Rejection
Risk Tolerant Loss of approval
Enthusiastic
Talkative Desires:
Recognition
Often Unstructured
Approval
Needs Freedom

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 Steady Stable Style
Listens To: Respects:
“Listeners” “Rapport-builders”
Encouragers Wit/ People skills
“Spirit of the Law”
Details in Writing Knowledge
Benefits

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 Steady Stable Style
Characteristics: Fears:
Organized Sudden Change
Dependable Loss of Security
Group-oriented Desires:
Agreeable Stability
Reserved Security

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 Steady Stable Style

Listens To: Respects:

Sincerity Rapport-building
Explanations Consensus decisions
Organized
“How” Questions presentations

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 Competent Cautious Style
Characteristics: Fears:
Analytical Violation of standards
Task-oriented Criticism of task
Often introverted
Desires:
Enjoys detail Precision
Information Order
Straightforward

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 Competent Cautious Style

Listens To: Respects:

Supportable facts Knowledge
Pros and Cons Proof
Thoroughness
Specifics
Straight shooting
Straight answers

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 Connecting with Other Styles
Task Oriented People Oriented

Aggressive
Rapid Decisions D I

Non Aggressive
Cautious Decisions S C

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Considering and Responding to
a Customer’s Style

Consider the style of one of your

customers.

How might you adjust your selling

behavior to “communicate in their
language” ?

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