Eagle - Dominant
Do you know someone who is assertive, to the point, and wants the bottom line? Some people are forceful, direct, and strong-willed.

This is the Eagle – Dominant (D)

When communicating with an Eagle:

  • Open with the bottom line
  • Emphasize the clarity of your position
  • Be prepared for pushback and respond with confidence
  • Stay focused

Avoid:

  • Taking the conversation down tangents that distract from the core message
  • Ambiguity around important subjects
  • Getting lost in the weeds on minutia
  • Too much enthusiasm

What overuse looks like for the strengths of an Eagle:

  • Aggressive
  • Domineering
  • Abrasive
  • Close-minded
  • Insensitive

You will learn how to remedy each of these weaknesses to leverage your strengths while avoiding overuse.

Sales strengths:

  • Action Oriented – Builds momentum by actively advancing the sales process
  • Clear Communications – Adept at conveying benefits and payoff
  • Confidence – Utilizes self-assurance and high energy to build relationships
  • Focus – Steers conversations/process back on track when necessary

Sales challenges:

  • Flexibility – May resist changing your approach (slowing down, providing more detail) when necessary
  • Quality – May fail to provide prospects with enough facts/figures/process assurances
  • Pacing – May come across as aggressive, pushy
  • Reliability – May come across as promising more than will be delivered
Parrot - Interactive
Do you have friends who are great communicators and friendly to everyone? Some people are optimistic, friendly, and talkative.

This is the Parrot – Interactive (I)

When communicating with a Parrot:

  • Smile!
  • Provide the big picture vision
  • Emphasize differentiators from the past
  • Solicit their opinions

Avoid:

  • Being overly formal and cold
  • Controlling the conversation with facts and figures
  • Focusing on the micro implications
  • Leaving no room for questions, brainstorming, innovations going forward

What overuse looks like for the strengths of a Parrot:

  • Self-Centered
  • Careless
  • Unrealistic
  • Manipulative
  • Impulsive

You will learn how to remedy each of these weaknesses to leverage your strengths while avoiding overuse.

Sales strengths:

  • Enthusiasm – Creates opportunities through optimism and passion
  • Action – Moves the sales process along with high energy
  • Relationships – Natural at building rapport and building personal connection
  • Vision – Adept at painting the big picture, benefits to customers

Sales challenges:

  • Reliability – May appear to exaggerate benefits
  • Process – May overlook the details and systems that give clients confidence
  • Casualness – May come across as lacking professional decorum
  • Follow-through – May be perceived as lacking time-management skills
Dove - Supportive
Do you have family members who are good listeners and great team players? Some people are steady, loyal, and practical.

This is the Dove – Supportive (S)

When communicating with a Dove:

  • Be calm and warm
  • Break the ice with a friendly, non-work related comment or question
  • Patiently and deliberately lay out your point of view
  • Focus on the positive impact upon others

Avoid:

  • Aggressive tone
  • Declarative statements
  • Expecting a quick response, commitment
  • Limiting benefits to financial gain

What overuse looks like for the strengths of a Dove:

  • Insecure
  • Overly hesitant
  • Passive aggressive
  • Frozen
  • Confirming

You will learn how to remedy each of these weaknesses to leverage your strengths while avoiding overuse.

Sales strengths:

  • Trust – Adept at developing in-depth personal relationship that inspire trust
  • Thoroughness – Take the time to deeply understand customer needs and product applications that meet those needs
  • Patience – Do not apply pressure. Lets the process unfold at the customer’s pace
  • Empathy – Attentive listener, adept at identifying hidden needs and opportunities

Sales challenges:

  • Passive – May lack assertiveness required to capture the customer’s attention
  • Risk Taking – May not take necessary risks to move the process forward
  • Conforming – May mimic the client’s hesitancy instead of leading them out of it
  • Humility – May not display confidence and passion that inspires the client to take the leap
Owl - Conscientious
Have you ever worked with someone who is factual, thorough, and detail oriented? Some people are precise, sensitive, and analytical.

This is the Owl – Conscientious (C)

When communicating with an Owl:

  • Prepare yourself with a thorough understanding of the subject
  • Build your case methodically through a logical progression
  • Provide facts, figures, details
  • Emphasize accuracy and safeguards against in-accuracy

Avoid:

  • Being overly enthusiastic
  • Skipping process in favor of vision
  • Ambiguity about the details
  • Rushed time-frames

What overuse looks like for the strengths of an Owl:

  • Analysis Paralysis
  • Picky
  • Indecisive
  • Critical
  • Overly Pessimistic

You will learn how to remedy each of these weaknesses to leverage your strengths while avoiding overuse.

Sales strengths:

  • Quality Focus – Adept at using facts, logic, and evidence to re-enforce value
  • Displays Expertise – Skilled at explaining complex issues
  • Consistency – Strong follow-through, tracks progress, keeps commitments
  • Patience – Allows time for customer analysis and absorption

Sales challenges:

  • Low Energy – May lack needed enthusiasm to capture and hold client attention
  • Lack of Connection – May fail to build a personal relationship with customer
  • Minutia – May focus too much on process and details instead of benefits
  • Hesitancy – May be reluctant to seize the moment and ask for the business
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