Communication Guidelines

The Enterpriser Personality

Remember the following communication guidelines when dealing with the Enterpriser personality:

• Don't talk about your company before you ask what they want (be concise).


• Uncover their top concern/priority.


• Stress bottom-line benefits.


• Establish context upfront; start with the end result and work back.


• Don't waste time with small talk.


• Paint a picture with a broad brush stroke. Enterprisers make decisions with a small amount of information.


• Ask for their opinion and affirm it without sounding like you are pandering.


• Do not persuade Enterprisers with long stories or overly enthusiastic presentations. They see this as contrived and phony.


• Prepare for a quick decision based on facts.


• Allow them a way to win.


• Give options and possibilities and let them decide.


• Don't contradict them, unless you have the information and confidence to back it up.


• Appeal to the ego.


• Allow them to talk themselves out of a position rather than to be talked out of it.

 

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