Ask Denise: Personality Style | The Zebra Blog

Ask Denise: Personality Style

Denise Lones

Q:  I read your series on converting leads based on personality style, but I’m not sure this really makes sense. When I’m sitting in front of someone I don’t have much time to figure out what kind of personality they are. Can you just give me one quick tip on how to do this?

A:  Yes – in fact, I’ll give you two! First, pay attention to their pace. If someone is speaking quickly they are a Promoter or a Controller and not a Supporter or Analytical. So now you’ve eliminated 50% of the options. Next determine whether someone is more reserved, and seems to want to cut to the chase … or if they are more friendly and chatty. The friendly people are likely the Promoters; the “bottom-liners” are Controllers.

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2 Responses to “Ask Denise: Personality Style”

  1. Very good answer. Yea, I never thought about keeping that personailty type in mind when networking or looking for help. Thanks for putting it in perspective!

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