D - Dominant - Direct - Decisive want a challenge… need control… like choicesI – Inspiring – Influential - Intelligent want recognition… love to have fun… need approvalS - Supportive – Steady – Sensitive want to be appreciated… value securityC – Cautious – Contemplative – Competent like definitive answers.. looks for excellence.. looks for value very loyal

When you learn how to recognize the four primary personality

styles you can develop the ability to connect with others so they

are open and engaged.

O To Sponsor D’sGive short presentation Be an excellent listenerAnswer their questions

Giver the facts

D

O To Sponsor I’sBuild a rapport

Get to know themGive a personable interview

presentation Be a good listener (they love to talk)

Bring & maintain high energy

I

To Sponsor S’sBring them to a meeting as a guestBuild the credibility of the company

Emphasize being part of a familyLet them know they have a support

teamMay be an extended decision maker

S

O To Sponsor C’s Share facts, tools & give a process

Emphasize professional developmentBuild the credibility of the company

Expect numerous questionsBe precise about your follow up

C