PERSUADERS “People” people Love to have a good time Highly creative & enthusiastic Operate by intuition Little tolerance for those not expressive Easily bored Difficult to keep on task Easily distracted DO….. Be fast-moving, entertaining Leave time for socializing Deal with “big” picture Ask for opinions DON’T….. Legislate Be cold, aloof, or tight- lipped Deal with details Press for solutions Talk down to them

DIRECTORS Strong, decisive & results-oriented Provide strong guidance for others May appear pushy at times Demanding of themselves & others Highly self-critical Resentful of those who “waste” time with chit-chat With DIRECTORS… DO…. Be specific, brief Stick to business Be prepared Present facts clearly Ask “what” questions DON’T….. Ramble or waste time Be messy, disorganized Make decisions for them Be unclear

STABILIZERS “Warm and fuzzies” People & friendships very important Like to get others involved in activities Good at juggling multiple tasks Concerned about feelings of others Less inclined to speak mind openly Can get hurt feelings or be offended easily With STABILIZERS… DO…. Start with personal comment Show sincere interest Listen and respond Ask “how” questions Watch for hurt feelings DON’T…. Rush into business Force them to respond Be demanding Be abrupt Decide for them

ANALYZERS Tendency toward perfectionism Deal with facts, logic, details Sometimes slow to make decisions May appear to be overly cautious May appear hesitant to take risks Decisions & information provided are accurate and thoughtful Feelings and emotions are kept inside With ANALYZERS…. DO…. Prepare in advance Be accurate, direct List pros and cons Present specifics Use timetables DON’T…. Be disorganized, messy Be casual, informal or loud Waste time Leave things to chance Be manipulative Fail to follow through