Eagle

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)

Communication

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

Overuse

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.

Selling

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

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)

Communication

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

Overuse

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.

Selling

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

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)

Communication

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

Overuse

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.

Selling

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

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)

Communication

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

Overuse

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.

Selling

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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