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301 Moved Permanently - mktg2.com
HTTP Status: 301
User-Agent: Mozilla/5.0 AppleWebKit/537.36 (KHTML, like Gecko; compatible; ClaudeBot/1.0; [email protected])
Date: Tue, 06 May 2025 20:56:35 GMT
Content-Type: text/html; charset=utf-8
Content-Length: 57
Connection: keep-alive
Location: https://mktg2.now.site
Server: ip-100-74-4-187.eu-west-2.compute.internal
Vary: Accept-Encoding
X-Request-Id: c4a9ce91-a47b-4636-9269-5015630fd1f6
HTTP Code 301 Moved Permanently
301 status code means that the requested resource has been permanently moved to a new URL. All future requests should use the new address.
When is Code 301 used?
- When changing a website domain
- When modifying URL structures
- When setting up redirects for SEO
What does Code 301 mean for the user?
The browser will automatically redirect the user to the new address, and search engines will update their indexes.
200 OK - https://mktg2.now.site
HTTP Status: 200
User-Agent: Mozilla/5.0 AppleWebKit/537.36 (KHTML, like Gecko; compatible; ClaudeBot/1.0; [email protected])
X-Powered-By: Express
Access-Control-Allow-Origin: *
Content-Type: text/html; charset=utf-8
Content-Length: 803941
ETag: W/"c4465-enNAOxFURqS92lN9iMf9+KpXfD8"
Date: Tue, 06 May 2025 20:56:36 GMT
Connection: keep-alive
Keep-Alive: timeout=5
HTTP Code 200 OK
200 status code is a standard successful HTTP server response. It means that the client’s request (e.g., from a browser) was successfully processed, and the server is delivering the requested data.
When is Code 200 used?
- When loading a web page
- When successfully receiving an API response
- When processing a form or another HTTP request
What does Code 200 mean for the user?
The user receives content without errors, and the page or application functions properly. If Code 200 is accompanied by data, the browser or program processes and displays it to the user.
GET / HTTP/1.1 Host: mktg2.com Accept: */* User-Agent: Mozilla/5.0 AppleWebKit/537.36 (KHTML, like Gecko; compatible; ClaudeBot/1.0; [email protected])
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Allow them time and space to think through their options and come to a decision.\",\"personality.C_0_14_67_bookingMeeting_bulletPoints\":\"Get organization and scheduling over with before moving onto the next order of business\\nHave a business-like tone\\nAsk what's best for them so they can have a solid plan on their schedule\",\"personality.C_0_14_67_bookingMeeting_thisHappensBecause\":\"They generally prefer written conversations, so it can be difficult to get them in a meeting. If you can prove your product's capabilities, provide enough information, and make it seem worth their while, you're likely to secure a meeting.\",\"personality.C_0_14_67_bookingMeeting_tryThis\":\"I've attached relevant documentation here that you can review at your own pace.\\nWhat time works best for you next week: Wednesday at 2pm or Thursday at 11am?\\nIve attached a lot of relevant information here, but I'm happy to answer any questions you have.\",\"personality.C_0_14_67_brief\":\"Tends to be thorough when working and thrives when there is a difficult problem to figure out.\",\"personality.C_0_14_67_buildingRapport_bulletPoints\":\"Show your expertise\\nProve yourself to be reliable\\nBe transparent about your product and your background\",\"personality.C_0_14_67_buildingRapport_thisHappensBecause\":\"They will trust and respect you if you know what you're talking about and regularly provide information that demonstrates your reliability. They are less interested in chit-chat and personal stories.\",\"personality.C_0_14_67_buildingRapport_tryThis\":\"I've been working in this field for 15 years - I actually have a Master's degree in this.\\nI know you may have concerns about how this will all fit with your current process...\\nI'll be honest, one area we could stand to improve in is...\",\"personality.C_0_14_67_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from financial hesitations or a lack of practical understanding.\\nSpeak with a direct and factual tone of voice.\\nFocus on how the faster things can get going, the closer they can get to implementing ROI strategies and practical solutions to their team.\",\"personality.C_0_14_67_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as ROI and long-term gains.\\nShow your pricing model through numbers, charts and graphs versus colorful visuals.\\nSpeak in clear, precise, data-centered terms.\",\"personality.C_0_14_67_emailing_bulletPoints\":\"Provide lots of detailed information and instructions\\nAvoid overly casual language\\nSend lots of extra information (like links and attachments)\",\"personality.C_0_14_67_emailing_description\":\"A natural planner that only feels comfortable with all of the available information and analysis before making a decision, so avoid putting any pressure after reaching out and give them plenty of time to process before following-up.\",\"personality.C_0_14_67_energizers_bulletPoints\":\"Working alone\\nOpportunities to demonstrate expertise\\nBeing correct\",\"personality.C_0_14_67_givingPitch_bulletPoints\":\"Show the logistics and details of your product\\nGive them cold, hard facts and figures as opposed to colorful stories\\nGet ready to answer a lot of specific questions\",\"personality.C_0_14_67_givingPitch_thisHappensBecause\":\"They make well-informed decisions to find long-term solutions for the root cause of problems they're experiencing. They aren't worried about spending too much time discussing your product or getting too much information. The more you can tell them about the innerworkings of your product, the better. Patience, detail, and accuracy will go a long way with them.\",\"personality.C_0_14_67_givingPitch_tryThis\":\"I'm going to share some of our best, most thorough resources that you can look through at your own pace.\\nThis will only improve your existing process and it shouldn't change how you work day-to-day.\\nYou're currently doing X, which has been great for things like Y. But if you're hoping to grow by 20% in the next year, you'll need the help of our product to do Z, too.\",\"personality.C_0_14_67_handlingCompetition_bulletPoints\":\"Use charts to show your excellence over your competitors\\nShow your clients' long-term successes with you\\nBe business professional and straightforward\",\"personality.C_0_14_67_handlingCompetition_thisHappensBecause\":\"They aren't inherently competitive, but if they're currently using a competiting product or are considering one, you'll need to make it clear why your product is a better solution for them. Highlighting your effectiveness, quality, cost, etc., will all help sway them in your favor.\",\"personality.C_0_14_67_handlingCompetition_tryThis\":\"You may save $700 over the course of a few years by choosing their solution, but you'd be sacrificing in quality and reliability. Over the past month, they've had 3 major product bugs.\\nX company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\\nTheir product has had 2 major bugs in the past month alone, which caused major delays for...\",\"personality.C_0_14_67_meeting_bulletPoints\":\"Try to keep the meeting one-on-one\\nGive them time to process after the meeting\\nDo your homework before a meeting\",\"personality.C_0_14_67_meeting_description\":\"Tends to prefer organized meetings, so set a clear start and end time, as well as a specific plan, beforehand. Focus on discussing evidence and data relevant to the matter at hand. Ask them for their advice or insight related to the issue.\",\"personality.C_0_14_67_painPoints_bulletPoints\":\"Unreliability\\nInaccuracies\\nFaulty processes\",\"personality.C_0_14_67_painPoints_thisHappensBecause\":\"They are likely to be frustrated by faulty processes, drastic change, and a lack of reliability. When selling to C types, you should be aware of their hesitancy to change any existing processes that are working for them. By respecting their current structure and providing lots of trustworthy data that clearly demonstrate your product's effectiveness, you're more likely to earn their interest.\",\"personality.C_0_14_67_painPoints_tryThis\":\"You're doing X and Y really well now, but you can do Z better.\\nThis allows you to keep what's already working and only change the minor issues that are negatively affecting everything else.\\nI'm happy to share as much information as you need.\",\"personality.C_0_14_67_presentations_bulletPoints\":\"Show monetary benefits to your product over emotional benefits\\nShare the nitty gritty details instead of success stories\\nAsk them about the other products they're considering and show them why you're better\",\"personality.C_0_14_67_presentations_thisHappensBecause\":\"They want to know the data behind your argument. It can be difficult to share all of this information in an understandable way during conversation. With them help of accurate, organized graphs, you can make your point clearly and show off the data as support for what you're saying all at once.\",\"personality.C_0_14_67_presentations_tryThis\":\"Our product cuts this time by 30%.\\nAs you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\\nYou can see from these charts that...\",\"personality.C_0_14_67_problemApproach_bulletPoints\":\"Recalling a similar incident and using the same strategies\\nFollowing a trusted path\\nConsidering the underlying problem with no personal biases\",\"personality.C_0_14_67_problemApproach_thisHappensBecause\":\"They want to understand all of the facts at hand, dive into the underlying issues, and take a long time to research and consider solutions when approaching problems.\",\"personality.C_0_14_67_problemApproach_tryThis\":\"I've attached all of the research behind our solution here.\\nHere's all of the information, but the decision about what's best is up to you.\\nSend any questions you have my way and I'll be sure to answer them to the best of my knowledge.\",\"personality.C_0_14_67_speaking_bulletPoints\":\"Respect their time by staying focused on the point\\nAvoid sarcasm\\nAsk lots of questions to keep their attention\",\"personality.C_0_14_67_stressors_bulletPoints\":\"Lack of predictability\\nActing on gut instinct\\nWhen people disregard the rules\",\"personality.C_0_14_67_stressors_description\":\"May have a hard time adapting to unorganized environments that lack consistent rules, processes, or schedules. They often seek structure, since it helps them stay motivated. If they are unable to feel comfortable trusting in the organization around them, they will likely feel unmotivated.\",\"personality.C_0_14_67_supportingChampion_beforeMeeting\":\"Give them in-depth information to study, like white papers, technical breakdowns, and white papers.\\nTie up loose ends with precise, in-depth bullet points.\\nHave math and analytical information easily accessible and on-hand.\",\"personality.C_0_14_67_supportingChampion_duringMeeting\":\"Commend them for their accuracy and in-depth questions.\\nExpect them to have studied all of the financials beforehand.\\nCheck in with your Champion open-endedly when speaking about data-driven results and numbers.\",\"personality.C_0_14_67_threeWords\":\"Observant, Collected, Reserved\",\"personality.C_0_14_67_urgencyAndPace_bulletPoints\":\"Be considerate towards their need to digest information\\nAsk them bluntly how much time they need to make a decision and let them know your plan to follow up\\nAsk for a best date for next steps\",\"personality.C_0_14_67_urgencyAndPace_thisHappensBecause\":\"They are very thorough when making decisions. Rushing them will likely stress them out and lead them to say no. Understand that just because you may not have heard from them in a couple weeks doesn't mean they're uninterested. They want to make sure they have all the information before coming to a conclusion.\",\"personality.C_0_14_67_urgencyAndPace_tryThis\":\"I've attached a document that goes into a bit more detail about this.\\nAre there any questions I can answer?\\nWhat other information are you looking for before making a decision?\",\"personality.C_0_14_67_workingTogether_bulletPoints\":\"Compliment quality of their work\\nPresent the pros and cons of your ideas\\nVerbally recognize their expertis\",\"personality.C_15_24_67_behaviour_bulletPoints\":\"Providing clear expectations and guidelines\\nInventing something\\nMaking decisions based on logical analysis\",\"personality.C_15_24_67_behaviour_description\":\"Focus on a systematic way to produce the best outcome. Use data to prove your point. Look for opportunities to challenge them, while also giving them enough time to create a high-quality outcome.\",\"personality.C_15_24_67_bookingMeeting_bulletPoints\":\"Get organization and scheduling over with before moving onto the next order of business\\nHave a business-like tone\\nAsk what's best for them so they can have a solid plan on their schedule\",\"personality.C_15_24_67_bookingMeeting_thisHappensBecause\":\"They generally prefer written conversations, so it can be difficult to get them in a meeting. If you can prove your product's capabilities, provide enough information, and make it seem worth their while, you're likely to secure a meeting.\",\"personality.C_15_24_67_bookingMeeting_tryThis\":\"I've attached relevant documentation here that you can review at your own pace.\\nWhat time works best for you next week: Wednesday at 2pm or Thursday at 11am?\\nIve attached a lot of relevant information here, but I'm happy to answer any questions you have.\",\"personality.C_15_24_67_brief\":\"Tends to be analytical and introverted, often craving tough problems to solve and seeking plenty of personal space.\",\"personality.C_15_24_67_buildingRapport_bulletPoints\":\"Show your expertise\\nProve yourself to be reliable\\nBe transparent about your product and your background\",\"personality.C_15_24_67_buildingRapport_thisHappensBecause\":\"They will trust and respect you if you know what you're talking about and regularly provide information that demonstrates your reliability. They are less interested in chit-chat and personal stories.\",\"personality.C_15_24_67_buildingRapport_tryThis\":\"I've been working in this field for 15 years - I actually have a Master's degree in this.\\nI know you may have concerns about how this will all fit with your current process...\\nI'll be honest, one area we could stand to improve in is...\",\"personality.C_15_24_67_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from financial hesitations or a lack of practical understanding.\\nSpeak with a direct and factual tone of voice.\\nFocus on how the faster things can get going, the closer they can get to implementing ROI strategies and practical solutions to their team.\",\"personality.C_15_24_67_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as ROI and long-term gains.\\nShow your pricing model through numbers, charts and graphs versus colorful visuals.\\nSpeak in clear, precise, data-centered terms.\",\"personality.C_15_24_67_emailing_bulletPoints\":\"Send lots of extra information (like links and attachments)\\nAvoid sharing personal details\\nProvide lots of detailed information and instructions\",\"personality.C_15_24_67_emailing_description\":\"Likes to focus on process and execution more than ideas, so avoid vague statements and give lots of detail in the correspondence.\",\"personality.C_15_24_67_energizers_bulletPoints\":\"Being correct\\nFixing problems\\nWorking alone\",\"personality.C_15_24_67_givingPitch_bulletPoints\":\"Show the logistics and details of your product\\nGive them cold, hard facts and figures as opposed to colorful stories\\nGet ready to answer a lot of specific questions\",\"personality.C_15_24_67_givingPitch_thisHappensBecause\":\"They make well-informed decisions to find long-term solutions for the root cause of problems they're experiencing. They aren't worried about spending too much time discussing your product or getting too much information. The more you can tell them about the innerworkings of your product, the better. Patience, detail, and accuracy will go a long way with them.\",\"personality.C_15_24_67_givingPitch_tryThis\":\"I'm going to share some of our best, most thorough resources that you can look through at your own pace.\\nThis will only improve your existing process and it shouldn't change how you work day-to-day.\\nYou're currently doing X, which has been great for things like Y. But if you're hoping to grow by 20% in the next year, you'll need the help of our product to do Z, too.\",\"personality.C_15_24_67_handlingCompetition_bulletPoints\":\"Use charts to show your excellence over your competitors\\nShow your clients' long-term successes with you\\nBe business professional and straightforward\",\"personality.C_15_24_67_handlingCompetition_thisHappensBecause\":\"They aren't inherently competitive, but if they're currently using a competiting product or are considering one, you'll need to make it clear why your product is a better solution for them. Highlighting your effectiveness, quality, cost, etc., will all help sway them in your favor.\",\"personality.C_15_24_67_handlingCompetition_tryThis\":\"You may save $700 over the course of a few years by choosing their solution, but you'd be sacrificing in quality and reliability. Over the past month, they've had 3 major product bugs.\\nX company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\\nTheir product has had 2 major bugs in the past month alone, which caused major delays for...\",\"personality.C_15_24_67_meeting_bulletPoints\":\"Do your homework before a meeting\\nFocus solely on the topic at hand\\nTry to keep the meeting one-on-one\",\"personality.C_15_24_67_meeting_description\":\"Expect to take the lead with and work at a deliberate pace. Don't be overly expressive, but instead use data and facts to prove your point. Present an agenda and send a recap with next steps when the meeting is finished.\",\"personality.C_15_24_67_painPoints_bulletPoints\":\"Unreliability\\nInaccuracies\\nFaulty processes\",\"personality.C_15_24_67_painPoints_thisHappensBecause\":\"They are likely to be frustrated by faulty processes, drastic change, and a lack of reliability. When selling to C types, you should be aware of their hesitancy to change any existing processes that are working for them. By respecting their current structure and providing lots of trustworthy data that clearly demonstrate your product's effectiveness, you're more likely to earn their interest.\",\"personality.C_15_24_67_painPoints_tryThis\":\"You're doing X and Y really well now, but you can do Z better.\\nThis allows you to keep what's already working and only change the minor issues that are negatively affecting everything else.\\nI'm happy to share as much information as you need.\",\"personality.C_15_24_67_presentations_bulletPoints\":\"Show monetary benefits to your product over emotional benefits\\nShare the nitty gritty details instead of success stories\\nAsk them about the other products they're considering and show them why you're better\",\"personality.C_15_24_67_presentations_thisHappensBecause\":\"They want to know the data behind your argument. It can be difficult to share all of this information in an understandable way during conversation. With them help of accurate, organized graphs, you can make your point clearly and show off the data as support for what you're saying all at once.\",\"personality.C_15_24_67_presentations_tryThis\":\"Our product cuts this time by 30%.\\nAs you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\\nYou can see from these charts that...\",\"personality.C_15_24_67_problemApproach_bulletPoints\":\"Recalling a similar incident and using the same strategies\\nFollowing a trusted path\\nConsidering the underlying problem with no personal biases\",\"personality.C_15_24_67_problemApproach_thisHappensBecause\":\"They want to understand all of the facts at hand, dive into the underlying issues, and take a long time to research and consider solutions when approaching problems.\",\"personality.C_15_24_67_problemApproach_tryThis\":\"I've attached all of the research behind our solution here.\\nHere's all of the information, but the decision about what's best is up to you.\\nSend any questions you have my way and I'll be sure to answer them to the best of my knowledge.\",\"personality.C_15_24_67_speaking_bulletPoints\":\"Ask lots of questions to keep their attention\\nProvide your reasoning before you get to the bottom line\\nRespect their time by staying focused on the point\",\"personality.C_15_24_67_stressors_bulletPoints\":\"When people disregard the rules\\nMajor or unexpected change\\nLack of predictability\",\"personality.C_15_24_67_stressors_description\":\"They are likely to feel frustrated if those around them act impulsively or spontaneously. They likes to plan ahead and know what to expect on a daily basis, so if other people are consistently throwing them expectations, they may become overwhelmed.\",\"personality.C_15_24_67_supportingChampion_beforeMeeting\":\"Give them in-depth information to study, like white papers, technical breakdowns, and white papers.\\nTie up loose ends with precise, in-depth bullet points.\\nHave math and analytical information easily accessible and on-hand.\",\"personality.C_15_24_67_supportingChampion_duringMeeting\":\"Commend them for their accuracy and in-depth questions.\\nExpect them to have studied all of the financials beforehand.\\nCheck in with your Champion open-endedly when speaking about data-driven results and numbers.\",\"personality.C_15_24_67_threeWords\":\"Reserved, Accurate, Observant\",\"personality.C_15_24_67_urgencyAndPace_bulletPoints\":\"Be considerate towards their need to digest information\\nAsk them bluntly how much time they need to make a decision and let them know your plan to follow up\\nAsk for a best date for next steps\",\"personality.C_15_24_67_urgencyAndPace_thisHappensBecause\":\"They are very thorough when making decisions. Rushing them will likely stress them out and lead them to say no. Understand that just because you may not have heard from them in a couple weeks doesn't mean they're uninterested. They want to make sure they have all the information before coming to a conclusion.\",\"personality.C_15_24_67_urgencyAndPace_tryThis\":\"I've attached a document that goes into a bit more detail about this.\\nAre there any questions I can answer?\\nWhat other information are you looking for before making a decision?\",\"personality.C_15_24_67_workingTogether_bulletPoints\":\"Recognize and trust his skill\\nCompliment quality of their work\\nCount on them to keep things on track\",\"personality.C_25_54_67_behaviour_bulletPoints\":\"Have a well-organized area\\nExperiment with many solutions to a problem\\nMake decisions based on logical analysis\",\"personality.C_25_54_67_behaviour_description\":\"Be prepared to answer several tough questions in as much detail and with as much evidence as possible. Ease their concerns by sharing some fact and figures about the success or impact of your product.\",\"personality.C_25_54_67_bookingMeeting_bulletPoints\":\"Ask what's best for them so they can have a solid plan on their schedule\\nHave a business-like tone\\nGet organization and scheduling over with before moving onto the next order of business\",\"personality.C_25_54_67_bookingMeeting_thisHappensBecause\":\"They generally prefer written conversations, so it can be difficult to get them in a meeting. If you can prove your product's capabilities, provide enough information, and make it seem worth their while, you're likely to secure a meeting.\",\"personality.C_25_54_67_bookingMeeting_tryThis\":\"What time works best for you next week: Wednesday at 2pm or Thursday at 11am?\\nI've attached relevant documentation here that you can review at your own pace.\\nAre you free to meet next Tuesday at 3 pm CST to discuss this further?\",\"personality.C_25_54_67_brief\":\"Tends to be direct in verbalizing concerns without leaving anything up for interpretation, occasionally being blunt with feedback.\",\"personality.C_25_54_67_buildingRapport_bulletPoints\":\"Be transparent about your product and your background\\nProve yourself to be reliable\\nShow your expertise\",\"personality.C_25_54_67_buildingRapport_thisHappensBecause\":\"They will trust and respect you if you know what you're talking about and regularly provide information that demonstrates your reliability. They are less interested in chit-chat and personal stories.\",\"personality.C_25_54_67_buildingRapport_tryThis\":\"I've been working in this field for 15 years - I actually have a Master's degree in this.\\nI'll be honest, one area we could stand to improve in is...\\nI know you may have concerns about how this will all fit with your current process...\",\"personality.C_25_54_67_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer They can get to implementing ROI strategies and practical solutions to their team.\\nSpeak with a direct and factual tone of voice.\\nExpect long-term hold-ups to come from financial hesitations or a lack of practical understanding\",\"personality.C_25_54_67_discussingMoney_bulletPoints\":\"Speak in clear, precise, data-centered terms.\\nShow your pricing model through numbers, charts and graphs versus colorful visuals.\\nExplain what the price will bring as far as ROI and long-term gains.\",\"personality.C_25_54_67_emailing_bulletPoints\":\"Provide multiple options for next steps\\nTake your time explaining a situation\\nAvoid sharing personal details\",\"personality.C_25_54_67_emailing_description\":\"A solidly-grounded pragmatist that trusts mostly in past results but appreciates new ideas, so focus on track record and remain neutral in regards to trajectory or process when reaching out via email.\",\"personality.C_25_54_67_energizers_bulletPoints\":\"Accuracy & precision\\nOrder and organization\\nFixing problems\",\"personality.C_25_54_67_givingPitch_bulletPoints\":\"Get ready to answer a lot of specific questions\\nGive them cold, hard facts and figures as opposed to colorful stories\\nShow the logistics and details of your product\",\"personality.C_25_54_67_givingPitch_thisHappensBecause\":\"They make well-informed decisions to find long-term solutions for the root cause of problems they're experiencing. They aren't worried about spending too much time discussing your product or getting too much information. The more you can tell them about the innerworkings of your product, the better. Patience, detail, and accuracy will go a long way with them.\",\"personality.C_25_54_67_givingPitch_tryThis\":\"I'm going to share some of our best, most thorough resources that you can look through at your own pace.\\nYou're currently doing X, which has been great for things like Y. But if you're hoping to grow by 20% in the next year, you'll need the help of our product to do Z, too.\\nThis will only improve your existing process and it shouldn't change how you work day-to-day.\",\"personality.C_25_54_67_handlingCompetition_bulletPoints\":\"Be business professional and straightforward\\nShow your clients' long-term successes with you\\nUse charts to show your excellence over your competitors\",\"personality.C_25_54_67_handlingCompetition_thisHappensBecause\":\"They aren't inherently competitive, but if they're currently using a competiting product or are considering one, you'll need to make it clear why your product is a better solution for them. Highlighting your effectiveness, quality, cost, etc., will all help sway them in your favor.\",\"personality.C_25_54_67_handlingCompetition_tryThis\":\"You may save $700 over the course of a few years by choosing their solution, but you'd be sacrificing in quality and reliability. Over the past month, they've had 3 major product bugs.\\nTheir product has had 2 major bugs in the past month alone, which caused major delays for...\\nX company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\",\"personality.C_25_54_67_meeting_bulletPoints\":\"Take time to thoroughly explain your idea\\nAnswer every question as precisely as possible\\nFocus solely on the topic at hand\",\"personality.C_25_54_67_meeting_description\":\"Take your time throughout meetings and allow him to take their time as well. Be thorough and fact-focused when delivering your point; answer any questions they may have with detail and clarity.\",\"personality.C_25_54_67_painPoints_bulletPoints\":\"Faulty processes\\nInaccuracies\\nUnreliability\",\"personality.C_25_54_67_painPoints_thisHappensBecause\":\"They are likely to be frustrated by faulty processes, drastic change, and a lack of reliability. When selling to C types, you should be aware of their hesitancy to change any existing processes that are working for them. By respecting their current structure and providing lots of trustworthy data that clearly demonstrate your product's effectiveness, you're more likely to earn their interest.\",\"personality.C_25_54_67_painPoints_tryThis\":\"This allows you to keep what's already working and only change the minor issues that are negatively affecting everything else.\\nYou're doing X and Y really well now, but you can do Z better.\\nWe have plenty of research and evidence to back this up, like...\",\"personality.C_25_54_67_presentations_bulletPoints\":\"Ask them about the other products they're considering and show them why you're better\\nShare the nitty gritty details instead of success stories\\nShow monetary benefits to your product over emotional benefits\",\"personality.C_25_54_67_presentations_thisHappensBecause\":\"They want to know the data behind your argument. It can be difficult to share all of this information in an understandable way during conversation. With them help of accurate, organized graphs, you can make your point clearly and show off the data as support for what you're saying all at once.\",\"personality.C_25_54_67_presentations_tryThis\":\"Our product cuts this time by 30%.\\nYou can see from these charts that...\\nAs you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\",\"personality.C_25_54_67_problemApproach_bulletPoints\":\"Considering the underlying problem with no personal biases\\nFollowing a trusted path\\nRecalling a similar incident and using the same strategies\",\"personality.C_25_54_67_problemApproach_thisHappensBecause\":\"They want to understand all of the facts at hand, dive into the underlying issues, and take a long time to research and consider solutions when approaching problems.\",\"personality.C_25_54_67_problemApproach_tryThis\":\"I've attached all of the research behind our solution here.\\nSend any questions you have my way and I'll be sure to answer them to the best of my knowledge.\\nHere's all of the information, but the decision about what's best is up to you.\",\"personality.C_25_54_67_speaking_bulletPoints\":\"Start conversations with an issue to resolve\\nRemain logical and objective\\nProvide your reasoning before you get to the bottom line\",\"personality.C_25_54_67_stressors_bulletPoints\":\"Meeting lots of new people at once\\nUnreliable, unproven information\\nMajor or unexpected change\",\"personality.C_25_54_67_stressors_description\":\"Often feels drained when they are constantly surrounded by people. They enjoy having privacy while working, so if they are pushed to work closely with many other people, they will likely become frustrated.\",\"personality.C_25_54_67_supportingChampion_beforeMeeting\":\"Have math and analytical information easily accessible and on-hand.\\nTie up loose ends with precise, in-depth bullet points.\\nGive him in-depth information to study, like white papers, technical breakdowns, and white papers.\",\"personality.C_25_54_67_supportingChampion_duringMeeting\":\"Check in with your Champion open-endedly when speaking about data-driven results and numbers.\\nExpect him to have studied all of the financials beforehand.\\nCommend him for his accuracy and in-depth questions.\",\"personality.C_25_54_67_threeWords\":\"Rational, Pragmatic, Accurate\",\"personality.C_25_54_67_urgencyAndPace_bulletPoints\":\"Ask for a best date for next steps\\nAsk them bluntly how much time they need to make a decision and let them know your plan to follow up\\nBe considerate towards their need to digest information\",\"personality.C_25_54_67_urgencyAndPace_thisHappensBecause\":\"They are very thorough when making decisions. Rushing them will likely stress them out and lead them to say no. Understand that just because you may not have heard from them in a couple weeks doesn't mean they're uninterested. They want to make sure they have all the information before coming to a conclusion.\",\"personality.C_25_54_67_urgencyAndPace_tryThis\":\"I've attached a document that goes into a bit more detail about this.\\nWhat other information are you looking for before making a decision?\\nAre there any questions I can answer?\",\"personality.C_25_54_67_workingTogether_bulletPoints\":\"Count on him to keep things on track\\nSet clear expectations\\nRecognize and trust his skill\",\"personality.C_55_100_67_behaviour_bulletPoints\":\"Inventing something\\nProviding clear expectations and guidelines\\nAppreciating a list of facts more than a story\",\"personality.C_55_100_67_behaviour_description\":\"Focus on a systematic way to produce the best outcome. Use data to prove your point. Look for opportunities to challenge them, while also giving him enough time to create a high-quality outcome.\",\"personality.C_55_100_67_bookingMeeting_bulletPoints\":\"Get organization and scheduling over with before moving onto the next order of business\\nHave a business-like tone\\nAsk what's best for them so they can have a solid plan on their schedule\",\"personality.C_55_100_67_bookingMeeting_thisHappensBecause\":\"They generally prefer written conversations, so it can be difficult to get them in a meeting. If you can prove your product's capabilities, provide enough information, and make it seem worth their while, you're likely to secure a meeting.\",\"personality.C_55_100_67_bookingMeeting_tryThis\":\"I've attached relevant documentation here that you can review at your own pace.\\nWhat time works best for you next week: Wednesday at 2pm or Thursday at 11am?\\nIve attached a lot of relevant information here, but I'm happy to answer any questions you have.\",\"personality.C_55_100_67_brief\":\"Is likely to enjoy picking apart a tough problem to identify a quality solution.\",\"personality.C_55_100_67_buildingRapport_bulletPoints\":\"Show your expertise\\nProve yourself to be reliable\\nBe transparent about your product and your background\",\"personality.C_55_100_67_buildingRapport_thisHappensBecause\":\"They will trust and respect you if you know what you're talking about and regularly provide information that demonstrates your reliability. They are less interested in chit-chat and personal stories.\",\"personality.C_55_100_67_buildingRapport_tryThis\":\"I've been working in this field for 15 years - I actually have a Master's degree in this.\\nI know you may have concerns about how this will all fit with your current process...\\nI'll be honest, one area we could stand to improve in is...\",\"personality.C_55_100_67_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from financial hesitations or a lack of practical understanding.\\nSpeak with a direct and factual tone of voice.\\nFocus on how the faster things can get going, the closer they can get to implementing ROI strategies and practical solutions to their team.\",\"personality.C_55_100_67_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as ROI and long-term gains.\\nShow your pricing model through numbers, charts and graphs versus colorful visuals.\\nSpeak in clear, precise, data-centered terms.\",\"personality.C_55_100_67_emailing_bulletPoints\":\"Send lots of extra information (like links and attachments)\\nProvide lots of detailed information and instructions\\nAvoid sharing personal details\",\"personality.C_55_100_67_emailing_description\":\"Likes to focus on process and execution more than ideas, so avoid vague statements and give lots of detail in the correspondence.\",\"personality.C_55_100_67_energizers_bulletPoints\":\"Being correct\\nFixing problems\\nWorking alone\",\"personality.C_55_100_67_givingPitch_bulletPoints\":\"Show the logistics and details of your product\\nGive them cold, hard facts and figures as opposed to colorful stories\\nGet ready to answer a lot of specific questions\",\"personality.C_55_100_67_givingPitch_thisHappensBecause\":\"They make well-informed decisions to find long-term solutions for the root cause of problems they're experiencing. They aren't worried about spending too much time discussing your product or getting too much information. The more you can tell them about the innerworkings of your product, the better. Patience, detail, and accuracy will go a long way with them.\",\"personality.C_55_100_67_givingPitch_tryThis\":\"I'm going to share some of our best, most thorough resources that you can look through at your own pace.\\nThis will only improve your existing process and it shouldn't change how you work day-to-day.\\nYou're currently doing X, which has been great for things like Y. But if you're hoping to grow by 20% in the next year, you'll need the help of our product to do Z, too.\",\"personality.C_55_100_67_handlingCompetition_bulletPoints\":\"Use charts to show your excellence over your competitors\\nShow your clients' long-term successes with you\\nBe business professional and straightforward\",\"personality.C_55_100_67_handlingCompetition_thisHappensBecause\":\"They aren't inherently competitive, but if they're currently using a competiting product or are considering one, you'll need to make it clear why your product is a better solution for them. Highlighting your effectiveness, quality, cost, etc., will all help sway them in your favor.\",\"personality.C_55_100_67_handlingCompetition_tryThis\":\"You may save $700 over the course of a few years by choosing their solution, but you'd be sacrificing in quality and reliability. Over the past month, they've had 3 major product bugs.\\nX company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\\nTheir product has had 2 major bugs in the past month alone, which caused major delays for...\",\"personality.C_55_100_67_meeting_bulletPoints\":\"Do your homework before a meeting\\nTry to keep the meeting one-on-one\\nFocus solely on the topic at hand\",\"personality.C_55_100_67_meeting_description\":\"Expect to take the lead and work at a deliberate pace. Don't be overly expressive, but instead use data and facts to prove your point. Present an agenda and send a recap with next steps when the meeting is finished.\",\"personality.C_55_100_67_painPoints_bulletPoints\":\"Unreliability\\nInaccuracies\\nFaulty processes\",\"personality.C_55_100_67_painPoints_thisHappensBecause\":\"They are likely to be frustrated by faulty processes, drastic change, and a lack of reliability. When selling to C types, you should be aware of their hesitancy to change any existing processes that are working for them. By respecting their current structure and providing lots of trustworthy data that clearly demonstrate your product's effectiveness, you're more likely to earn their interest.\",\"personality.C_55_100_67_painPoints_tryThis\":\"You're doing X and Y really well now, but you can do Z better.\\nThis allows you to keep what's already working and only change the minor issues that are negatively affecting everything else.\\nI'm happy to share as much information as you need.\",\"personality.C_55_100_67_presentations_bulletPoints\":\"Show monetary benefits to your product over emotional benefits\\nShare the nitty gritty details instead of success stories\\nAsk them about the other products they're considering and show them why you're better\",\"personality.C_55_100_67_presentations_thisHappensBecause\":\"They want to know the data behind your argument. It can be difficult to share all of this information in an understandable way during conversation. With them help of accurate, organized graphs, you can make your point clearly and show off the data as support for what you're saying all at once.\",\"personality.C_55_100_67_presentations_tryThis\":\"Our product cuts this time by 30%.\\nAs you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\\nYou can see from these charts that...\",\"personality.C_55_100_67_problemApproach_bulletPoints\":\"Recalling a similar incident and using the same strategies\\nFollowing a trusted path\\nConsidering the underlying problem with no personal biases\",\"personality.C_55_100_67_problemApproach_thisHappensBecause\":\"They want to understand all of the facts at hand, dive into the underlying issues, and take a long time to research and consider solutions when approaching problems.\",\"personality.C_55_100_67_problemApproach_tryThis\":\"I've attached all of the research behind our solution here.\\nHere's all of the information, but the decision about what's best is up to you.\\nSend any questions you have my way and I'll be sure to answer them to the best of my knowledge.\",\"personality.C_55_100_67_speaking_bulletPoints\":\"Ask lots of questions to keep their attention\\nRespect their time by staying focused on the point\\nProvide your reasoning before you get to the bottom line\",\"personality.C_55_100_67_stressors_bulletPoints\":\"When people disregard the rules\\nMajor or unexpected change\\nLack of predictability\",\"personality.C_55_100_67_stressors_description\":\"They are likely to feel frustrated if those around them act impulsively or spontaneously. They likes to plan ahead and know what to expect on a daily basis, so if other people are consistently throwing them expectations, they may become overwhelmed.\",\"personality.C_55_100_67_supportingChampion_beforeMeeting\":\"Give them in-depth information to study, like white papers, technical breakdowns, and white papers.\\nTie up loose ends with precise, in-depth bullet points.\\nHave math and analytical information easily accessible and on-hand.\",\"personality.C_55_100_67_supportingChampion_duringMeeting\":\"Commend them for their accuracy and in-depth questions.\\nExpect them to have studied all of the financials beforehand.\\nCheck in with your Champion open-endedly when speaking about data-driven results and numbers.\",\"personality.C_55_100_67_threeWords\":\"Reserved, Observant, Accurate\",\"personality.C_55_100_67_urgencyAndPace_bulletPoints\":\"Be considerate towards their need to digest information\\nAsk them bluntly how much time they need to make a decision and let them know your plan to follow up\\nAsk for a best date for next steps\",\"personality.C_55_100_67_urgencyAndPace_thisHappensBecause\":\"They are very thorough when making decisions. Rushing them will likely stress them out and lead them to say no. Understand that just because you may not have heard from them in a couple weeks doesn't mean they're uninterested. They want to make sure they have all the information before coming to a conclusion.\",\"personality.C_55_100_67_urgencyAndPace_tryThis\":\"I've attached a document that goes into a bit more detail about this.\\nAre there any questions I can answer?\\nWhat other information are you looking for before making a decision?\",\"personality.C_55_100_67_workingTogether_bulletPoints\":\"Demonstrate your expertise\\nCompliment quality of his work\\nRecognize and trust his skill\",\"personality.Cd_0_14_67_100_behaviour_bulletPoints\":\"Absorbing information more quickly than others\\nSeeking evidence to support claims\\nValuing accuracy above most things\",\"personality.Cd_0_14_67_100_behaviour_description\":\"Ask them direct questions to get them to engage in discussion about the product. \\nShare the details involved, like pricing and implementation, as well as the impact they can expect the product to have. \\nKeep the conversation realistic and practical.\",\"personality.Cd_0_14_67_100_bookingMeeting_bulletPoints\":\"Share details of the next meeting\\nShow interest in getting a meeting on the books so they can prepare for it\\nSpeak with a business-professional tone\",\"personality.Cd_0_14_67_100_bookingMeeting_thisHappensBecause\":\"They are reserved and skeptical. \\nThey may not enjoy meetings, so it can be harder to get them on a call or in a face-to-face meeting. \\nThey tend to rely on what is currently working for them unless it breaks, so they need concrete evidence and compelling data to get them to consider something new. \\nIf you can meet those requirements, you may secure a meeting with them.\",\"personality.Cd_0_14_67_100_bookingMeeting_tryThis\":\"We've been around for 20 years and have helped over 2,000 business improve their teams' efficiency by... \\nAre you free to meet next Tuesday at 3 pm CST to discuss this further? \\nAre you free to meet next Tuesday at 2pm to discuss?\",\"personality.Cd_0_14_67_100_brief\":\"Tends to appreciate learning new skills and diving deep into complex problems to find solutions.\",\"personality.Cd_0_14_67_100_buildingRapport_bulletPoints\":\"Acknowledge your product's flaws openly\\nBe comfortable engaging in their debates and reservations\\nProvide accurate and detailed information from the get-go\",\"personality.Cd_0_14_67_100_buildingRapport_thisHappensBecause\":\"They trust blunt honesty and logical thinking. \\nThey naturally pushback on most things and aren't likely to get along with someone who can't handle that. \\nOver time, they'll come to respect someone who is authentic and confident.\",\"personality.Cd_0_14_67_100_buildingRapport_tryThis\":\"I'll be honest, one area we could stand to improve in is... \\nHere's the bottom-line... \\nI've been working in this field for 15 years - I actually have a Master's degree in this.\",\"personality.Cd_0_14_67_100_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can get to creating a strategized plan implemented in the team.\\nSpeak with a factual tone of voice.\\nExpect long-term hold-ups to come from a lack of confidence in the financial value of your product.\",\"personality.Cd_0_14_67_100_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as ROI and other financial gains.\\nSpeak in clear, direct terms.\\nShow your pricing model through numbers, charts, and other data-driven information.\",\"personality.Cd_0_14_67_100_emailing_bulletPoints\":\"Be firm in your statements\\nClearly state the reason for the email right away\\nDouble-check to make sure everything is factual\",\"personality.Cd_0_14_67_100_emailing_description\":\"They are a direct (at times blunt) communicator, and will respond best to those that have a similarly objective outlook. \\nThey may prefer semi-formal language, especially from strangers.\",\"personality.Cd_0_14_67_100_energizers_bulletPoints\":\"Detailed evidence\\nPrivacy\\nEliminating waste and inefficiency\",\"personality.Cd_0_14_67_100_givingPitch_bulletPoints\":\"Be prepared for pushback and lots of questions\\nBring evidence-backed data to the table\\nShow why your product will help improve process\",\"personality.Cd_0_14_67_100_givingPitch_thisHappensBecause\":\"They will grow to trust you if you don't become overly defensive when they poke and prod at your argument. \\nWhen you can show that you know what you're talking about and are confident enough in your product's effectiveness to comfortably debate it, you'll sway them toward the sale.\",\"personality.Cd_0_14_67_100_givingPitch_tryThis\":\"You're currently doing X, which has been great for things like Y. \\nBut if you're hoping to grow by 20% in the next year, you'll need the help of our product to do Z, too. \\nWith the savings you'll see in just 1 month, you'll be able to reinvest into X. \\nI'm going to share some of our best, most thorough resources that you can look through at your own pace.\",\"personality.Cd_0_14_67_100_handlingCompetition_bulletPoints\":\"Be devil's advocate and address all the different aspects of comparision so they can better trust your argument\\nBluntly explain why you're better than others rather than trying to sugarcoat things\\nOffer data that shows a direct comparison between your product and your competitor's\",\"personality.Cd_0_14_67_100_handlingCompetition_thisHappensBecause\":\"They want very specific, logical reasons for choosing your product over another. \\nThey need to have clear data to justify commiting to your product.\",\"personality.Cd_0_14_67_100_handlingCompetition_tryThis\":\"Their product has had 2 major bugs in the past month alone, which caused major delays for... \\nYou might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one. \\nYou may save $700 over the course of a few years by choosing their solution, but you'd be sacrificing in quality and reliability. \\nOver the past month, they've had 3 major product bugs.\",\"personality.Cd_0_14_67_100_meeting_bulletPoints\":\"Use facts and figures to maintain accuracy\\nBring documentation to support your points\\nMinimize the amount of open-ended questions\",\"personality.Cd_0_14_67_100_meeting_description\":\"They tend to seek evidence before buying into any ideas or proposals. \\nWhen meeting with them, bring anything needed to support your case, like relevant documents or data. \\nGive them plenty of time to ask questions and be prepared to answer them thoroughly.\",\"personality.Cd_0_14_67_100_painPoints_bulletPoints\":\"Feeling that they can't speak up about inaccuracies\\nLack of clarity\\nOverly distracting atmospheres\",\"personality.Cd_0_14_67_100_painPoints_thisHappensBecause\":\"They are stressed by a lack of knowledge or understanding, needing to worry about offending others with feedback, and accommodating something they disagree with, to name a few. \\nYour product should address their biggest concerns in specific ways.\",\"personality.Cd_0_14_67_100_painPoints_tryThis\":\"From what you've shared, your biggest issue seems to be X. \\nHere's how we can help... \\nWe have plenty of research and evidence to back this up, like... \\nOn average, customers see an improvement of 15.2% in their team's overall efficiency.\",\"personality.Cd_0_14_67_100_presentations_bulletPoints\":\"Make room in your presentations for their many questions\\nOffer trials or piloting programs to build their trust upfront\\nShare lots of evidence-based information\",\"personality.Cd_0_14_67_100_presentations_thisHappensBecause\":\"They don't need funny graphics to stay entertained or visuals to help them digest information. \\nThey are content to take on a lot of detailed information and are likely to be more frustrated if you're distracting from the point at hand with a funny clip or GIF.\",\"personality.Cd_0_14_67_100_presentations_tryThis\":\"You can see from these charts that... \\nI'll send these slides to you when we're done for your reference. \\nOur product cuts this time by 30%.\",\"personality.Cd_0_14_67_100_problemApproach_bulletPoints\":\"Having a firm conclusion after much thought\\nProcessing information internally\\nThinking before speaking\",\"personality.Cd_0_14_67_100_problemApproach_thisHappensBecause\":\"They are not typically external processors. \\nYour role is to give them all the information, but they'll need time and space to come to a firm conclusion about whether your product is the best possible solution to their problem.\",\"personality.Cd_0_14_67_100_problemApproach_tryThis\":\"Send any questions you have my way and I'll be sure to answer them to the best of my knowledge. \\nOur solution works by taking care of that root-problem so you won't need to keep coming back to this in the future. \\nI've attached all of the research behind our solution here.\",\"personality.Cd_0_14_67_100_speaking_bulletPoints\":\"Share your qualifications or expertise\\nSet clear expectations for the conversation\\nStay objective rather than emotional\",\"personality.Cd_0_14_67_100_stressors_bulletPoints\":\"Chaotic situations\\nWhen others do not follow through on promises\\nUnclear goals\",\"personality.Cd_0_14_67_100_stressors_description\":\"They are naturally structured, so they may lose motivation if those around them lack organization. \\nThey are likely to feel drained by chaotic or unpredictable environments.\",\"personality.Cd_0_14_67_100_supportingChampion_beforeMeeting\":\"Give them in-depth supporting documentation to study (technical breakfowns, SLAs, etc.)\\nMatch their love for schedules by showing your organizational process for next steps.\\nRequest what you need in a straightforward tone of voice.\",\"personality.Cd_0_14_67_100_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about data and ROI. \\nExpect them to bluntly ask questions if they are unclear, both to you and to their Decision-Maker. Commend them for their thoroughness and honesty.\",\"personality.Cd_0_14_67_100_threeWords\":\"Straightforward, Strong-willed, Methodical\",\"personality.Cd_0_14_67_100_urgencyAndPace_bulletPoints\":\"Ask what date they'll have a decision by\\nBe straightforward about what you need from them\\nTell them your plans for following up\",\"personality.Cd_0_14_67_100_urgencyAndPace_thisHappensBecause\":\"They thoroughly assess their options before making a decision. \\nThey'll want to take the necessary time to discuss all aspects of your solution, including potential flaws, before making up their minds.\",\"personality.Cd_0_14_67_100_urgencyAndPace_tryThis\":\"What other information are you looking for before making a decision? \\nWe can move forward as soon as we have X, Y, and Z. \\nI've attached a document that goes into a bit more detail about this.\",\"personality.Cd_0_14_67_100_workingTogether_bulletPoints\":\"Maintain high standards for your work\\nDo your research before asking questions\\nProcess conflict logically\",\"personality.CD_0_14_67_68_behaviour_bulletPoints\":\"Questioning a lack of logic and analysis\\nDoubting the authenticity of an advertisement or sales pitch\\nFeeling annoyed by an exaggeration\",\"personality.CD_0_14_67_68_behaviour_description\":\"Tends to be fairly skeptical of pitches, so be prepared to back up any claims you make with solid data, rather than just personal experience. They may ask a lot of questions; take them one at a time and answer thoroughly and thoughtfully.\",\"personality.CD_0_14_67_68_bookingMeeting_bulletPoints\":\"Express your excitement for your upcoming meeting\\nGive them one time option and ask if it works\\nBe strong and straightforward\",\"personality.CD_0_14_67_68_bookingMeeting_thisHappensBecause\":\"They are very skeptical, so it can be difficult to get them on a call unless you have a really good reason for them. If they're interested, they will reach out, but if you follow up too many times, make unreasonable claims about the product, or try to use personal appeals, they're likely to turn you down.\",\"personality.CD_0_14_67_68_bookingMeeting_tryThis\":\"Are you free to meet next Tuesday at 2pm to discuss?\\nI've attached two studies that show more about how our product works to make measurable improvements in team productivity.\\nWe've been around for 20 years and have helped over 2,000 business improve their teams' efficiency by...\",\"personality.CD_0_14_67_68_brief\":\"Tends to be a highly-focused executer at work who gets right to the point in a conversation.\",\"personality.CD_0_14_67_68_buildingRapport_bulletPoints\":\"Try to catch their questions before they ask them\\nGive them bottom line information\\nBe straightforward and honest\",\"personality.CD_0_14_67_68_buildingRapport_thisHappensBecause\":\"They respect people who are honest and knowledgable. You'll win them over if you fight through objections and prove that you are really respectable.\",\"personality.CD_0_14_67_68_buildingRapport_tryThis\":\"Here's the bottom-line...\\nI'll be honest, one area we could stand to improve in is...\\nI'll be honest with you...\",\"personality.CD_0_14_67_68_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of confidence in the ROI or overall value of your product.\\nSpeak with a straightforward and direct tone of voice.\\nFocus on how the faster things can get going, the closer they can get to driving forward practical and big-picture solutions for their team.\",\"personality.CD_0_14_67_68_discussingMoney_bulletPoints\":\"Speak in precise and direct terms.\\nShow your pricing model through charts, graphs, and big-scale terms.\\nExplain what the price will bring as far as quick improvements and ROI.\",\"personality.CD_0_14_67_68_emailing_bulletPoints\":\"Avoid using emotional phrasing\\nWrite with a business-like tone\\nDouble-check to make sure everything is factual\",\"personality.CD_0_14_67_68_emailing_description\":\"They are goal-oriented, likes structure, and will respond best to slightly formal communication that gives enough detail for them to assess the situation and start thinking through a plan.\",\"personality.CD_0_14_67_68_energizers_bulletPoints\":\"Proven solutions\\nCompetence & skill\\nEliminating waste and inefficiency\",\"personality.CD_0_14_67_68_givingPitch_bulletPoints\":\"Show how your product reduces costs\\nDemonstrate how much time they can save with your product\\nCall out any flaws or drawbacks head-on so they know you're being transparent\",\"personality.CD_0_14_67_68_givingPitch_thisHappensBecause\":\"They are naturally very skeptical, so no matter what claims you make, they'll want to test it from every angle to ensure it's true. They care a lot about improving current processes and seeing clear, measurable results.\",\"personality.CD_0_14_67_68_givingPitch_tryThis\":\"With the savings you'll see in just 1 month, you'll be able to reinvest into X.\\nYou're currently doing X, which has been great for things like Y. But if you're hoping to grow by 20% in the next year, you'll need the help of our product to do Z, too.\\nI'll be honest, we have work to do when it comes to X and we're making those improvements. But, we're still the best at Y.\",\"personality.CD_0_14_67_68_handlingCompetition_bulletPoints\":\"State clear, simple reasons why your product is worth the cost\\nBluntly discuss exactly what others are doing wrong\\nAddress your competitors head-on without fear of sounding mean\",\"personality.CD_0_14_67_68_handlingCompetition_thisHappensBecause\":\"They will compare options, which means they're bound to bring up your competitors. They want to make sure that if they choose your product, they're getting the best solution for their needs. If you give them clear reasons why your product is better and provie a refutation for any argument they make in favor of your competitor, you're likely to close the deal.\",\"personality.CD_0_14_67_68_handlingCompetition_tryThis\":\"You might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one.\\nTheir product has had 2 major bugs in the past month alone, which caused major delays for...\\nOther companies are going to try to tell you X. Here's where they're wrong...\",\"personality.CD_0_14_67_68_meeting_bulletPoints\":\"Keep it formal and business-like\\nCome in prepared for any question\\nMinimize the amount of open-ended questions\",\"personality.CD_0_14_67_68_meeting_description\":\"They are likely to prefer well-organized meetings that allow them to ask clarifying questions. Make sure to keep the conversation focused on the most important details.\",\"personality.CD_0_14_67_68_painPoints_bulletPoints\":\"Unreliabile structures\\nInefficiencies\\nIllogical reasoning\",\"personality.CD_0_14_67_68_painPoints_thisHappensBecause\":\"Inefficiencies, unreliability, and illogical reasoning are all likely to frustrate them. The more you can anticipate these stressors, the more you can ensure that you aren't the source of their frustration.\",\"personality.CD_0_14_67_68_painPoints_tryThis\":\"On average, customers see an improvement of 15.2% in their team's overall efficiency.\\nThe solution is well-researched and I'm happy to share each of those sources with you.\\nFrom what you've shared, your biggest issue seems to be X. Here's how we can help...\",\"personality.CD_0_14_67_68_presentations_bulletPoints\":\"Show your dominance over your competitors\\nLean in on numbers and ROI\\nAsk bold and direct questions about their pain points\\nluded this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you.\",\"personality.CD_0_14_67_68_presentations_thisHappensBecause\":\"They won't benefit much from visual aids, so flashy graphics will likely feel like a waste of time. However, they do appreciate organization and detail. Use slides very intentionally.\",\"personality.CD_0_14_67_68_presentations_tryThis\":\"I'll send these slides to you when we're done for your reference.\\nYou can see from these charts that...\\nI've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you.\",\"personality.CD_0_14_67_68_problemApproach_bulletPoints\":\"Inputting their opinion bluntly\\nConsidering straightforward options\\nAsking lots of questions before coming to a conclusion\",\"personality.CD_0_14_67_68_problemApproach_thisHappensBecause\":\"They want the best solutions that will permanently fix the root cause of issues they're facing. They'd prefer finding this solution quickly, but they'll take their time to analyze things carefully, ask every question they have, and ensure they're getting the best possible solution.\",\"personality.CD_0_14_67_68_problemApproach_tryThis\":\"Our solution works by taking care of that root-problem so you won't need to keep coming back to this in the future.\\nSend any questions you have my way and I'll be sure to answer them to the best of my knowledge.\\nAs soon as you give the go ahead, we'll get this done for you.\",\"personality.CD_0_14_67_68_speaking_bulletPoints\":\"Be prepared for pushback\\nDon't get offended if they end the conversation abruptly\\nStay objective rather than emotional\",\"personality.CD_0_14_67_68_stressors_bulletPoints\":\"Taking on an unclear task\\nExpressive displays of emotion\\nUnclear goals\",\"personality.CD_0_14_67_68_stressors_description\":\"They may feel unmotivated when working in a supporting role that allows them little control over the situation. They are naturally independent and self-disciplined, so they are likely to feel frustrated if other people assert too much authority over them.\",\"personality.CD_0_14_67_68_supportingChampion_beforeMeeting\":\"Keep up their love for big-picture visualizing by mentioning the outcomes of this deal.\\nRequest what you need in a firm, direct tone of voice.\\nGive them information-heavy documentation to study.\",\"personality.CD_0_14_67_68_supportingChampion_duringMeeting\":\"Commend them for their in-depth study and honesty.\\nExpect them to ask a lot of questions both to you and to their decision-maker.\\nCheck in with your Champion briefly when speaking about speed and accuracy.\",\"personality.CD_0_14_67_68_threeWords\":\"Steadfast, Efficient, Methodical\",\"personality.CD_0_14_67_68_urgencyAndPace_bulletPoints\":\"Tell them what you'll be expecting on their end and by what time\\nSupply them with information-heavy documents so they don't feel at a roadblock\\nSpeak with efficiency and process in mind\",\"personality.CD_0_14_67_68_urgencyAndPace_thisHappensBecause\":\"They want things to move quickly, without wasteful steps or conversations, but they will spend as much time as necessary to ensure a solution is worthwhile.\",\"personality.CD_0_14_67_68_urgencyAndPace_tryThis\":\"We can move forward as soon as we have X, Y, and Z.\\nWhat other information are you looking for before making a decision?\\nWe'll make sure you have access as soon as X is signed.\",\"personality.CD_0_14_67_68_workingTogether_bulletPoints\":\"Support any claims with proof\\nOffer blunt constructive criticism\\nProcess conflict logically\",\"personality.Cd_15_24_67_100_behaviour_bulletPoints\":\"Separating facts from emotions when making decisions\\nSeeking evidence to support claims\\nPreferring spending time alone\",\"personality.Cd_15_24_67_100_behaviour_description\":\"To convince them, be prepared for tough questions and don't use an emotional appeal to ask for the sale. \\nThey will appreciate a logical, blunt approach that is focused on substance and achieve results.\",\"personality.Cd_15_24_67_100_bookingMeeting_bulletPoints\":\"Share details of the next meeting\\nShow interest in getting a meeting on the books so they can prepare for it\\nSpeak with a business-professional tone\",\"personality.Cd_15_24_67_100_bookingMeeting_thisHappensBecause\":\"They are reserved and skeptical. \\nThey may not enjoy meetings, so it can be harder to get them on a call or in a face-to-face meeting. \\nThey tend to rely on what is currently working for them unless it breaks, so they need concrete evidence and compelling data to get them to consider something new. \\nIf you can meet those requirements, you may secure a meeting with them.\",\"personality.Cd_15_24_67_100_bookingMeeting_tryThis\":\"We've been around for 20 years and have helped over 2,000 business improve their teams' efficiency by... \\nAre you free to meet next Tuesday at 3 pm CST to discuss this further? \\nAre you free to meet next Tuesday at 2pm to discuss?\",\"personality.Cd_15_24_67_100_brief\":\"Tends to be stoic and methodical about decisions, but is willing to take a risk if it is backed up by enough logic.\",\"personality.Cd_15_24_67_100_buildingRapport_bulletPoints\":\"Acknowledge your product's flaws openly\\nBe comfortable engaging in their debates and reservations\\nProvide accurate and detailed information from the get-go\",\"personality.Cd_15_24_67_100_buildingRapport_thisHappensBecause\":\"They trust blunt honesty and logical thinking. \\nThey naturally pushback on most things and aren't likely to get along with someone who can't handle that. \\nOver time, they'll come to respect someone who is authentic and confident.\",\"personality.Cd_15_24_67_100_buildingRapport_tryThis\":\"I'll be honest, one area we could stand to improve in is... \\nHere's the bottom-line... \\nI've been working in this field for 15 years - I actually have a Master's degree in this.\",\"personality.Cd_15_24_67_100_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can get to creating a strategized plan implemented in the team.\\nSpeak with a factual tone of voice.\\nExpect long-term hold-ups to come from a lack of confidence in the financial value of your product.\",\"personality.Cd_15_24_67_100_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as ROI and other financial gains.\\nSpeak in clear, direct terms.\\nShow your pricing model through numbers, charts, and other data-driven information.\",\"personality.Cd_15_24_67_100_emailing_bulletPoints\":\"Clearly state the reason for the email right away\\nGive plenty of evidence to support any claims\\nBe firm in your statements\",\"personality.Cd_15_24_67_100_emailing_description\":\"They are straight-shooters in communication and appreciates a consistent tone with very little banter or small talk, especially when reaching out to them via email.\",\"personality.Cd_15_24_67_100_energizers_bulletPoints\":\"Privacy\\nCreating procedures\\nDetailed evidence\",\"personality.Cd_15_24_67_100_givingPitch_bulletPoints\":\"Be prepared for pushback and lots of questions\\nBring evidence-backed data to the table\\nShow why your product will help improve process\",\"personality.Cd_15_24_67_100_givingPitch_thisHappensBecause\":\"They will grow to trust you if you don't become overly defensive when they poke and prod at your argument. \\nWhen you can show that you know what you're talking about and are confident enough in your product's effectiveness to comfortably debate it, you'll sway them toward the sale.\",\"personality.Cd_15_24_67_100_givingPitch_tryThis\":\"You're currently doing X, which has been great for things like Y. \\nBut if you're hoping to grow by 20% in the next year, you'll need the help of our product to do Z, too. \\nWith the savings you'll see in just 1 month, you'll be able to reinvest into X. \\nI'm going to share some of our best, most thorough resources that you can look through at your own pace.\",\"personality.Cd_15_24_67_100_handlingCompetition_bulletPoints\":\"Be devil's advocate and address all the different aspects of comparision so they can better trust your argument\\nBluntly explain why you're better than others rather than trying to sugarcoat things\\nOffer data that shows a direct comparison between your product and your competitor's\",\"personality.Cd_15_24_67_100_handlingCompetition_thisHappensBecause\":\"They want very specific, logical reasons for choosing your product over another. \\nThey need to have clear data to justify commiting to your product.\",\"personality.Cd_15_24_67_100_handlingCompetition_tryThis\":\"Their product has had 2 major bugs in the past month alone, which caused major delays for... \\nYou might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one. \\nYou may save $700 over the course of a few years by choosing their solution, but you'd be sacrificing in quality and reliability. \\nOver the past month, they've had 3 major product bugs.\",\"personality.Cd_15_24_67_100_meeting_bulletPoints\":\"Bring documentation to support your points\\nDon't discuss personal stories\\nUse facts and figures to maintain accuracy\",\"personality.Cd_15_24_67_100_meeting_description\":\"They can be opinionated and may abruptly end the conversation if the points are not immediately obvious. \\nSet clear expectations for the meeting, and make sure to use logical appeals to prove your point.\",\"personality.Cd_15_24_67_100_painPoints_bulletPoints\":\"Feeling that they can't speak up about inaccuracies\\nLack of clarity\\nOverly distracting atmospheres\",\"personality.Cd_15_24_67_100_painPoints_thisHappensBecause\":\"They are stressed by a lack of knowledge or understanding, needing to worry about offending others with feedback, and accommodating something they disagree with, to name a few. \\nYour product should address their biggest concerns in specific ways.\",\"personality.Cd_15_24_67_100_painPoints_tryThis\":\"From what you've shared, your biggest issue seems to be X. \\nHere's how we can help... \\nWe have plenty of research and evidence to back this up, like... \\nOn average, customers see an improvement of 15.2% in their team's overall efficiency.\",\"personality.Cd_15_24_67_100_presentations_bulletPoints\":\"Make room in your presentations for their many questions\\nOffer trials or piloting programs to build their trust upfront\\nShare lots of evidence-based information\",\"personality.Cd_15_24_67_100_presentations_thisHappensBecause\":\"They don't need funny graphics to stay entertained or visuals to help them digest information. \\nThey are content to take on a lot of detailed information and are likely to be more frustrated if you're distracting from the point at hand with a funny clip or GIF.\",\"personality.Cd_15_24_67_100_presentations_tryThis\":\"You can see from these charts that... \\nI'll send these slides to you when we're done for your reference. \\nOur product cuts this time by 30%.\",\"personality.Cd_15_24_67_100_problemApproach_bulletPoints\":\"Having a firm conclusion after much thought\\nProcessing information internally\\nThinking before speaking\",\"personality.Cd_15_24_67_100_problemApproach_thisHappensBecause\":\"They are not typically external processors. \\nYour role is to give them all the information, but they'll need time and space to come to a firm conclusion about whether your product is the best possible solution to their problem.\",\"personality.Cd_15_24_67_100_problemApproach_tryThis\":\"Send any questions you have my way and I'll be sure to answer them to the best of my knowledge. \\nOur solution works by taking care of that root-problem so you won't need to keep coming back to this in the future. \\nI've attached all of the research behind our solution here.\",\"personality.Cd_15_24_67_100_speaking_bulletPoints\":\"Set clear expectations for the conversation\\nBack up your thoughts with clear data\\nShare your qualifications or expertise\",\"personality.Cd_15_24_67_100_stressors_bulletPoints\":\"When others do not follow through on promises\\nCrowded, busy events\\nChaotic situations\",\"personality.Cd_15_24_67_100_stressors_description\":\"They place a lot of value on commitment and is likely to feel drained or upset when other people fail to follow through on promises or plans. \\nThey seek predictability and reliability from those around them. \\nWithout follow-through from coworkers, they will likely grow to be unmotivated.\",\"personality.Cd_15_24_67_100_supportingChampion_beforeMeeting\":\"Give them in-depth supporting documentation to study (technical breakfowns, SLAs, etc.)\\nMatch their love for schedules by showing your organizational process for next steps.\\nRequest what you need in a straightforward tone of voice.\",\"personality.Cd_15_24_67_100_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about data and ROI. \\nExpect them to bluntly ask questions if they are unclear, both to you and to their Decision-Maker. \\nCommend them for their thoroughness and honesty.\",\"personality.Cd_15_24_67_100_threeWords\":\"Strong-willed, Skeptical, Straightforward\",\"personality.Cd_15_24_67_100_urgencyAndPace_bulletPoints\":\"Ask what date they'll have a decision by\\nBe straightforward about what you need from them\\nTell them your plans for following up\",\"personality.Cd_15_24_67_100_urgencyAndPace_thisHappensBecause\":\"They thoroughly assess their options before making a decision. \\nThey'll want to take the necessary time to discuss all aspects of your solution, including potential flaws, before making up their minds.\",\"personality.Cd_15_24_67_100_urgencyAndPace_tryThis\":\"What other information are you looking for before making a decision? \\nWe can move forward as soon as we have X, Y, and Z. \\nI've attached a document that goes into a bit more detail about this.\",\"personality.Cd_15_24_67_100_workingTogether_bulletPoints\":\"Do your research before asking questions\\nGive them space to work independently\\nMaintain high standards for your work\",\"personality.CD_15_24_67_68_behaviour_bulletPoints\":\"Emphasizing the importance of quality\\nFeeling annoyed by an exaggeration\\nHighly valuing accuracy\",\"personality.CD_15_24_67_68_behaviour_description\":\"Tends to scrutinize new ideas and products to ensure he can feel confident in whatever decision he makes. Be prepared for blunt questions; hold your ground and display confidence in your product, while sharing specific facts and figures that support your argument.\",\"personality.CD_15_24_67_68_bookingMeeting_bulletPoints\":\"Be strong and straightforward\\nGive them one time option and ask if it works\\nExpress your excitement for your upcoming meeting\",\"personality.CD_15_24_67_68_bookingMeeting_thisHappensBecause\":\"They are very skeptical, so it can be difficult to get them on a call unless you have a really good reason for them. If they're interested, they will reach out, but if you follow up too many times, make unreasonable claims about the product, or try to use personal appeals, they're likely to turn you down.\",\"personality.CD_15_24_67_68_bookingMeeting_tryThis\":\"I've attached two studies that show more about how our product works to make measurable improvements in team productivity.\\nAre you free to meet next Tuesday at 2pm to discuss?\\nWe will cut the time it takes you to do X by 25%.\",\"personality.CD_15_24_67_68_brief\":\"Tends to be a straight-shooter in conversation and is likely to eliminate uncertainty wherever possible.\",\"personality.CD_15_24_67_68_buildingRapport_bulletPoints\":\"Be straightforward and honest\\nGive them bottom line information\\nTry to catch their questions before they ask them\",\"personality.CD_15_24_67_68_buildingRapport_thisHappensBecause\":\"They respect people who are honest and knowledgable. You'll win them over if you fight through objections and prove that you are really respectable.\",\"personality.CD_15_24_67_68_buildingRapport_tryThis\":\"Here's the bottom-line...\\nI'll be honest with you...\\nI'll be honest, one area we could stand to improve in is...\",\"personality.CD_15_24_67_68_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can get to driving forward practical and big-picture solutions for their team.\\nSpeak with a straightforward and direct tone of voice.\\nExpect long-term hold-ups to come from a lack of confidence in the ROI or overall value of your product.\",\"personality.CD_15_24_67_68_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as quick improvements and ROI.\\nShow your pricing model through charts, graphs, and big-scale terms.\\nSpeak in precise and direct terms.\",\"personality.CD_15_24_67_68_emailing_bulletPoints\":\"Support claims with clear evidence\\nWrite with a business-like tone\\nAvoid open-ended questions in favor of \\\"yes or no\\\" questions\",\"personality.CD_15_24_67_68_emailing_description\":\"Naturally logical and firm when making decisions. They can be very skeptical of anyone who's more emotionally driven so skip the personal anecdotes and, instead, focus on the facts.\",\"personality.CD_15_24_67_68_energizers_bulletPoints\":\"Providing feedback\\nCompetence & skill\\nPersonal space\",\"personality.CD_15_24_67_68_givingPitch_bulletPoints\":\"Call out any flaws or drawbacks head-on so they know you're being transparent\\nDemonstrate how much time they can save with your product\\nShow how your product reduces costs\",\"personality.CD_15_24_67_68_givingPitch_thisHappensBecause\":\"They are naturally very skeptical, so no matter what claims you make, they'll want to test it from every angle to ensure it's true. They care a lot about improving current processes and seeing clear, measurable results.\",\"personality.CD_15_24_67_68_givingPitch_tryThis\":\"With the savings you'll see in just 1 month, you'll be able to reinvest into X.\\nI'll be honest, we have work to do when it comes to X and we're making those improvements. But, we're still the best at Y.\\nYou're currently doing X, which has been great for things like Y. But if you're hoping to grow by 20% in the next year, you'll need the help of our product to do Z, too.\",\"personality.CD_15_24_67_68_handlingCompetition_bulletPoints\":\"Address your competitors head-on without fear of sounding mean\\nBluntly discuss exactly what others are doing wrong\\nState clear, simple reasons why your product is worth the cost\",\"personality.CD_15_24_67_68_handlingCompetition_thisHappensBecause\":\"They will compare options, which means they're bound to bring up your competitors. They want to make sure that if they choose your product, they're getting the best solution for their needs. If you give them clear reasons why your product is better and provie a refutation for any argument they make in favor of your competitor, you're likely to close the deal.\",\"personality.CD_15_24_67_68_handlingCompetition_tryThis\":\"You might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one.\\nOther companies are going to try to tell you X. Here's where they're wrong...\\nTheir product has had 2 major bugs in the past month alone, which caused major delays for...\",\"personality.CD_15_24_67_68_meeting_bulletPoints\":\"Address necessary details\\nCome in prepared for any question\\nSet a clear end time\",\"personality.CD_15_24_67_68_meeting_description\":\"May be blunt, at times, so don't be offended if they question something you say. Instead, remain confident and assertive by holding your ground and backing up what you say with data.\",\"personality.CD_15_24_67_68_painPoints_bulletPoints\":\"Illogical reasoning\\nInefficiencies\\nUnreliabile structures\",\"personality.CD_15_24_67_68_painPoints_thisHappensBecause\":\"Inefficiencies, unreliability, and illogical reasoning are all likely to frustrate them. The more you can anticipate these stressors, the more you can ensure that you aren't the source of their frustration.\",\"personality.CD_15_24_67_68_painPoints_tryThis\":\"The solution is well-researched and I'm happy to share each of those sources with you.\\nOn average, customers see an improvement of 15.2% in their team's overall efficiency.\\nWithin two weeks, your team will be able to get things done in 20% less time.\",\"personality.CD_15_24_67_68_presentations_bulletPoints\":\"Ask bold and direct questions about their pain points\\nLean in on numbers and ROI\\nShow your dominance over your competitors\",\"personality.CD_15_24_67_68_presentations_thisHappensBecause\":\"They won't benefit much from visual aids, so flashy graphics will likely feel like a waste of time. However, they do appreciate organization and detail. Use slides very intentionally.\",\"personality.CD_15_24_67_68_presentations_tryThis\":\"I'll send these slides to you when we're done for your reference.\\nI've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you.\\nYou can see from these charts that...\",\"personality.CD_15_24_67_68_problemApproach_bulletPoints\":\"Asking lots of questions before coming to a conclusion\\nConsidering straightforward options\\nInputting their opinion bluntly\",\"personality.CD_15_24_67_68_problemApproach_thisHappensBecause\":\"They want the best solutions that will permanently fix the root cause of issues they're facing. They'd prefer finding this solution quickly, but they'll take their time to analyze things carefully, ask every question they have, and ensure they're getting the best possible solution.\",\"personality.CD_15_24_67_68_problemApproach_tryThis\":\"Our solution works by taking care of that root-problem so you won't need to keep coming back to this in the future.\\nAs soon as you give the go ahead, we'll get this done for you.\\nSend any questions you have my way and I'll be sure to answer them to the best of my knowledge.\",\"personality.CD_15_24_67_68_speaking_bulletPoints\":\"Avoid bringing up unrelated information\\nDon't get offended if he ends the conversation abruptly\\nGet right to the issue at hand\",\"personality.CD_15_24_67_68_stressors_bulletPoints\":\"Indecision from others\\nExpressive displays of emotion\\nInefficiencies and waste\",\"personality.CD_15_24_67_68_stressors_description\":\"Tends to be emotionally reserved, they are often drained by emotionally tense situations, especially if those around them are sharing intense feelings. They are likely to process things internally and may grow frustrated if others pressure them to open up.\",\"personality.CD_15_24_67_68_supportingChampion_beforeMeeting\":\"Give them information-heavy documentation to study.\\nRequest what you need in a firm, direct tone of voice.\\nKeep up their love for big-picture visualizing by mentioning the outcomes of this deal.\",\"personality.CD_15_24_67_68_supportingChampion_duringMeeting\":\"Check in with your Champion briefly when speaking about speed and accuracy.\\nExpect them to ask a lot of questions both to you and to their decision-maker.\\nCommend them for their in-depth study and honesty.\",\"personality.CD_15_24_67_68_threeWords\":\"Candid, Efficient, Persistent\",\"personality.CD_15_24_67_68_urgencyAndPace_bulletPoints\":\"Speak with efficiency and process in mind\\nSupply them with information-heavy documents so they don't feel at a roadblock\\nTell them what you'll be expecting on their end and by what time\",\"personality.CD_15_24_67_68_urgencyAndPace_thisHappensBecause\":\"They want things to move quickly, without wasteful steps or conversations, but they will spend as much time as necessary to ensure a solution is worthwhile.\",\"personality.CD_15_24_67_68_urgencyAndPace_tryThis\":\"We can move forward as soon as we have X, Y, and Z.\\nWe'll make sure you have access as soon as X is signed.\\nWhat other information are you looking for before making a decision?\",\"personality.CD_15_24_67_68_workingTogether_bulletPoints\":\"Listen to their suggestions for improving efficiency\\nOffer blunt constructive criticism\\nKnow that they prefer working alone\",\"personality.Cd_25_54_67_100_behaviour_bulletPoints\":\"Challenging ideas that don't make sense\\nPausing a conversation to correct something inaccurate\\nVerbally challenging a bold claim about a product\",\"personality.Cd_25_54_67_100_behaviour_description\":\"They tend to be skilled at weeding out potential flaws, so make an effort to preemptively address any problems or concerns and explain how you plan to address issues if they arise.\",\"personality.Cd_25_54_67_100_bookingMeeting_bulletPoints\":\"Share your enthusiasm for your next meeting\\nMake a statement of your availability instead of confusing them with wishy-washy questions\\nSpeak with a business-like tone\",\"personality.Cd_25_54_67_100_bookingMeeting_thisHappensBecause\":\"They are incredibly goal-oriented people who want everything to serve a purpose, while consistently looking to mitigate things that drain time or resources. \\nIf your product won't make a measurable difference in their plan to succeed, they won't want it. \\nGive them enough information to get in a meeting.\",\"personality.Cd_25_54_67_100_bookingMeeting_tryThis\":\"We will cut the time it takes you to do X by 25%. \\nThe biggest inefficiency facing [prospect's role] today is XYZ.\\nThe reason you should take this meeting isn't so you can hear things you already know, though. \\nYou should take this meeting so you can understand why we're the best at solving the problem. \\nI've attached two studies that show more about how our product works to make measurable improvements in team productivity.\",\"personality.Cd_25_54_67_100_brief\":\"Tends to be pragmatic, logical, and firm when making decisions but very skeptical when emotions are involved.\",\"personality.Cd_25_54_67_100_buildingRapport_bulletPoints\":\"Stick to the problem at-hand\\nBe honest about your work with the company\\nAcknowledge their commitment to their job\",\"personality.Cd_25_54_67_100_buildingRapport_thisHappensBecause\":\"While building rapport throughout the pitch can be good for some personalities, it's not very necessary for them. \\nThey want you to get right to the point of your pitch, so they won't want to waste too much time with unrelated jokes or chit chat. \\nThey'll trust you if you give it to them straight and make good use of their time.\",\"personality.Cd_25_54_67_100_buildingRapport_tryThis\":\"I'll be honest with you... \\nHere's the bottom-line... \\nTo be blunt, we are the best one on the market right now.\",\"personality.Cd_25_54_67_100_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of confidence in big-picture and financial solutions.\\nSpeak with a determined, focused tone of voice.\\nFocus on how the faster things can get going, the quicker their ability to start implementing this product into team processes today.\",\"personality.Cd_25_54_67_100_discussingMoney_bulletPoints\":\"Show your pricing model through big-picture charts and graphics.\\nSpeak in clear, driving, and confident terms.\\nExplain what the price will bring for their company's big financial goals.\",\"personality.Cd_25_54_67_100_emailing_bulletPoints\":\"Be clear and concise\\nState your purpose for the email in the first sentence\\nAvoid open-ended questions in favor of \\\"yes or no\\\" questions\",\"personality.Cd_25_54_67_100_emailing_description\":\"They tend to prioritize achievement and may feel frustrated when ideas are projected onto them, so make sure to remain objective and drive the point home with concrete evidence and data when reaching out to them via e-mail.\",\"personality.Cd_25_54_67_100_energizers_bulletPoints\":\"Independence\\nSpeed & efficiency\\nPersonal space\",\"personality.Cd_25_54_67_100_givingPitch_bulletPoints\":\"Show why you're better than the other competitors they may be considering\\nMirror their intensity\\nCall out drawbacks before they ask so they see your honesty\",\"personality.Cd_25_54_67_100_givingPitch_thisHappensBecause\":\"They are firm, assertive people, who are likely to ask tough questions. \\nIf you can anticipate their arguments or objections and handle yourself with confidence, you're much more likely to earn their respect and business. \\nBe upfront and transparent. You should bring to light potential downsides and be honest in competitive analyses. They'll likely do their own due diligence and find out anyways.\",\"personality.Cd_25_54_67_100_givingPitch_tryThis\":\"I'll be honest, we have work to do when it comes to X and we're making those improvements. \\nBut, we're still the best at Y. \\nWith the savings you'll see in just 1 month, you'll be able to reinvest into X. \\nYour competition has seen a growth of X% over the last two months. You can top that.\",\"personality.Cd_25_54_67_100_handlingCompetition_bulletPoints\":\"Focus on what makes your company and your product faster, more effictive, and more cost-efficient\\nDirectly call out your competitor's flaws\\nBe blunt and straightfoward\",\"personality.Cd_25_54_67_100_handlingCompetition_thisHappensBecause\":\"They will want to get the best option possible, whether in terms of cost or effectiveness. \\nIf they see your competition is better in some aspect, they'll want an explanation. \\nYou can prevent this by addressing this issue before they look into it on their own time. \\nDon't give them a chance to turn somewhere else.\",\"personality.Cd_25_54_67_100_handlingCompetition_tryThis\":\"Other companies are going to try to tell you X. \\nHere's where they're wrong... \\nYou might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one. \\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\",\"personality.Cd_25_54_67_100_meeting_bulletPoints\":\"Prove that you did your research\\nFocus on action items\\nSet a clear end time\",\"personality.Cd_25_54_67_100_meeting_description\":\"When meeting with them, be on time and present yourself formally. \\nAvoid involving personal information or emotion; instead, focus on discussing results.\",\"personality.Cd_25_54_67_100_painPoints_bulletPoints\":\"Laziness\\nLack of enthusiasm\\nInefficient team-wide output\",\"personality.Cd_25_54_67_100_painPoints_thisHappensBecause\":\"They are likely to feel frustrated by anything that's slowing them down or making their team less efficient and productive, so be blunt in asking them where they stand. \\nUnderstand their short- and long-term goals and align your product back to these often. \\nSince they'll fixate on their objectives and reject outside distractions, focus only on the elements of your product which are aligned to their goals, and skip over anything else.\",\"personality.Cd_25_54_67_100_painPoints_tryThis\":\"Within two weeks, your team will be able to get things done in 20% less time. \\nWhat are your 2021 OKRs and what are the biggest risks you see to accomplish them? \\nThe solution is well-researched and I'm happy to share each of those sources with you\",\"personality.Cd_25_54_67_100_presentations_bulletPoints\":\"Use numbers and growth-centered charts to show your effectiveness against competitors\\nSpeak clearly and confidently rather than trying to be nice or friendly\\nBack up your claims with big, intense numbers\",\"personality.Cd_25_54_67_100_presentations_thisHappensBecause\":\"They want things to move quickly. \\nThey don't want anything involved in the presentation that isn't essential or doesn't serve some purpose. \\nA flashy, visual presentation or a lot of big picture visionary content isn't likely to impress them. \\nThey care much more about how you'll prove to them that you and your product are worth their time and money.\",\"personality.Cd_25_54_67_100_presentations_tryThis\":\"I've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you. \\nI'll send these slides to you when we're done for your reference. \\nThese are the results you can expect to see with our product.\",\"personality.Cd_25_54_67_100_problemApproach_bulletPoints\":\"Using a direct, straightforward tone of voice\\nFocusing on the big-picture instead of the little details\\nFinding a quick, effective solution\",\"personality.Cd_25_54_67_100_problemApproach_thisHappensBecause\":\"They tend to look for quick, effective solutions to their problems. \\nIf something is preventing them from moving forward toward their goals, they want it to be dealt with and resolved ASAP.\",\"personality.Cd_25_54_67_100_problemApproach_tryThis\":\"As soon as you give the go ahead, we'll get this done for you. \\nOur solution works by taking care of that root-problem so you won't need to keep coming back to this in the future. \\nWith this product, you'll be at Z.\",\"personality.Cd_25_54_67_100_speaking_bulletPoints\":\"Keep it succinct\\nUse words like \\\"done\\\" and \\\"absolutely\\\"\\nGet right to the issue at hand\",\"personality.Cd_25_54_67_100_stressors_bulletPoints\":\"Waiting for extended periods of time\\nLong conversations with an unclear objective\\nInefficiencies and waste\",\"personality.Cd_25_54_67_100_stressors_description\":\"They tend to feel frustrated when others naively support ideas or people without needed scrutiny. \\nThey places a lot of value in making well thought-out decisions; if other people, especially those in positions of power, neglect to give much thought to important choices, they are likely to feel unmotivated.\",\"personality.Cd_25_54_67_100_supportingChampion_beforeMeeting\":\"Be strong and straightforward with what you need next.\\nExpress excitement and enthusiasm for your next interaction.\\nGive them information that focuses on ROI to capture their big-picture side and their numbers side.\",\"personality.Cd_25_54_67_100_supportingChampion_duringMeeting\":\"Commend them for their realistic and factual point-of-view. \\nExpect them to use precise language and facts when asking additional questions or when pitching to their Decision-Maker. \\nCheck in with your Champion when speaking about your product's performance compared to competitors.\",\"personality.Cd_25_54_67_100_threeWords\":\"Focused, Persistent, Vigorous\",\"personality.Cd_25_54_67_100_urgencyAndPace_bulletPoints\":\"Make the process as simple and seamless as possible\\nGo to someone internally for minor issues before bothering them\\nBe efficient in sending over necessary info\",\"personality.Cd_25_54_67_100_urgencyAndPace_thisHappensBecause\":\"They are determined and fast-paced. \\nThey're likely aware of your competitors and, even if you convinced them in the pitch, they'll go elsewhere if they feel like you aren't meeting the standard of urgency they need.\",\"personality.Cd_25_54_67_100_urgencyAndPace_tryThis\":\"We'll make sure you have access as soon as X is signed. \\nWe can move forward as soon as we have X, Y, and Z. \\nI'll personally make sure this is done ASAP.\",\"personality.Cd_25_54_67_100_workingTogether_bulletPoints\":\"Stay focused on the task at hand\\nDon't be afraid to ask tough questions\\nKnow that they prefer working alone\",\"personality.CD_25_54_67_68_behaviour_bulletPoints\":\"Questioning inefficient practices\\nHighly valuing accuracy\\nVerbally challenging a bold claim about a product\",\"personality.CD_25_54_67_68_behaviour_description\":\"May question a few of your claims and share a few concerns. Be prepared to directly address apprehension with concrete data that supports your product.\",\"personality.CD_25_54_67_68_bookingMeeting_bulletPoints\":\"Be strong and straightforward\\nGive them one time option and ask if it works\\nExpress your excitement for your upcoming meeting\",\"personality.CD_25_54_67_68_bookingMeeting_thisHappensBecause\":\"They are very skeptical, so it can be difficult to get them on a call unless you have a really good reason for them. If they're interested, they will reach out, but if you follow up too many times, make unreasonable claims about the product, or try to use personal appeals, they're likely to turn you down.\",\"personality.CD_25_54_67_68_bookingMeeting_tryThis\":\"I've attached two studies that show more about how our product works to make measurable improvements in team productivity.\\nAre you free to meet next Tuesday at 2pm to discuss?\\nWe will cut the time it takes you to do X by 25%.\",\"personality.CD_25_54_67_68_brief\":\"Tends to be comfortable creating processes and procedures for others to follow.\",\"personality.CD_25_54_67_68_buildingRapport_bulletPoints\":\"Be straightforward and honest\\nGive them bottom line information\\nTry to catch their questions before they ask them\",\"personality.CD_25_54_67_68_buildingRapport_thisHappensBecause\":\"They respect people who are honest and knowledgable. You'll win them over if you fight through objections and prove that you are really respectable.\",\"personality.CD_25_54_67_68_buildingRapport_tryThis\":\"Here's the bottom-line...\\nI'll be honest with you...\\nI'll be honest, one area we could stand to improve in is...\",\"personality.CD_25_54_67_68_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can get to driving forward practical and big-picture solutions for their team.\\nSpeak with a straightforward and direct tone of voice.\\nExpect long-term hold-ups to come from a lack of confidence in the ROI or overall value of your product.\",\"personality.CD_25_54_67_68_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as quick improvements and ROI.\\nShow your pricing model through charts, graphs, and big-scale terms.\\nSpeak in precise and direct terms.\",\"personality.CD_25_54_67_68_emailing_bulletPoints\":\"Avoid open-ended questions in favor of \\\"yes or no\\\" questions\\nSupport claims with clear evidence\\nBe clear and concise\",\"personality.CD_25_54_67_68_emailing_description\":\"May seem impatient and assertive via email, but is likely to respond well if you're clear and direct in getting to the point of the outreach.\",\"personality.CD_25_54_67_68_energizers_bulletPoints\":\"Personal space\\nProviding feedback\\nIndependence\",\"personality.CD_25_54_67_68_givingPitch_bulletPoints\":\"Call out any flaws or drawbacks head-on so they know you're being transparent\\nDemonstrate how much time they can save with your product\\nShow how your product reduces costs\",\"personality.CD_25_54_67_68_givingPitch_thisHappensBecause\":\"They are naturally very skeptical, so no matter what claims you make, they'll want to test it from every angle to ensure it's true. They care a lot about improving current processes and seeing clear, measurable results.\",\"personality.CD_25_54_67_68_givingPitch_tryThis\":\"With the savings you'll see in just 1 month, you'll be able to reinvest into X.\\nI'll be honest, we have work to do when it comes to X and we're making those improvements. But, we're still the best at Y.\\nYou're currently doing X, which has been great for things like Y. But if you're hoping to grow by 20% in the next year, you'll need the help of our product to do Z, too.\",\"personality.CD_25_54_67_68_handlingCompetition_bulletPoints\":\"Address your competitors head-on without fear of sounding mean\\nBluntly discuss exactly what others are doing wrong\\nState clear, simple reasons why your product is worth the cost\",\"personality.CD_25_54_67_68_handlingCompetition_thisHappensBecause\":\"They will compare options, which means they're bound to bring up your competitors. They want to make sure that if they choose your product, they're getting the best solution for their needs. If you give them clear reasons why your product is better and provie a refutation for any argument they make in favor of your competitor, you're likely to close the deal.\",\"personality.CD_25_54_67_68_handlingCompetition_tryThis\":\"You might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one.\\nOther companies are going to try to tell you X. Here's where they're wrong...\\nTheir product has had 2 major bugs in the past month alone, which caused major delays for...\",\"personality.CD_25_54_67_68_meeting_bulletPoints\":\"Set a clear end time\\nAddress necessary details\\nProve that you did your research\",\"personality.CD_25_54_67_68_meeting_description\":\"Remain confident and firm throughout meetings with them. Expect them to question some of your thoughts, even when others are present, but try not to take it personally. Instead, focus on directly addressing the point of meeting up.\",\"personality.CD_25_54_67_68_painPoints_bulletPoints\":\"Illogical reasoning\\nInefficiencies\\nUnreliabile structures\",\"personality.CD_25_54_67_68_painPoints_thisHappensBecause\":\"Inefficiencies, unreliability, and illogical reasoning are all likely to frustrate them. The more you can anticipate these stressors, the more you can ensure that you aren't the source of their frustration.\",\"personality.CD_25_54_67_68_painPoints_tryThis\":\"The solution is well-researched and I'm happy to share each of those sources with you.\\nOn average, customers see an improvement of 15.2% in their team's overall efficiency.\\nWithin two weeks, your team will be able to get things done in 20% less time.\",\"personality.CD_25_54_67_68_presentations_bulletPoints\":\"Ask bold and direct questions about their pain points\\nLean in on numbers and ROI\\nShow your dominance over your competitors\",\"personality.CD_25_54_67_68_presentations_thisHappensBecause\":\"They won't benefit much from visual aids, so flashy graphics will likely feel like a waste of time. However, they do appreciate organization and detail. Use slides very intentionally.\",\"personality.CD_25_54_67_68_presentations_tryThis\":\"I'll send these slides to you when we're done for your reference.\\nI've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you.\\nYou can see from these charts that...\",\"personality.CD_25_54_67_68_problemApproach_bulletPoints\":\"Asking lots of questions before coming to a conclusion\\nConsidering straightforward options\\nInputting their opinion bluntly\",\"personality.CD_25_54_67_68_problemApproach_thisHappensBecause\":\"They want the best solutions that will permanently fix the root cause of issues they're facing. They'd prefer finding this solution quickly, but they'll take their time to analyze things carefully, ask every question they have, and ensure they're getting the best possible solution.\",\"personality.CD_25_54_67_68_problemApproach_tryThis\":\"Our solution works by taking care of that root-problem so you won't need to keep coming back to this in the future.\\nAs soon as you give the go ahead, we'll get this done for you.\\nSend any questions you have my way and I'll be sure to answer them to the best of my knowledge.\",\"personality.CD_25_54_67_68_speaking_bulletPoints\":\"Get right to the issue at hand\\nAvoid bringing up unrelated information\\nKeep it succinct\",\"personality.CD_25_54_67_68_stressors_bulletPoints\":\"Inefficiencies and waste\\nIndecision from others\\nWaiting for extended periods of time\",\"personality.CD_25_54_67_68_stressors_description\":\"They are likely to feel drained by indecision or a lack of clarity from other people. They prefer to work on their own and make their own choices to prevent feeling frustrated or personally impacted by the choices of others.\",\"personality.CD_25_54_67_68_supportingChampion_beforeMeeting\":\"Give them information-heavy documentation to study.\\nRequest what you need in a firm, direct tone of voice.\\nKeep up their love for big-picture visualizing by mentioning the outcomes of this deal.\",\"personality.CD_25_54_67_68_supportingChampion_duringMeeting\":\"Check in with your Champion briefly when speaking about speed and accuracy.\\nExpect them to ask a lot of questions both to you and to their decision-maker.\\nCommend them for their in-depth study and honesty.\",\"personality.CD_25_54_67_68_threeWords\":\"Persistent, Candid, Focused\",\"personality.CD_25_54_67_68_urgencyAndPace_bulletPoints\":\"Speak with efficiency and process in mind\\nSupply them with information-heavy documents so they don't feel at a roadblock\\nTell them what you'll be expecting on their end and by what time\",\"personality.CD_25_54_67_68_urgencyAndPace_thisHappensBecause\":\"They want things to move quickly, without wasteful steps or conversations, but they will spend as much time as necessary to ensure a solution is worthwhile.\",\"personality.CD_25_54_67_68_urgencyAndPace_tryThis\":\"We can move forward as soon as we have X, Y, and Z.\\nWe'll make sure you have access as soon as X is signed.\\nWhat other information are you looking for before making a decision?\",\"personality.CD_25_54_67_68_workingTogether_bulletPoints\":\"Know that they prefer working alone\\nListen to their suggestions for improving efficiency\\nStay focused on the task at hand\",\"personality.Cd_55_100_67_100_behaviour_bulletPoints\":\"Challenging ideas that don't make sense\\nPausing a conversation to correct something inaccurate\\nVerbally challenging a bold claim about a product\",\"personality.Cd_55_100_67_100_behaviour_description\":\"They tend to be skilled at weeding out potential flaws, so make an effort to preemptively address any problems or concerns and explain how you plan to address issues if they arise.\",\"personality.Cd_55_100_67_100_bookingMeeting_bulletPoints\":\"Share your enthusiasm for your next meeting\\nMake a statement of your availability instead of confusing them with wishy-washy questions\\nSpeak with a business-like tone\",\"personality.Cd_55_100_67_100_bookingMeeting_thisHappensBecause\":\"They are incredibly goal-oriented people who want everything to serve a purpose, while consistently looking to mitigate things that drain time or resources. \\nIf your product won't make a measurable difference in their plan to succeed, they won't want it. \\nGive them enough information to get in a meeting.\",\"personality.Cd_55_100_67_100_bookingMeeting_tryThis\":\"We will cut the time it takes you to do X by 25%. \\nThe biggest inefficiency facing [prospect's role] today is XYZ.\\nThe reason you should take this meeting isn't so you can hear things you already know, though. \\nYou should take this meeting so you can understand why we're the best at solving the problem. \\nI've attached two studies that show more about how our product works to make measurable improvements in team productivity.\",\"personality.Cd_55_100_67_100_brief\":\"Tends to be pragmatic, logical, and firm when making decisions but very skeptical when emotions are involved.\",\"personality.Cd_55_100_67_100_buildingRapport_bulletPoints\":\"Stick to the problem at-hand\\nBe honest about your work with the company\\nAcknowledge their commitment to their job\",\"personality.Cd_55_100_67_100_buildingRapport_thisHappensBecause\":\"While building rapport throughout the pitch can be good for some personalities, it's not very necessary for them. \\nThey want you to get right to the point of your pitch, so they won't want to waste too much time with unrelated jokes or chit chat. \\nThey'll trust you if you give it to them straight and make good use of their time.\",\"personality.Cd_55_100_67_100_buildingRapport_tryThis\":\"I'll be honest with you... \\nHere's the bottom-line... \\nTo be blunt, we are the best one on the market right now.\",\"personality.Cd_55_100_67_100_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of confidence in big-picture and financial solutions.\\nSpeak with a determined, focused tone of voice.\\nFocus on how the faster things can get going, the quicker their ability to start implementing this product into team processes today.\",\"personality.Cd_55_100_67_100_discussingMoney_bulletPoints\":\"Show your pricing model through big-picture charts and graphics.\\nSpeak in clear, driving, and confident terms.\\nExplain what the price will bring for their company's big financial goals.\",\"personality.Cd_55_100_67_100_emailing_bulletPoints\":\"Be clear and concise\\nState your purpose for the email in the first sentence\\nAvoid open-ended questions in favor of \\\"yes or no\\\" questions\",\"personality.Cd_55_100_67_100_emailing_description\":\"They tend to prioritize achievement and may feel frustrated when ideas are projected onto them, so make sure to remain objective and drive the point home with concrete evidence and data when reaching out to them via e-mail.\",\"personality.Cd_55_100_67_100_energizers_bulletPoints\":\"Independence\\nSpeed & efficiency\\nPersonal space\",\"personality.Cd_55_100_67_100_givingPitch_bulletPoints\":\"Show why you're better than the other competitors they may be considering\\nMirror their intensity\\nCall out drawbacks before they ask so they see your honesty\",\"personality.Cd_55_100_67_100_givingPitch_thisHappensBecause\":\"They are firm, assertive people, who are likely to ask tough questions. \\nIf you can anticipate their arguments or objections and handle yourself with confidence, you're much more likely to earn their respect and business. \\nBe upfront and transparent. You should bring to light potential downsides and be honest in competitive analyses. They'll likely do their own due diligence and find out anyways.\",\"personality.Cd_55_100_67_100_givingPitch_tryThis\":\"I'll be honest, we have work to do when it comes to X and we're making those improvements. \\nBut, we're still the best at Y. \\nWith the savings you'll see in just 1 month, you'll be able to reinvest into X. \\nYour competition has seen a growth of X% over the last two months. You can top that.\",\"personality.Cd_55_100_67_100_handlingCompetition_bulletPoints\":\"Focus on what makes your company and your product faster, more effictive, and more cost-efficient\\nDirectly call out your competitor's flaws\\nBe blunt and straightfoward\",\"personality.Cd_55_100_67_100_handlingCompetition_thisHappensBecause\":\"They will want to get the best option possible, whether in terms of cost or effectiveness. \\nIf they see your competition is better in some aspect, they'll want an explanation. \\nYou can prevent this by addressing this issue before they look into it on their own time. \\nDon't give them a chance to turn somewhere else.\",\"personality.Cd_55_100_67_100_handlingCompetition_tryThis\":\"Other companies are going to try to tell you X. \\nHere's where they're wrong... \\nYou might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one. \\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\",\"personality.Cd_55_100_67_100_meeting_bulletPoints\":\"Prove that you did your research\\nFocus on action items\\nSet a clear end time\",\"personality.Cd_55_100_67_100_meeting_description\":\"When meeting with them, be on time and present yourself formally. \\nAvoid involving personal information or emotion; instead, focus on discussing results.\",\"personality.Cd_55_100_67_100_painPoints_bulletPoints\":\"Laziness\\nLack of enthusiasm\\nInefficient team-wide output\",\"personality.Cd_55_100_67_100_painPoints_thisHappensBecause\":\"They are likely to feel frustrated by anything that's slowing them down or making their team less efficient and productive, so be blunt in asking them where they stand. \\nUnderstand their short- and long-term goals and align your product back to these often. \\nSince they'll fixate on their objectives and reject outside distractions, focus only on the elements of your product which are aligned to their goals, and skip over anything else.\",\"personality.Cd_55_100_67_100_painPoints_tryThis\":\"Within two weeks, your team will be able to get things done in 20% less time. \\nWhat are your 2021 OKRs and what are the biggest risks you see to accomplish them? \\nThe solution is well-researched and I'm happy to share each of those sources with you\",\"personality.Cd_55_100_67_100_presentations_bulletPoints\":\"Use numbers and growth-centered charts to show your effectiveness against competitors\\nSpeak clearly and confidently rather than trying to be nice or friendly\\nBack up your claims with big, intense numbers\",\"personality.Cd_55_100_67_100_presentations_thisHappensBecause\":\"They want things to move quickly. \\nThey don't want anything involved in the presentation that isn't essential or doesn't serve some purpose. \\nA flashy, visual presentation or a lot of big picture visionary content isn't likely to impress them. \\nThey care much more about how you'll prove to them that you and your product are worth their time and money.\",\"personality.Cd_55_100_67_100_presentations_tryThis\":\"I've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you. \\nI'll send these slides to you when we're done for your reference. \\nThese are the results you can expect to see with our product.\",\"personality.Cd_55_100_67_100_problemApproach_bulletPoints\":\"Using a direct, straightforward tone of voice\\nFocusing on the big-picture instead of the little details\\nFinding a quick, effective solution\",\"personality.Cd_55_100_67_100_problemApproach_thisHappensBecause\":\"They tend to look for quick, effective solutions to their problems. \\nIf something is preventing them from moving forward toward their goals, they want it to be dealt with and resolved ASAP.\",\"personality.Cd_55_100_67_100_problemApproach_tryThis\":\"As soon as you give the go ahead, we'll get this done for you. \\nOur solution works by taking care of that root-problem so you won't need to keep coming back to this in the future. \\nWith this product, you'll be at Z.\",\"personality.Cd_55_100_67_100_speaking_bulletPoints\":\"Keep it succinct\\nUse words like \\\"done\\\" and \\\"absolutely\\\"\\nGet right to the issue at hand\",\"personality.Cd_55_100_67_100_stressors_bulletPoints\":\"Waiting for extended periods of time\\nLong conversations with an unclear objective\\nInefficiencies and waste\",\"personality.Cd_55_100_67_100_stressors_description\":\"They tend to feel frustrated when others naively support ideas or people without needed scrutiny. \\nThey places a lot of value in making well thought-out decisions; if other people, especially those in positions of power, neglect to give much thought to important choices, they are likely to feel unmotivated.\",\"personality.Cd_55_100_67_100_supportingChampion_beforeMeeting\":\"Be strong and straightforward with what you need next.\\nExpress excitement and enthusiasm for your next interaction.\\nGive them information that focuses on ROI to capture their big-picture side and their numbers side.\",\"personality.Cd_55_100_67_100_supportingChampion_duringMeeting\":\"Commend them for their realistic and factual point-of-view. \\nExpect them to use precise language and facts when asking additional questions or when pitching to their Decision-Maker. \\nCheck in with your Champion when speaking about your product's performance compared to competitors.\",\"personality.Cd_55_100_67_100_threeWords\":\"Focused, Persistent, Vigorous\",\"personality.Cd_55_100_67_100_urgencyAndPace_bulletPoints\":\"Make the process as simple and seamless as possible\\nGo to someone internally for minor issues before bothering them\\nBe efficient in sending over necessary info\",\"personality.Cd_55_100_67_100_urgencyAndPace_thisHappensBecause\":\"They are determined and fast-paced. \\nThey're likely aware of your competitors and, even if you convinced them in the pitch, they'll go elsewhere if they feel like you aren't meeting the standard of urgency they need.\",\"personality.Cd_55_100_67_100_urgencyAndPace_tryThis\":\"We'll make sure you have access as soon as X is signed. \\nWe can move forward as soon as we have X, Y, and Z. \\nI'll personally make sure this is done ASAP.\",\"personality.Cd_55_100_67_100_workingTogether_bulletPoints\":\"Stay focused on the task at hand\\nDon't be afraid to ask tough questions\\nKnow that they prefer working alone\",\"personality.CD_55_100_67_68_behaviour_bulletPoints\":\"Highly valuing accuracy\\nEmphasizing the importance of quality\\nQuestioning inefficient practices\",\"personality.CD_55_100_67_68_behaviour_description\":\"Tends to scrutinize new ideas and products to ensure they can feel confident in whatever decision they make. Be prepared for blunt questions; hold your ground and display confidence in your product, while sharing specific facts and figures that support your argument.\",\"personality.CD_55_100_67_68_bookingMeeting_bulletPoints\":\"Be strong and straightforward\\nGive them one time option and ask if it works\\nExpress your excitement for your upcoming meeting\",\"personality.CD_55_100_67_68_bookingMeeting_thisHappensBecause\":\"They are very skeptical, so it can be difficult to get them on a call unless you have a really good reason for them. If they're interested, they will reach out, but if you follow up too many times, make unreasonable claims about the product, or try to use personal appeals, they're likely to turn you down.\",\"personality.CD_55_100_67_68_bookingMeeting_tryThis\":\"I've attached two studies that show more about how our product works to make measurable improvements in team productivity.\\nAre you free to meet next Tuesday at 2pm to discuss?\\nWe will cut the time it takes you to do X by 25%.\",\"personality.CD_55_100_67_68_brief\":\"Tends to be a straight-shooter in conversation and is likely to eliminate uncertainty wherever possible.\",\"personality.CD_55_100_67_68_buildingRapport_bulletPoints\":\"Be straightforward and honest\\nGive them bottom line information\\nTry to catch their questions before they ask them\",\"personality.CD_55_100_67_68_buildingRapport_thisHappensBecause\":\"They respect people who are honest and knowledgable. You'll win them over if you fight through objections and prove that you are really respectable.\",\"personality.CD_55_100_67_68_buildingRapport_tryThis\":\"Here's the bottom-line...\\nI'll be honest with you...\\nI'll be honest, one area we could stand to improve in is...\",\"personality.CD_55_100_67_68_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can get to driving forward practical and big-picture solutions for their team.\\nSpeak with a straightforward and direct tone of voice.\\nExpect long-term hold-ups to come from a lack of confidence in the ROI or overall value of your product.\",\"personality.CD_55_100_67_68_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as quick improvements and ROI.\\nShow your pricing model through charts, graphs, and big-scale terms.\\nSpeak in precise and direct terms.\",\"personality.CD_55_100_67_68_emailing_bulletPoints\":\"Support claims with clear evidence\\nWrite with a business-like tone\\nAvoid open-ended questions in favor of \\\"yes or no\\\" questions\",\"personality.CD_55_100_67_68_emailing_description\":\"They are naturally logical and firm when making decisions.They can be very skeptical of anyone who's more emotionally driven so skip the personal anecdotes and, instead, focus on the facts.\",\"personality.CD_55_100_67_68_energizers_bulletPoints\":\"Providing feedback\\nCompetence & skill\\nPersonal space\",\"personality.CD_55_100_67_68_givingPitch_bulletPoints\":\"Call out any flaws or drawbacks head-on so they know you're being transparent\\nDemonstrate how much time they can save with your product\\nShow how your product reduces costs\",\"personality.CD_55_100_67_68_givingPitch_thisHappensBecause\":\"They are naturally very skeptical, so no matter what claims you make, they'll want to test it from every angle to ensure it's true. They care a lot about improving current processes and seeing clear, measurable results.\",\"personality.CD_55_100_67_68_givingPitch_tryThis\":\"With the savings you'll see in just 1 month, you'll be able to reinvest into X.\\n'll be honest, we have work to do when it comes to X and we're making those improvements. But, we're still the best at Y.\\nYou're currently doing X, which has been great for things like Y. But if you're hoping to grow by 20% in the next year, you'll need the help of our product to do Z, too.\",\"personality.CD_55_100_67_68_handlingCompetition_bulletPoints\":\"Address your competitors head-on without fear of sounding mean\\nBluntly discuss exactly what others are doing wrong\\nState clear, simple reasons why your product is worth the cost\",\"personality.CD_55_100_67_68_handlingCompetition_thisHappensBecause\":\"They will compare options, which means they're bound to bring up your competitors. They want to make sure that if they choose your product, they're getting the best solution for their needs. If you give them clear reasons why your product is better and provie a refutation for any argument they make in favor of your competitor, you're likely to close the deal.\",\"personality.CD_55_100_67_68_handlingCompetition_tryThis\":\"You might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one.\\nOther companies are going to try to tell you X. Here's where they're wrong...\\nTheir product has had 2 major bugs in the past month alone, which caused major delays for...\",\"personality.CD_55_100_67_68_meeting_bulletPoints\":\"Address necessary details\\nCome in prepared for any question\\nSet a clear end time\",\"personality.CD_55_100_67_68_meeting_description\":\"They may be blunt, at times, so don't be offended if they questions something you say. Instead, remain confident and assertive by holding your ground and backing up what you say with data.\",\"personality.CD_55_100_67_68_painPoints_bulletPoints\":\"Illogical reasoning\\nInefficiencies\\nUnreliabile structures\",\"personality.CD_55_100_67_68_painPoints_thisHappensBecause\":\"Inefficiencies, unreliability, and illogical reasoning are all likely to frustrate them. The more you can anticipate these stressors, the more you can ensure that you aren't the source of their frustration.\",\"personality.CD_55_100_67_68_painPoints_tryThis\":\"The solution is well-researched and I'm happy to share each of those sources with you.\\nOn average, customers see an improvement of 15.2% in their team's overall efficiency.\\nWithin two weeks, your team will be able to get things done in 20% less time.\",\"personality.CD_55_100_67_68_presentations_bulletPoints\":\"Ask bold and direct questions about their pain points\\nLean in on numbers and ROI\\nShow your dominance over your competitors\",\"personality.CD_55_100_67_68_presentations_thisHappensBecause\":\"They won't benefit much from visual aids, so flashy graphics will likely feel like a waste of time. However, they do appreciate organization and detail. Use slides very intentionally.\",\"personality.CD_55_100_67_68_presentations_tryThis\":\"I'll send these slides to you when we're done for your reference.\\nI've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you.\\nYou can see from these charts that...\",\"personality.CD_55_100_67_68_problemApproach_bulletPoints\":\"Asking lots of questions before coming to a conclusion\\nConsidering straightforward options\\nInputting their opinion bluntly\",\"personality.CD_55_100_67_68_problemApproach_thisHappensBecause\":\"They want the best solutions that will permanently fix the root cause of issues they're facing. They'd prefer finding this solution quickly, but they'll take their time to analyze things carefully, ask every question they have, and ensure they're getting the best possible solution.\",\"personality.CD_55_100_67_68_problemApproach_tryThis\":\"Our solution works by taking care of that root-problem so you won't need to keep coming back to this in the future.\\nAs soon as you give the go ahead, we'll get this done for you.\\nSend any questions you have my way and I'll be sure to answer them to the best of my knowledge.\",\"personality.CD_55_100_67_68_speaking_bulletPoints\":\"Avoid bringing up unrelated information\\nDon't get offended if they end the conversation abruptly\\nGet right to the issue at hand\",\"personality.CD_55_100_67_68_stressors_bulletPoints\":\"Indecision from others\\nExpressive displays of emotion\\nInefficiencies and waste\",\"personality.CD_55_100_67_68_stressors_description\":\"Because they tend to be emotionally reserved, they are often drained by emotionally tense situations, especially if those around them are sharing intense feelings. They are likely to process things internally and may grow frustrated if others pressure them to open up.\",\"personality.CD_55_100_67_68_supportingChampion_beforeMeeting\":\"Give them information-heavy documentation to study.\\nRequest what you need in a firm, direct tone of voice.\\nKeep up their love for big-picture visualizing by mentioning the outcomes of this deal.\",\"personality.CD_55_100_67_68_supportingChampion_duringMeeting\":\"Check in with your Champion briefly when speaking about speed and accuracy.\\nExpect them to ask a lot of questions both to you and to their decision-maker.\\nCommend them for their in-depth study and honesty.\",\"personality.CD_55_100_67_68_threeWords\":\"Candid, Persistent, Efficient\",\"personality.CD_55_100_67_68_urgencyAndPace_bulletPoints\":\"Speak with efficiency and process in mind\\nSupply them with information-heavy documents so they don't feel at a roadblock\\nTell them what you'll be expecting on their end and by what time\",\"personality.CD_55_100_67_68_urgencyAndPace_thisHappensBecause\":\"They want things to move quickly, without wasteful steps or conversations, but they will spend as much time as necessary to ensure a solution is worthwhile.\",\"personality.CD_55_100_67_68_urgencyAndPace_tryThis\":\"We can move forward as soon as we have X, Y, and Z.\\nWe'll make sure you have access as soon as X is signed.\\nWhat other information are you looking for before making a decision?\",\"personality.CD_55_100_67_68_workingTogether_bulletPoints\":\"Listen to their suggestions for improving efficiency\\nOffer blunt constructive criticism\\nKnow that they prefer working alone\",\"Personality.CreatingUrgency\":\"Creating Urgency\",\"personality.Cs_0_14_67_115_behaviour_bulletPoints\":\"Communicating an important concern primarily in writing\\nReading an instruction manual\\nArticulating a clear plan of action before a big decision\",\"personality.Cs_0_14_67_115_behaviour_description\":\"They to seek information, so don't skip over important details of what you're offering. Include all of the information in the initial pitch so they can make a well thought out decision.\",\"personality.Cs_0_14_67_115_bookingMeeting_bulletPoints\":\"Share an agenda for what you'll cover in the meeting\\nAsk them when they're available so they can organize their schedule accordingly\\nHave a generous, straightforward approach\",\"personality.Cs_0_14_67_115_bookingMeeting_thisHappensBecause\":\"They tend to rely on trusted processes that are in place and may have a difficult time considering a new solution. You'll need to earn trust over time, but you can start by giving them plenty of information to review and not pressuring them to meet immediately.\",\"personality.Cs_0_14_67_115_bookingMeeting_tryThis\":\"Ive attached a lot of relevant information here, but I'm happy to answer any questions you have.\\r\\nAre you free to meet either at 2pm on February 27th or at 11am on February 28th?\\r\\nI've attached relevant documentation here that you can review at your own pace.\",\"personality.Cs_0_14_67_115_brief\":\"tends to be pragmatic, reliable, and very organized, and may take a long time to analyze things before making a decision.\",\"personality.Cs_0_14_67_115_buildingRapport_bulletPoints\":\"Be open about your educational and experience-based background\\nPlay devil's advocate from the get-go so they know you're honest\\nSpeak with a straightforward tone of voice\",\"personality.Cs_0_14_67_115_buildingRapport_thisHappensBecause\":\"Relationships with them are built on trust and respect, which is through demonstrated consistency in these areas over time. You won't build rapport at the start of a conversation with them, but you can earn their long-term loyalty in the long-run by patiently working to build rapport.\",\"personality.Cs_0_14_67_115_buildingRapport_tryThis\":\"I know you may have concerns about how this will all fit with your current process...\\r\\nI've been working in this field for 15 years - I actually have a Master's degree in this.\\r\\nI completely understand that frustration. Here's what I can do to help...\",\"personality.Cs_0_14_67_115_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can get to implementing great long-term solutions for their team.\\nSpeak with a direct tone of voice.\\nExpect long-term hold-ups to come from a lack of understanding on long-term benefits of your product.\",\"personality.Cs_0_14_67_115_discussingMoney_bulletPoints\":\"Speak in exact and stable terms.\\nShow your pricing model through data-driven charts and trust-builders like money-back guarantees.\\nExplain what the price will bring as far as long-term, trustworthy services it includes.\",\"personality.Cs_0_14_67_115_emailing_bulletPoints\":\"Avoid overly casual language\\nUse proper grammar and formatting\\nProvide lots of detailed information and instructions\",\"personality.Cs_0_14_67_115_emailing_description\":\"They are usually logical and focus more on process and execution rather than ideas or philosophies, so make sure to include actionable items in your correspondence.\",\"personality.Cs_0_14_67_115_energizers_bulletPoints\":\"Opportunities to demonstrate expertise\\nStructure\\nWorking alone\",\"personality.Cs_0_14_67_115_givingPitch_bulletPoints\":\"Demonstrate the science behind your solution\\nLean in on trust-building factors like warranties and money-back guarantees\\nUncover their existing process to show how you can make it better\",\"personality.Cs_0_14_67_115_givingPitch_thisHappensBecause\":\"They are incredibly detail-oriented and organized - they rely on trusted, proven processes and are unlikely to be interested in a solution that would throw off their whole routine. You want to make it clear to them from the start that implementation would be simple and, to qualm any other worries they may have about it, you can put something in place to guarantee their satisfaction.\",\"personality.Cs_0_14_67_115_givingPitch_tryThis\":\"This will only improve your existing process and it shouldn't change how you work day-to-day.\\r\\nI'm going to share some of our best, most thorough resources that you can look through at your own pace.\\r\\nI know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\",\"personality.Cs_0_14_67_115_handlingCompetition_bulletPoints\":\"Bring up financials and ROI that you can brag about\\nPinpoint specific aspects your product wins at\\nStick to logic and bottom-line arguments\",\"personality.Cs_0_14_67_115_handlingCompetition_thisHappensBecause\":\"They are creatures of habit and incredibly loyal. If they've made up their mind about a competitor of yours in the past, they were 100% sure of their decision. You may not be able to change their mind, but your best bet for swaying them is to be logical and specific in your approach.\",\"personality.Cs_0_14_67_115_handlingCompetition_tryThis\":\"X company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\\r\\nYou may save $700 over the course of a few years by choosing their solution, but you'd be sacrificing in quality and reliability. Over the past month, they've had 3 major product bugs.\\r\\nIt can be hard to try something new, especially if you're comfortable where you are. But we want to make it so much better for you in the long-run.\",\"personality.Cs_0_14_67_115_meeting_bulletPoints\":\"Give them time to process after the meeting\\nDiscuss realistic solutions\\nTry to keep the meeting one-on-one\",\"personality.Cs_0_14_67_115_meeting_description\":\"Expect long-term hold-ups to come from not trusting your product for long-term usage or effectiveness.\\nSpeak with a connected, practical tone of voice.\\nFocus on how the faster things can get going, the closer they can be to using a tool that smoothly implements into already existing processes.\",\"personality.Cs_0_14_67_115_painPoints_bulletPoints\":\"A lack of space to digest things\\nDrastic changes\\nUberly quick turnarounds\",\"personality.Cs_0_14_67_115_painPoints_thisHappensBecause\":\"They feel stressed by quick turnarounds, drastic change, and a lack of space or privacy. If you can give them clear information about solving their specific problems and personal space to think through their options, they'll feel better about coming to you with questions and trusting your input.\",\"personality.Cs_0_14_67_115_painPoints_tryThis\":\"I'm happy to share as much information as you need.\\r\\nTake your time to think about it.\\r\\nYou're doing X and Y really well now, but you can do Z better.\",\"personality.Cs_0_14_67_115_presentations_bulletPoints\":\"Focus on organized, simple visuals as opposed to bright and flashy ones\\nShow the functionality of your product\\nStick to their particular problems instead of trying to lighten the mood\",\"personality.Cs_0_14_67_115_presentations_thisHappensBecause\":\"They want to understand how things work. They have less interest in being entertained or distracted by flashy slides. Graphics that help teach them about the product itself or illustrate data will be beneficial for them, while haphazard screenshots or other useless visuals will only disrupt their flow of thinking.\",\"personality.Cs_0_14_67_115_presentations_tryThis\":\"As you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\\nOur product cuts this time by 30%.\\nAs you can see, our product has a very loyal client-base...\",\"personality.Cs_0_14_67_115_problemApproach_bulletPoints\":\"Learning from their actions in a past situation\\nStaying out of arguments\\nWeighing the pros and cons\",\"personality.Cs_0_14_67_115_problemApproach_thisHappensBecause\":\"They approach problems by looking for solutions to the root issue, researching and analyzing each option carefully, and taking plenty of time to consider the pros and cons of potential solutions. If you do a lot of the work for them upfront, you're likely to earn their respect and trust.\",\"personality.Cs_0_14_67_115_problemApproach_tryThis\":\"Here's all of the information, but the decision about what's best is up to you.\\nI've attached all of the research behind our solution here.\\nI'm here to help in any way I can.\",\"personality.Cs_0_14_67_115_speaking_bulletPoints\":\"Avoid sarcasm\\nBe prepared to answer questions\\nRespect their time by staying focused on the point\",\"personality.Cs_0_14_67_115_stressors_bulletPoints\":\"Acting on gut instinct\\nFrequent collaboration with others\\nLack of predictability\",\"personality.Cs_0_14_67_115_stressors_description\":\"They tend to be drained by expressive appeals that aren't backed up by logic or data. They also may become drained by vague projects without clear reasoning.\",\"personality.Cs_0_14_67_115_supportingChampion_beforeMeeting\":\"Before your next meeting:\\nSend information-heavy documentation for them to study (white papers, technical breakdowns, fact sheets, etc.)\\nPrepare in-depth answers to any questions you didn't answer previously.\\nTell them what you need in a calm, factual tone of voice.\",\"personality.Cs_0_14_67_115_supportingChampion_duringMeeting\":\"Check in with your Champion open-endedly when speaking about stability in pricing plans and features.\\r\\nExpect them to be well-versed in your product but mostly off to the side when you're pitching to their Decision-Maker.\\r\\nCommend them for their accuracy and strong attention to detail.\",\"personality.Cs_0_14_67_115_threeWords\":\"Collected, Diligent, Observant\",\"personality.Cs_0_14_67_115_urgencyAndPace_bulletPoints\":\"Ensure their concerns are always answered quickly\\nLay out the processes in the next steps\\nShow your dedication to giving them the best deal possible\",\"personality.Cs_0_14_67_115_urgencyAndPace_thisHappensBecause\":\"They are careful and cautious, so they'll want to have all their ducks in a row before making a clear committment. However, once they're committed, they're in it for the long-haul.\",\"personality.Cs_0_14_67_115_urgencyAndPace_tryThis\":\"Are there any questions I can answer?\\nI've attached a document that goes into a bit more detail about this.\\nI'd be happy to get another meeting on the calendar to go over any questions you have!\",\"personality.Cs_0_14_67_115_workingTogether_bulletPoints\":\"Present the pros and cons of your ideas\\nVerbally recognize their expertise\\nCompliment quality of their work\",\"personality.Cs_15_24_67_115_behaviour_bulletPoints\":\"Articulating a clear plan of action before a big decision\\nAppreciating a list of facts more than a story\\nCommunicating an important concern primarily in writing\",\"personality.Cs_15_24_67_115_behaviour_description\":\"They to seek information, so don't skip over important details of what you're offering. Include all of the information in the initial pitch so they can make a well thought out decision.\",\"personality.Cs_15_24_67_115_bookingMeeting_bulletPoints\":\"Share an agenda for what you'll cover in the meeting\\nAsk them when they're available so they can organize their schedule accordingly\\nGet organization and scheduling over with before moving onto the next order of business\",\"personality.Cs_15_24_67_115_bookingMeeting_thisHappensBecause\":\"They tend to rely on trusted processes that are in place and may have a difficult time considering a new solution. You'll need to earn trust over time, but you can start by giving them plenty of information to review and not pressuring them to meet immediately.\",\"personality.Cs_15_24_67_115_bookingMeeting_tryThis\":\"Ive attached a lot of relevant information here, but I'm happy to answer any questions you have.\\r\\nAre you free to meet either at 2pm on February 27th or at 11am on February 28th?\\r\\nI've attached relevant documentation here that you can review at your own pace.\",\"personality.Cs_15_24_67_115_brief\":\"tends to make decisions based on logic and feels most comfortable knowing all of the details.\",\"personality.Cs_15_24_67_115_buildingRapport_bulletPoints\":\"Be open about your educational and experience-based background\\nPlay devil's advocate from the get-go so they know you're honest\\nShow your expertise\",\"personality.Cs_15_24_67_115_buildingRapport_thisHappensBecause\":\"Relationships with them are built on trust and respect, which is through demonstrated consistency in these areas over time. You won't build rapport at the start of a conversation with them, but you can earn their long-term loyalty in the long-run by patiently working to build rapport.\",\"personality.Cs_15_24_67_115_buildingRapport_tryThis\":\"I know you may have concerns about how this will all fit with your current process...\\r\\nI've been working in this field for 15 years - I actually have a Master's degree in this.\\r\\nI completely understand that frustration. Here's what I can do to help...\",\"personality.Cs_15_24_67_115_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can get to implementing great long-term solutions for their team.\\nSpeak with a direct tone of voice.\\nExpect long-term hold-ups to come from financial hesitations or a lack of practical understanding.\",\"personality.Cs_15_24_67_115_discussingMoney_bulletPoints\":\"Speak in exact and stable terms.\\nShow your pricing model through data-driven charts and trust-builders like money-back guarantees.\\nExplain what the price will bring as far as long-term, trustworthy services it includes.\",\"personality.Cs_15_24_67_115_emailing_bulletPoints\":\"Avoid overly casual language\\nProvide lots of detailed information and instructions\\nUse proper grammar and formatting\",\"personality.Cs_15_24_67_115_emailing_description\":\"They are usually logical and focuses more on process and execution rather than ideas or philosophies, so make sure to include actionable items in your correspondence.\",\"personality.Cs_15_24_67_115_energizers_bulletPoints\":\"Opportunities to demonstrate expertise\\nWorking alone\\nStructure\",\"personality.Cs_15_24_67_115_givingPitch_bulletPoints\":\"Demonstrate the science behind your solution\\nLean in on trust-building factors like warranties and money-back guarantees\\nShow the logistics and details of your product\",\"personality.Cs_15_24_67_115_givingPitch_thisHappensBecause\":\"They are incredibly detail-oriented and organized - they rely on trusted, proven processes and are unlikely to be interested in a solution that would throw off their whole routine. You want to make it clear to them from the start that implementation would be simple and, to qualm any other worries they may have about it, you can put something in place to guarantee their satisfaction.\",\"personality.Cs_15_24_67_115_givingPitch_tryThis\":\"This will only improve your existing process and it shouldn't change how you work day-to-day.\\r\\nI'm going to share some of our best, most thorough resources that you can look through at your own pace.\\r\\nI know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\",\"personality.Cs_15_24_67_115_handlingCompetition_bulletPoints\":\"Bring up financials and ROI that you can brag about\\nPinpoint specific aspects your product wins at\\nStick to logic and bottom-line arguments\",\"personality.Cs_15_24_67_115_handlingCompetition_thisHappensBecause\":\"they are creatures of habit and incredibly loyal. If they've made up their mind about a competitor of yours in the past, they were 100% sure of their decision. You may not be able to change their mind, but your best bet for swaying them is to be logical and specific in your approach.\",\"personality.Cs_15_24_67_115_handlingCompetition_tryThis\":\"X company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\\r\\nYou may save $700 over the course of a few years by choosing their solution, but you'd be sacrificing in quality and reliability. Over the past month, they've had 3 major product bugs.\\r\\nIt can be hard to try something new, especially if you're comfortable where you are. But we want to make it so much better for you in the long-run.\",\"personality.Cs_15_24_67_115_meeting_bulletPoints\":\"Give them time to process after the meeting\\nTry to keep the meeting one-on-one\\nDiscuss realistic solutions\",\"personality.Cs_15_24_67_115_meeting_description\":\"It's important to be specific and clear when meeting with them. Make sure they have all of the relevant information of the situation. Be prepared to answer any questions they may have along the way.\",\"personality.Cs_15_24_67_115_painPoints_bulletPoints\":\"A lack of space to digest things\\nDrastic changes\\nUberly quick turnarounds\",\"personality.Cs_15_24_67_115_painPoints_thisHappensBecause\":\"They feel stressed by quick turnarounds, drastic change, and a lack of space or privacy. If you can give them clear information about solving their specific problems and personal space to think through their options, they'll feel better about coming to you with questions and trusting your input.\",\"personality.Cs_15_24_67_115_painPoints_tryThis\":\"I'm happy to share as much information as you need.\\r\\nTake your time to think about it.\\r\\nYou're doing X and Y really well now, but you can do Z better.\",\"personality.Cs_15_24_67_115_presentations_bulletPoints\":\"Focus on organized, simple visuals as opposed to bright and flashy ones\\nShow the functionality of your product\\nShow monetary benefits to your product over emotional benefits\",\"personality.Cs_15_24_67_115_presentations_thisHappensBecause\":\"They want to understand how things work. They have less interest in being entertained or distracted by flashy slides. Graphics that help teach them about the product itself or illustrate data will be beneficial for them, while haphazard screenshots or other useless visuals will only disrupt their flow of thinking.\",\"personality.Cs_15_24_67_115_presentations_tryThis\":\"As you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\\r\\nOur product cuts this time by 30%.\\r\\nAs you can see, our product has a very loyal client-base...\",\"personality.Cs_15_24_67_115_problemApproach_bulletPoints\":\"Learning from their actions in a past situation\\nStaying out of arguments\\nRecalling a similar incident and using the same strategies\",\"personality.Cs_15_24_67_115_problemApproach_thisHappensBecause\":\"They approach problems by looking for solutions to the root issue, researching and analyzing each option carefully, and taking plenty of time to consider the pros and cons of potential solutions. If you do a lot of the work for them upfront, you're likely to earn their respect and trust.\",\"personality.Cs_15_24_67_115_problemApproach_tryThis\":\"Here's all of the information, but the decision about what's best is up to you.\\r\\nI've attached all of the research behind our solution here.\\r\\nI'm here to help in any way I can.\",\"personality.Cs_15_24_67_115_speaking_bulletPoints\":\"Avoid sarcasm\\nRespect their time by staying focused on the point\\nBe prepared to answer questions\",\"personality.Cs_15_24_67_115_stressors_bulletPoints\":\"Acting on gut instinct\\nLack of predictability\\nFrequent collaboration with others\",\"personality.Cs_15_24_67_115_stressors_description\":\"It's important to be specific and clear when meeting with them. Make sure they have all of the relevant information of the situation. Be prepared to answer any questions they may have along the way.\",\"personality.Cs_15_24_67_115_supportingChampion_beforeMeeting\":\"Send information-heavy documentation for them to study (white papers, technical breakdowns, fact sheets, etc.)\\nPrepare in-depth answers to any questions you didn't answer previously.\\nTell them what they need in a calm, factual tone of voice..\",\"personality.Cs_15_24_67_115_supportingChampion_duringMeeting\":\"Check in with your Champion open-endedly when speaking about stability in pricing plans and features.\\nExpect them to be well-versed in your product but mostly off to the side when you're pitching to their Decision-Maker.\\nCommend them for their accuracy and in-depth questions\",\"personality.Cs_15_24_67_115_threeWords\":\"Collected, Observant, Diligent\",\"personality.Cs_15_24_67_115_urgencyAndPace_bulletPoints\":\"Ensure their concerns are always answered quickly\\nLay out the processes in the next steps\\nBe considerate towards their need to digest information\",\"personality.Cs_15_24_67_115_urgencyAndPace_thisHappensBecause\":\"They are careful and cautious, so they'll want to have all their ducks in a row before making a clear committment. However, once they're committed, they're in it for the long-haul.\",\"personality.Cs_15_24_67_115_urgencyAndPace_tryThis\":\"Are there any questions I can answer?\\r\\nI've attached a document that goes into a bit more detail about this.\\r\\nI'd be happy to get another meeting on the calendar to go over any questions you have!\",\"personality.Cs_15_24_67_115_workingTogether_bulletPoints\":\"Present the pros and cons of your ideas\\nCompliment quality of their work\\nVerbally recognize their expertise\",\"personality.Cs_25_54_67_115_behaviour_bulletPoints\":\"Paying close attention to all the details\\nApproaching problems cautiously and methodically\\nPreferring to improve an existing document rather than write a new one\",\"personality.Cs_25_54_67_115_behaviour_description\":\"Stay focused and on-topic when selling to Marion. Explain how you can minimize any risks involved if they purchase, like through a warranty or money-back guarantee.\",\"personality.Cs_25_54_67_115_bookingMeeting_bulletPoints\":\"Have a generous, straightforward approach\\nAsk them when they're available so they can organize their schedule accordingly\\nShare an agenda for what you'll cover in the meeting\",\"personality.Cs_25_54_67_115_bookingMeeting_thisHappensBecause\":\"they tend to rely on trusted processes that are in place and may have a difficult time considering a new solution. You'll need to earn trust over time, but you can start by giving them plenty of information to review and not pressuring them to meet immediately.\",\"personality.Cs_25_54_67_115_bookingMeeting_tryThis\":\"Are you free to meet either at 2pm on February 27th or at 11am on February 28th?\\r\\nIve attached a lot of relevant information here, but I'm happy to answer any questions you have.\\r\\nWe're trusted by over 200 companies...\",\"personality.Cs_25_54_67_115_brief\":\"is likely to prefer stability and appreciate planning to ensure nothing important is forgotten.\",\"personality.Cs_25_54_67_115_buildingRapport_bulletPoints\":\"Speak with a straightforward tone of voice\\nPlay devil's advocate from the get-go so they know you're honest\\nBe open about your educational and experience-based background\",\"personality.Cs_25_54_67_115_buildingRapport_thisHappensBecause\":\"Relationships with them are built on trust and respect, which is through demonstrated consistency in these areas over time. You won't build rapport at the start of a conversation with them, but you can earn their long-term loyalty in the long-run by patiently working to build rapport.\\r\\n.\",\"personality.Cs_25_54_67_115_buildingRapport_tryThis\":\"I know you may have concerns about how this will all fit with your current process...\\r\\nI completely understand that frustration. Here's what I can do to help...\\r\\nI've been working in this field for 15 years - I actually have a Master's degree in this\",\"personality.Cs_25_54_67_115_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding on long-term benefits of your product.\\nSpeak with a direct tone of voice.\\nFocus on how the faster things can get going, the closer they can get to implementing great long-term solutions for their team.\",\"personality.Cs_25_54_67_115_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as long-term, trustworthy services it includes.\\nShow your pricing model through data-driven charts and trust-builders like money-back guarantees.\\nSpeak in exact and stable terms.\",\"personality.Cs_25_54_67_115_emailing_bulletPoints\":\"Be prepared to answer questions\\nUse descriptive, accurate language\\nKeep the conversation fact-focused\",\"personality.Cs_25_54_67_115_emailing_description\":\"They are detail-oriented and personable, but tend to overanalyze sometimes, so in order to ensure a timely response to your email, provide lots of information and set a deadline for decisions.\",\"personality.Cs_25_54_67_115_energizers_bulletPoints\":\"Asking questions\\nRules and processes\\nTaking their time\",\"personality.Cs_25_54_67_115_givingPitch_bulletPoints\":\"Uncover their existing process to show how you can make it better\\nLean in on trust-building factors like warranties and money-back guarantees\\nDemonstrate the science behind your solution.\",\"personality.Cs_25_54_67_115_givingPitch_thisHappensBecause\":\"They are incredibly detail-oriented and organized - they rely on trusted, proven processes and are unlikely to be interested in a solution that would throw off their whole routine. You want to make it clear to them from the start that implementation would be simple and, to qualm any other worries they may have about it, you can put something in place to guarantee their satisfaction.\",\"personality.Cs_25_54_67_115_givingPitch_tryThis\":\"This will only improve your existing process and it shouldn't change how you work day-to-day.\\r\\nI know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\\r\\nI'm going to share some of our best, most thorough resources that you can look through at your own pace.\",\"personality.Cs_25_54_67_115_handlingCompetition_bulletPoints\":\"Stick to logic and bottom-line arguments\\nPinpoint specific aspects your product wins at\\nBring up financials and ROI that you can brag about\",\"personality.Cs_25_54_67_115_handlingCompetition_thisHappensBecause\":\"They are creatures of habit and incredibly loyal. If they've made up their mind about a competitor of yours in the past, they were 100% sure of their decision. You may not be able to change their mind, but your best bet for swaying them is to be logical and specific in your approach.\",\"personality.Cs_25_54_67_115_handlingCompetition_tryThis\":\"X company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\\r\\nIt can be hard to try something new, especially if you're comfortable where you are. But we want to make it so much better for you in the long-run.\\r\\nYou may save $700 over the course of a few years by choosing their solution, but you'd be sacrificing in quality and reliability. Over the past month, they've had 3 major product bugs.\",\"personality.Cs_25_54_67_115_meeting_bulletPoints\":\"Ask for their opinion\\nExamine the data before making decisions\\nTake time to work out an agenda\",\"personality.Cs_25_54_67_115_meeting_description\":\"When meeting with them, try to remain realistic and focused on problem-solving. Be straightforward with them and avoid asking open-ended questions.\",\"personality.Cs_25_54_67_115_painPoints_bulletPoints\":\"Uberly quick turnarounds\\nDrastic changes\\nA lack of space to digest things\",\"personality.Cs_25_54_67_115_painPoints_thisHappensBecause\":\"They feel stressed by quick turnarounds, drastic change, and a lack of space or privacy. If you can give them clear information about solving their specific problems and personal space to think through their options, they'll feel better about coming to you with questions and trusting your input.\",\"personality.Cs_25_54_67_115_painPoints_tryThis\":\"Take your time to think about it.\\r\\nI'm happy to share as much information as you need.\\r\\nThere's no rush to commit.\",\"personality.Cs_25_54_67_115_presentations_bulletPoints\":\"Stick to their particular problems instead of trying to lighten the mood\\nShow the functionality of your product\\nFocus on organized, simple visuals as opposed to bright and flashy ones\",\"personality.Cs_25_54_67_115_presentations_thisHappensBecause\":\"They want to understand how things work. They have less interest in being entertained or distracted by flashy slides. Graphics that help teach them about the product itself or illustrate data will be beneficial for them, while haphazard screenshots or other useless visuals will only disrupt their flow of thinking.\",\"personality.Cs_25_54_67_115_presentations_tryThis\":\"As you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\\r\\nAs you can see, our product has a very loyal client-base...\\r\\nOur product cuts this time by 30%.\",\"personality.Cs_25_54_67_115_problemApproach_bulletPoints\":\"Weighing the pros and cons\\nStaying out of arguments\\nLearning from their actions in a past situation\",\"personality.Cs_25_54_67_115_problemApproach_thisHappensBecause\":\"They approach problems by looking for solutions to the root issue, researching and analyzing each option carefully, and taking plenty of time to consider the pros and cons of potential solutions. If you do a lot of the work for them upfront, you're likely to earn their respect and trust.\",\"personality.Cs_25_54_67_115_problemApproach_tryThis\":\"Here's all of the information, but the decision about what's best is up to you.\\nI'm here to help in any way I can.\\nI've attached all of the research behind our solution here.\",\"personality.Cs_25_54_67_115_speaking_bulletPoints\":\"Encourage them to share their thoughts\\nRemain stoic and objective\\nAsk them to explain something in detail\",\"personality.Cs_25_54_67_115_stressors_bulletPoints\":\"Asserting authority over a group of people\\nAttending crowded events\\nSudden change in plans\",\"personality.Cs_25_54_67_115_stressors_description\":\"Sudden, unforeseen change is likely to drain and frustrate them. They tend to seek predictability, so when something major shifts unexpectedly, they may have a hard time feeling motivated.\",\"personality.Cs_25_54_67_115_supportingChampion_beforeMeeting\":\"Tell them what you need in a calm, factual tone of voice.\\nPrepare in-depth answers to any questions you didn't answer previously.\\nSend information-heavy documentation for them to study (white papers, technical breakdowns, fact sheets, etc.)\",\"personality.Cs_25_54_67_115_supportingChampion_duringMeeting\":\"Commend them for their accuracy and strong attention to detail.\\r\\nExpect them to be well-versed in your product but mostly off to the side when you're pitching to their Decision-Maker.\\r\\nCheck in with your Champion open-endedly when speaking about stability in pricing plans and features.\",\"personality.Cs_25_54_67_115_threeWords\":\"Organized, Meticulous, Reliable\",\"personality.Cs_25_54_67_115_urgencyAndPace_bulletPoints\":\"Show your dedication to giving them the best deal possible\\nLay out the processes in the next steps\\nEnsure their concerns are always answered quickly\",\"personality.Cs_25_54_67_115_urgencyAndPace_thisHappensBecause\":\"They are careful and cautious, so they'll want to have all their ducks in a row before making a clear committment. However, once they're committed, they're in it for the long-haul.\",\"personality.Cs_25_54_67_115_urgencyAndPace_tryThis\":\"Are there any questions I can answer?\\r\\nI'd be happy to get another meeting on the calendar to go over any questions you have!\\r\\nI've attached a document that goes into a bit more detail about this.\",\"personality.Cs_25_54_67_115_workingTogether_bulletPoints\":\"Introduce clear guidelines and rules\\nGive them time to work on their own\\nVerbally recognize their expertise\",\"personality.Cs_55_100_67_115_behaviour_bulletPoints\":\"Articulating a clear plan of action before a big decision\\nAppreciating a list of facts more than a story\\nCommunicating an important concern primarily in writing\",\"personality.Cs_55_100_67_115_behaviour_description\":\"They to seek information, so don't skip over important details of what you're offering. Include all of the information in the initial pitch so they can make a well thought out decision.\",\"personality.Cs_55_100_67_115_bookingMeeting_bulletPoints\":\"Share an agenda for what you'll cover in the meeting\\nAsk them when they're available so they can organize their schedule accordingly\\nGet organization and scheduling over with before moving onto the next order of business\",\"personality.Cs_55_100_67_115_bookingMeeting_thisHappensBecause\":\"They tend to rely on trusted processes that are in place and may have a difficult time considering a new solution. You'll need to earn trust over time, but you can start by giving them plenty of information to review and not pressuring them to meet immediately.\",\"personality.Cs_55_100_67_115_bookingMeeting_tryThis\":\"Ive attached a lot of relevant information here, but I'm happy to answer any questions you have.\\r\\nAre you free to meet either at 2pm on February 27th or at 11am on February 28th?\\r\\nI've attached relevant documentation here that you can review at your own pace.\",\"personality.Cs_55_100_67_115_brief\":\"tends to make decisions based on logic and feels most comfortable knowing all of the details.\",\"personality.Cs_55_100_67_115_buildingRapport_bulletPoints\":\"Speak with a straightforward tone of voice\\nPlay devil's advocate from the get-go so they know you're honest\\nBe open about your educational and experience-based background\",\"personality.Cs_55_100_67_115_buildingRapport_thisHappensBecause\":\"Relationships with them are built on trust and respect, which is through demonstrated consistency in these areas over time. You won't build rapport at the start of a conversation with them, but you can earn their long-term loyalty in the long-run by patiently working to build rapport.\\r\\n.\",\"personality.Cs_55_100_67_115_buildingRapport_tryThis\":\"I know you may have concerns about how this will all fit with your current process...\\r\\nI completely understand that frustration. Here's what I can do to help...\\r\\nI've been working in this field for 15 years - I actually have a Master's degree in this\",\"personality.Cs_55_100_67_115_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding on long-term benefits of your product.\\nSpeak with a direct tone of voice.\\nFocus on how the faster things can get going, the closer they can get to implementing great long-term solutions for their team.\",\"personality.Cs_55_100_67_115_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as long-term, trustworthy services it includes.\\nShow your pricing model through data-driven charts and trust-builders like money-back guarantees.\\nSpeak in exact and stable terms.\",\"personality.Cs_55_100_67_115_emailing_bulletPoints\":\"Avoid overly casual language\\nProvide lots of detailed information and instructions\\nUse proper grammar and formatting\",\"personality.Cs_55_100_67_115_emailing_description\":\"They are usually logical and focuses more on process and execution rather than ideas or philosophies, so make sure to include actionable items in your correspondence.\",\"personality.Cs_55_100_67_115_energizers_bulletPoints\":\"Opportunities to demonstrate expertise\\nWorking alone\\nStructure\",\"personality.Cs_55_100_67_115_givingPitch_bulletPoints\":\"Uncover their existing process to show how you can make it better\\nLean in on trust-building factors like warranties and money-back guarantees\\nDemonstrate the science behind your solution.\",\"personality.Cs_55_100_67_115_givingPitch_thisHappensBecause\":\"They are incredibly detail-oriented and organized - they rely on trusted, proven processes and are unlikely to be interested in a solution that would throw off their whole routine. You want to make it clear to them from the start that implementation would be simple and, to qualm any other worries they may have about it, you can put something in place to guarantee their satisfaction.\",\"personality.Cs_55_100_67_115_givingPitch_tryThis\":\"This will only improve your existing process and it shouldn't change how you work day-to-day.\\r\\nI'm going to share some of our best, most thorough resources that you can look through at your own pace.\\r\\nI know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\",\"personality.Cs_55_100_67_115_handlingCompetition_bulletPoints\":\"Stick to logic and bottom-line arguments\\nPinpoint specific aspects your product wins at\\nBring up financials and ROI that you can brag about\",\"personality.Cs_55_100_67_115_handlingCompetition_thisHappensBecause\":\"They are creatures of habit and incredibly loyal. If they've made up their mind about a competitor of yours in the past, they were 100% sure of their decision. You may not be able to change their mind, but your best bet for swaying them is to be logical and specific in your approach.\",\"personality.Cs_55_100_67_115_handlingCompetition_tryThis\":\"X company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\\r\\nIt can be hard to try something new, especially if you're comfortable where you are. But we want to make it so much better for you in the long-run.\\r\\nYou may save $700 over the course of a few years by choosing their solution, but you'd be sacrificing in quality and reliability. Over the past month, they've had 3 major product bugs.\",\"personality.Cs_55_100_67_115_meeting_bulletPoints\":\"Give them time to process after the meeting\\nTry to keep the meeting one-on-one\\nDiscuss realistic solutions\",\"personality.Cs_55_100_67_115_meeting_description\":\"It's important to be specific and clear when meeting with them. Make sure they have all of the relevant information of the situation. Be prepared to answer any questions they may have along the way.\",\"personality.Cs_55_100_67_115_painPoints_bulletPoints\":\"A lack of space to digest things\\nDrastic changes\\nUberly quick turnarounds\",\"personality.Cs_55_100_67_115_painPoints_thisHappensBecause\":\"They feel stressed by quick turnarounds, drastic change, and a lack of space or privacy. If you can give them clear information about solving their specific problems and personal space to think through their options, they'll feel better about coming to you with questions and trusting your input.\",\"personality.Cs_55_100_67_115_painPoints_tryThis\":\"Take your time to think about it.\\r\\nI'm happy to share as much information as you need.\\r\\nThere's no rush to commit.\",\"personality.Cs_55_100_67_115_presentations_bulletPoints\":\"Stick to their particular problems instead of trying to lighten the mood\\nShow the functionality of your product\\nFocus on organized, simple visuals as opposed to bright and flashy ones\",\"personality.Cs_55_100_67_115_presentations_thisHappensBecause\":\"They want to understand how things work. They have less interest in being entertained or distracted by flashy slides. Graphics that help teach them about the product itself or illustrate data will be beneficial for them, while haphazard screenshots or other useless visuals will only disrupt their flow of thinking.\",\"personality.Cs_55_100_67_115_presentations_tryThis\":\"As you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\\r\\nAs you can see, our product has a very loyal client-base...\\r\\nOur product cuts this time by 30%.\",\"personality.Cs_55_100_67_115_problemApproach_bulletPoints\":\"Weighing the pros and cons\\nStaying out of arguments\\nLearning from their actions in a past situation\",\"personality.Cs_55_100_67_115_problemApproach_thisHappensBecause\":\"They approach problems by looking for solutions to the root issue, researching and analyzing each option carefully, and taking plenty of time to consider the pros and cons of potential solutions. If you do a lot of the work for them upfront, you're likely to earn their respect and trust.\",\"personality.Cs_55_100_67_115_problemApproach_tryThis\":\"Here's all of the information, but the decision about what's best is up to you.\\nI'm here to help in any way I can.\\nI've attached all of the research behind our solution here.\",\"personality.Cs_55_100_67_115_speaking_bulletPoints\":\"Avoid sarcasm\\nRespect their time by staying focused on the point\\nBe prepared to answer questions\",\"personality.Cs_55_100_67_115_stressors_bulletPoints\":\"Acting on gut instinct\\nLack of predictability\\nFrequent collaboration with others\",\"personality.Cs_55_100_67_115_stressors_description\":\"It's important to be specific and clear when meeting with them. Make sure they have all of the relevant information of the situation. Be prepared to answer any questions they may have along the way.\",\"personality.Cs_55_100_67_115_supportingChampion_beforeMeeting\":\"Tell them what you need in a calm, factual tone of voice.\\nPrepare in-depth answers to any questions you didn't answer previously.\\nSend information-heavy documentation for them to study (white papers, technical breakdowns, fact sheets, etc.)\",\"personality.Cs_55_100_67_115_supportingChampion_duringMeeting\":\"Commend them for their accuracy and strong attention to detail.\\r\\nExpect them to be well-versed in your product but mostly off to the side when you're pitching to their Decision-Maker.\\r\\nCheck in with your Champion open-endedly when speaking about stability in pricing plans and features.\",\"personality.Cs_55_100_67_115_threeWords\":\"Collected, Observant, Diligent\",\"personality.Cs_55_100_67_115_urgencyAndPace_bulletPoints\":\"Show your dedication to giving them the best deal possible\\nLay out the processes in the next steps\\nEnsure their concerns are always answered quickly\",\"personality.Cs_55_100_67_115_urgencyAndPace_thisHappensBecause\":\"They are careful and cautious, so they'll want to have all their ducks in a row before making a clear committment. However, once they're committed, they're in it for the long-haul.\",\"personality.Cs_55_100_67_115_urgencyAndPace_tryThis\":\"Are there any questions I can answer?\\r\\nI'd be happy to get another meeting on the calendar to go over any questions you have!\\r\\nI've attached a document that goes into a bit more detail about this.\",\"personality.Cs_55_100_67_115_workingTogether_bulletPoints\":\"Present the pros and cons of your ideas\\nCompliment quality of their work\\nVerbally recognize their expertise\",\"personality.D_0_14_68_behaviour_bulletPoints\":\"Get frustrated if someone is late to a meeting\\nEnjoy argument and debate\\nSpeak very directly or bluntly\",\"personality.D_0_14_68_behaviour_description\":\"They are likely to buy into ideas that will help them work toward success, so get to your point quickly and tie your product or service directly back to a specific goal of theirs.\",\"personality.D_0_14_68_bookingMeeting_bulletPoints\":\"Schedule it soon to keep the momentum going\\nBe confident\\nKeep it short, sweet and to-the-point\",\"personality.D_0_14_68_bookingMeeting_thisHappensBecause\":\"They are results-oriented people who are likely to feel interested in something that will make them even more effective. However, they will grow bored when messages are too long and detailed. If you show that you are confident in what you have to offer, you're more likely to win them over.\",\"personality.D_0_14_68_bookingMeeting_tryThis\":\"We can increase your efficiency by 10% in your first month.\\nAre you free to talk at 2pm on Friday?\\nThe biggest inefficiency facing [prospect's role] today is XYZ. The reason you should take this meeting isn't so you can hear things you already know, though. You should take this meeting so you can understand why we're the best at solving the problem\",\"personality.D_0_14_68_brief\":\"Likely to set challenging, precise objectives and encourage others to move at a fast pace to achieve them.\",\"personality.D_0_14_68_buildingRapport_bulletPoints\":\"Use direct and straightforward humor\\nSpeak with energy and enthusiasm\\nShow your dedication to success\",\"personality.D_0_14_68_buildingRapport_thisHappensBecause\":\"They aren't looking to get a long working relationship out of a sales conversation, so you shouldn't waste their time trying to get to know them. You're more likely to make the sale if you can earn their respect throughout the process, instead.\",\"personality.D_0_14_68_buildingRapport_tryThis\":\"Working and speaking intensely\\nWanting to win an argument\\nCalling out those who disagree\",\"personality.D_0_14_68_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of confidence in overall, bigger-picture benefits for the company.\\nSpeak with a powerful and confident tone of voice.\\nFocus on how the faster things can get going, the closer he can get to faster, more efficient work.\",\"personality.D_0_14_68_discussingMoney_bulletPoints\":\"Speak in \\ndirect, confident terms.\\nShow your pricing model through clear, easy-to-read charts and graphs.\\nExplain what the price will bring as far as big and audacious goals.\",\"personality.D_0_14_68_emailing_bulletPoints\":\"Avoid dragging it out\\nBe straightforward and direct\\nExpress yourself with confidence and certainty\",\"personality.D_0_14_68_emailing_description\":\"Communicates casually, but directly, and wants to get to the bottom line in a conversation as quickly as possible. When reaching out to him, get right to the point and avoid including any unnecessary or unrelated information.\",\"personality.D_0_14_68_energizers_bulletPoints\":\"Leading the group\\nCompetition & winning\\nProducing results\",\"personality.D_0_14_68_givingPitch_bulletPoints\":\"Speak boldly, bluntly, and simply\\nShow them how they can position themselves ahead of their competition\\nBring up bottom-line results as opposed to a long-winded, empathetic story\",\"personality.D_0_14_68_givingPitch_thisHappensBecause\":\"When selling to D types, it's incredibly important that you make good use of their time. They want to get right to business, so the faster you can get to the point, the better.\",\"personality.D_0_14_68_givingPitch_tryThis\":\"Your competition has seen a growth of X% over the last two months. You can top that.\\nI'll be honest, we have work to do when it comes to X and we're making those improvements. But, we're still the best at Y.\\nWe can offer you the best price out there.\",\"personality.D_0_14_68_handlingCompetition_bulletPoints\":\"Use strong, fervent language\\nHave confident claims against your competition\\nCompare aspects of why your product beats competition\",\"personality.D_0_14_68_handlingCompetition_thisHappensBecause\":\"They will want to know exactly what makes you better than your competitors. More than anything, the more confident you are in your product and results, the better you'll look to a them. If you become flustered or can't come up with a defense for your own product compared to the competition, they are likely to lose interest.\",\"personality.D_0_14_68_handlingCompetition_tryThis\":\"Sure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\nOther companies are going to try to tell you X. Here's where they're wrong...\\nOur competition isn't even close to the results we regularly see.\",\"personality.D_0_14_68_meeting_bulletPoints\":\"Be on time to the meeting\\nShow decisiveness and confidence\\nSkip over pleasantries and get into business\",\"personality.D_0_14_68_meeting_description\":\"Keep meetings with them focused and concise. Don't ramble on about unrelated topics or discuss personal information. Instead, focus on only discussing the issue at hand.\",\"personality.D_0_14_68_painPoints_bulletPoints\":\"Team members lacking clarity and honesty\\r\\nSlow progression of goals\\r\\nAnything stopping the flow of a process\",\"personality.D_0_14_68_painPoints_thisHappensBecause\":\"They are likely to feel most frustrated by issues relating to slow progress toward their goals, an inability to make changes, and unnecessary obstacles standing in their way. By framing your product as a solution to increase efficiency or remove any barriers that could be preventing them from reaching their goals, you'll pique their interest\",\"personality.D_0_14_68_painPoints_tryThis\":\"Over the next two months, you'll see a significant improvement in production.\\nYou're running into roadblocks right now with X, but this product will fix that.\\nWhat are your 2021 OKRs and what are the biggest risks you see to accomplish them?\",\"personality.D_0_14_68_presentations_bulletPoints\":\"Use digestible and bright visuals\\nUse a simple graphic to show your success over your competitors\\nKeep a professional tone\",\"personality.D_0_14_68_presentations_thisHappensBecause\":\"Presentations can help set the tone for your pitch, but if you try to make them too flashy or detailed, They will likely grow disinterested. If you use slides correctly to help emphasize your points, they can be effective. However, you focus should still be on direct communication and a presentation shouldn't be used if it's going to throw you off your game\",\"personality.D_0_14_68_presentations_tryThis\":\"These are the results you can expect to see with our product.\\nI've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you.\\nYou can see the difference here before and after using our product.\",\"personality.D_0_14_68_problemApproach_bulletPoints\":\"They make quick, decisive decisions when faced with a problem. They want an immediate solution that will produce clear results.\",\"personality.D_0_14_68_problemApproach_thisHappensBecause\":\"They make quick, decisive decisions when faced with a problem. They want an immediate solution that will produce clear results.\",\"personality.D_0_14_68_problemApproach_tryThis\":\"With this product, you'll be at Z.\\nAs soon as you give the go ahead, we'll get this done for you.\\nThis will immediately resolve the frustration you're facing.\",\"personality.D_0_14_68_speaking_bulletPoints\":\"Be direct when you disagree\\nExpect conversation to move quickly\\nStay focused on one point\",\"personality.D_0_14_68_stressors_bulletPoints\":\"People blindly supporting others\\nTangents unrelated to the main conversation\\nMissing deadlines\",\"personality.D_0_14_68_stressors_description\":\"They will likely feel drained by situations that require them to be emotionally open or vulnerable around other people. They tend to keep their feelings private and may feel overwhelmed by very emotional situations.\",\"personality.D_0_14_68_supportingChampion_beforeMeeting\":\"Give them information that compares you to competitors to trigger their naturally competitive nature.\\nGive them short, snackable documentation (one-pager, slide deck, etc.)\\nTell them what you need in a firm, decisive done of voice.\",\"personality.D_0_14_68_supportingChampion_duringMeeting\":\"Commend them for his efficiency in moving things forward.\\nExpect them to want to lead much conversation or explain things in his own words to their Decision-Maker.\\nCheck in with your Champion when speaking about fast and clear results that your product will bring.\",\"personality.D_0_14_68_threeWords\":\"Direct, Fast-paced, Committed\",\"personality.D_0_14_68_urgencyAndPace_bulletPoints\":\"Proactively schedule meetings and send information\\nFollow up with needed documentation so they don't have to waste valuable time asking for it\\nAsk them straightforward questions to get to the bottom of issues before any hiccups arise\",\"personality.D_0_14_68_urgencyAndPace_thisHappensBecause\":\"They are fast-paced and decisive. Any delays in their expected timeline will frustrate them immensely and they won't hesitate to vocalize their frustration or move their business elsewhere.\",\"personality.D_0_14_68_urgencyAndPace_tryThis\":\"I'll personally make sure this is done ASAP.\\nWe'll make sure you have access as soon as X is signed.\\nI know you want this done quickly, so we'll keep it moving.\",\"personality.D_0_14_68_workingTogether_bulletPoints\":\"Produce measurable results\\nExpect some healthy competition\\nStand up for yourself and your ideas\",\"personality.D_15_24_68_behaviour_bulletPoints\":\"Work independently to meet a deadline\\nSet ambitious goals for others\\nEnjoy an argument and debate\",\"personality.D_15_24_68_behaviour_description\":\"Show confidence in your product, even if they push back. Be prepared to respond to feedback quickly and explain how your product will have a measurable impact on their work.\",\"personality.D_15_24_68_bookingMeeting_bulletPoints\":\"Schedule it soon to keep the momentum going\\nBe confident\\nKeep it short, sweet and to-the-point\",\"personality.D_15_24_68_bookingMeeting_thisHappensBecause\":\"They are results-oriented people who are likely to feel interested in something that will make them even more effective. However, they will grow bored when messages are too long and detailed. If you show that you are confident in what you have to offer, you're more likely to win them over.\",\"personality.D_15_24_68_bookingMeeting_tryThis\":\"We can increase your efficiency by 10% in your first month.\\nAre you free to talk at 2pm on Friday?\\nThe biggest inefficiency facing [prospect's role] today is XYZ. The reason you should take this meeting isn't so you can hear things you already know, though. You should take this meeting so you can understand why we're the best at solving the problem.\",\"personality.D_15_24_68_brief\":\"May appreciate challenges and often enjoys taking the lead to produce results.\",\"personality.D_15_24_68_buildingRapport_bulletPoints\":\"Use direct and straightforward humor\\nSpeak with energy and enthusiasm\\nShow your dedication to success\",\"personality.D_15_24_68_buildingRapport_thisHappensBecause\":\"They aren't looking to get a long working relationship out of a sales conversation, so you shouldn't waste their time trying to get to know them. You're more likely to make the sale if you can earn their respect throughout the process, instead.\",\"personality.D_15_24_68_buildingRapport_tryThis\":\"To be blunt, we are the best one on the market right now.\\nI'll be honest with you...\\nThe bottom line is...\",\"personality.D_15_24_68_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of confidence in overall, bigger-picture benefits for the company.\\nSpeak with a powerful and confident tone of voice.\\nFocus on how the faster things can get going, the closer he can get to faster, more efficient work.\",\"personality.D_15_24_68_discussingMoney_bulletPoints\":\"Speak in direct, confident terms.\\nShow your pricing model through clear, easy-to-read charts and graphs.\\nExplain what the price will bring as far as big and audacious goals\",\"personality.D_15_24_68_emailing_bulletPoints\":\"Be straightforward and direct\\nAvoid dragging it out\\nWrite 3 sentences or less\",\"personality.D_15_24_68_emailing_description\":\"Direct in communication and prefers the big picture over details. They will respond best to assertive yet casual emails that don't ramble or dive too far into the granular detail.\",\"personality.D_15_24_68_energizers_bulletPoints\":\"Competition & winning\\nProfessional growth\\nLeading the group\",\"personality.D_15_24_68_givingPitch_bulletPoints\":\"Speak boldly, bluntly, and simply\\nShow them how they can position themselves ahead of their competition\\nBring up bottom-line results as opposed to a long-winded, empathetic story\",\"personality.D_15_24_68_givingPitch_thisHappensBecause\":\"When selling to them, it's incredibly important that you make good use of their time. They want to get right to business, so the faster you can get to the point, the better.\",\"personality.D_15_24_68_givingPitch_tryThis\":\"Your competition has seen a growth of X% over the last two months. You can top that.\\nI'll be honest, we have work to do when it comes to X and we're making those improvements. But, we're still the best at Y.\\nWe can offer you the best price out there.\",\"personality.D_15_24_68_handlingCompetition_bulletPoints\":\"Use strong, fervent language\\r\\nHave confident claims against your competition\\r\\nCompare aspects of why your product beats competition\",\"personality.D_15_24_68_handlingCompetition_thisHappensBecause\":\"They will want to know exactly what makes you better than your competitors. More than anything, the more confident you are in your product and results, the better you'll look to them. If you become flustered or can't come up with a defense for your own product compared to the competition, they are likely to lose interest.\",\"personality.D_15_24_68_handlingCompetition_tryThis\":\"Sure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\r\\nOther companies are going to try to tell you X. Here's where they're wrong...\\r\\nOur competition isn't even close to the results we regularly see.\",\"personality.D_15_24_68_meeting_bulletPoints\":\"Show decisiveness and confidence\\nStay on topic\\nBe on time to the meeting\",\"personality.D_15_24_68_meeting_description\":\"Get right to the point when meeting with them. Keep the conversation quick, focused, and energetic, while discussing your shared goals.\",\"personality.D_15_24_68_painPoints_bulletPoints\":\"Team members lacking clarity and honesty\\nSlow progression of goals\\nAnything stopping the flow of a process\",\"personality.D_15_24_68_painPoints_thisHappensBecause\":\"They are likely to feel most frustrated by issues relating to slow progress toward their goals, an inability to make changes, and unnecessary obstacles standing in their way. By framing your product as a solution to increase efficiency or remove any barriers that could be preventing them from reaching their goals, you'll pique their interest\",\"personality.D_15_24_68_painPoints_tryThis\":\"Over the next two months, you'll see a significant improvement in production.\\nYou're running into roadblocks right now with X, but this product will fix that.\\nWhat are your 2021 OKRs and what are the biggest risks you see to accomplish them?\",\"personality.D_15_24_68_presentations_bulletPoints\":\"Use digestible and bright visuals\\nUse a simple graphic to show your success over your competitors\\nKeep a professional tone\",\"personality.D_15_24_68_presentations_thisHappensBecause\":\"Presentations can help set the tone for your pitch, but if you try to make them too flashy or detailed, they will likely grow disinterested. If you use slides correctly to help emphasize your points, they can be effective. However, you focus should still be on direct communication and a presentation shouldn't be used if it's going to throw you off your game.\",\"personality.D_15_24_68_presentations_tryThis\":\"These are the results you can expect to see with our product.\\nI've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you.\\nYou can see the difference here before and after using our product.\",\"personality.D_15_24_68_problemApproach_bulletPoints\":\"Working and speaking intensely\\nWanting to win an argument\\nCalling out those who disagree\",\"personality.D_15_24_68_problemApproach_thisHappensBecause\":\"They make quick, decisive decisions when faced with a problem. They want an immediate solution that will produce clear results.\",\"personality.D_15_24_68_problemApproach_tryThis\":\"With this product, you'll be at Z.\\nAs soon as you give the go ahead, we'll get this done for you.\\nThis will immediately resolve the frustration you're facing.\",\"personality.D_15_24_68_speaking_bulletPoints\":\"Expect conversation to move quickly\\nAssert yourself with confidence\\nBe direct when you disagree\",\"personality.D_15_24_68_stressors_bulletPoints\":\"Tangents unrelated to the main conversation\\nFollowing inflexible rules\\nPeople blindly supporting others\",\"personality.D_15_24_68_stressors_description\":\"They move at a very fast-pace and will likely feel frustrated or drained when they need to wait for an extended period of time, especially if there's no clear end in sight. It's important to give them a clear timeline for tasks that require patience, so that they have a chance to do other things in the meantime\",\"personality.D_15_24_68_supportingChampion_beforeMeeting\":\"Give them information that compares you to competitors to trigger them naturally competitive nature.\\nGive them short, snackable documentation (one-pager, slide deck, etc.)\\nTell them what you need in a firm, decisive done of voice.\",\"personality.D_15_24_68_supportingChampion_duringMeeting\":\"Commend them for their efficiency in moving things forward.\\nExpect them to want to lead much conversation or explain things in their own words to his Decision-Maker.\\nCheck in with your Champion when speaking about fast and clear results that your product will bring.\",\"personality.D_15_24_68_threeWords\":\"Fast-paced, Decisive, Direct\",\"personality.D_15_24_68_urgencyAndPace_bulletPoints\":\"Proactively schedule meetings and send information\\nFollow up with needed documentation so they don't have to waste valuable time asking for it\\nAsk them straightforward questions to get to the bottom of issues before any hiccups arise\",\"personality.D_15_24_68_urgencyAndPace_thisHappensBecause\":\"They are fast-paced and decisive. Any delays in their expected timeline will frustrate them immensely and they won't hesitate to vocalize their frustration or move their business elsewhere.\",\"personality.D_15_24_68_urgencyAndPace_tryThis\":\"I'll personally make sure this is done ASAP.\\nWe'll make sure you have access as soon as X is signed.\\nI know you want this done quickly, so we'll keep it moving.\",\"personality.D_15_24_68_workingTogether_bulletPoints\":\"Expect some healthy competition\\nExpect him to adapt quickly to change\\nProduce measurable results\",\"personality.D_25_54_68_behaviour_bulletPoints\":\"Work independently to meet a deadline\\nSet ambitious goals for others\\nEnjoy an argument and debate\",\"personality.D_25_54_68_behaviour_description\":\"Tends to be comfortable arguing, when needed, so be prepared for pushback or criticism in your pitch. They may try to negotiate the terms, so expect to either stand your ground or make needed compromises.\",\"personality.D_25_54_68_bookingMeeting_bulletPoints\":\"Schedule it soon to keep the momentum going\\nBe confident\\nKeep it short, sweet and to-the-point\",\"personality.D_25_54_68_bookingMeeting_thisHappensBecause\":\"They are results-oriented people who are likely to feel interested in something that will make them even more effective. However, they will grow bored when messages are too long and detailed. If you show that you are confident in what you have to offer, you're more likely to win them over.\",\"personality.D_25_54_68_bookingMeeting_tryThis\":\"We can increase your efficiency by 10% in your first month.\\nAre you free to talk at 2pm on Friday?\\nThe biggest inefficiency facing [prospect's role] today is XYZ. The reason you should take this meeting isn't so you can hear things you already know, though. You should take this meeting so you can understand why we're the best at solving the problem.\",\"personality.D_25_54_68_brief\":\"May appreciate challenges and often enjoys taking the lead to produce results.\",\"personality.D_25_54_68_buildingRapport_bulletPoints\":\"Use direct and straightforward humor\\r\\nSpeak with energy and enthusiasm\\r\\nShow your dedication to success\",\"personality.D_25_54_68_buildingRapport_thisHappensBecause\":\"They aren't looking to get a long working relationship out of a sales conversation, so you shouldn't waste their time trying to get to know them. You're more likely to make the sale if you can earn their respect throughout the process, instead.\",\"personality.D_25_54_68_buildingRapport_tryThis\":\"To be blunt, we are the best one on the market right now.\\r\\nI'll be honest with you...\\r\\nThe bottom line is...\",\"personality.D_25_54_68_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of confidence in overall, bigger-picture benefits for the company.\\nSpeak with a powerful and confident tone of voice.\\nFocus on how the faster things can get going, the closer they can get to faster, more efficient work.\",\"personality.D_25_54_68_discussingMoney_bulletPoints\":\"Speak in direct, confident terms.\\r\\nShow your pricing model through clear, easy-to-read charts and graphs.\\r\\nExplain what the price will bring as far as big and audacious goals.\",\"personality.D_25_54_68_emailing_bulletPoints\":\"Be straightforward and direct\\nWrite 3 sentences or less\\nAvoid dragging it out\",\"personality.D_25_54_68_emailing_description\":\"Naturally direct and relies heavily on instinct. When reaching out to them, make your point, but stick to how this idea ties back into the big picture, rather than going into detail in writing.\",\"personality.D_25_54_68_energizers_bulletPoints\":\"Professional growth\\nCompetition & winning\\nChallenges\",\"personality.D_25_54_68_givingPitch_bulletPoints\":\"Speak boldly, bluntly, and simply\\nShow them how they can position themselves ahead of their competition\\nBring up bottom-line results as opposed to a long-winded, empathetic story\",\"personality.D_25_54_68_givingPitch_thisHappensBecause\":\"When selling to them, it's incredibly important that you make good use of their time. They want to get right to business, so the faster you can get to the point, the better.\",\"personality.D_25_54_68_givingPitch_tryThis\":\"Your competition has seen a growth of X% over the last two months. You can top that.\\nI'll be honest, we have work to do when it comes to X and we're making those improvements. But, we're still the best at Y.\\nWe can offer you the best price out there.\",\"personality.D_25_54_68_handlingCompetition_bulletPoints\":\"Use strong, fervent language\\r\\nHave confident claims against your competition\\r\\nCompare aspects of why your product beats competition\",\"personality.D_25_54_68_handlingCompetition_thisHappensBecause\":\"They will want to know exactly what makes you better than your competitors. More than anything, the more confident you are in your product and results, the better you'll look to a them. If you become flustered or can't come up with a defense for your own product compared to the competition, they are likely to lose interest.\",\"personality.D_25_54_68_handlingCompetition_tryThis\":\"Sure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\r\\nOther companies are going to try to tell you X. Here's where they're wrong...\\r\\nOur competition isn't even close to the results we regularly see.\",\"personality.D_25_54_68_meeting_bulletPoints\":\"Stay on topic\\nShow decisiveness and confidence\\nKeep it as short as possible\",\"personality.D_25_54_68_meeting_description\":\"They value their time and tries to avoid meetings, so consider whether you can accomplish your goal on the phone or over email before asking to meet. When meeting with them, project confidence and decisiveness. If they are in the position of power, they will end the meeting on their terms.\",\"personality.D_25_54_68_painPoints_bulletPoints\":\"Team members lacking clarity and honesty\\nSlow progression of goals\\nAnything stopping the flow of a process\",\"personality.D_25_54_68_painPoints_thisHappensBecause\":\"They are likely to feel most frustrated by issues relating to slow progress toward their goals, an inability to make changes, and unnecessary obstacles standing in their way. By framing your product as a solution to increase efficiency or remove any barriers that could be preventing them from reaching their goals, you'll pique their interest.\",\"personality.D_25_54_68_painPoints_tryThis\":\"Over the next two months, you'll see a significant improvement in production.\\nYou're running into roadblocks right now with X, but this product will fix that.\\nWhat are your 2021 OKRs and what are the biggest risks you see to accomplish them?\",\"personality.D_25_54_68_presentations_bulletPoints\":\"Use digestible and bright visuals\\nUse a simple graphic to show your success over your competitors\\nKeep a professional tone\",\"personality.D_25_54_68_presentations_thisHappensBecause\":\"Presentations can help set the tone for your pitch, but if you try to make them too flashy or detailed, they will likely grow disinterested. If you use slides correctly to help emphasize your points, they can be effective. However, you focus should still be on direct communication and a presentation shouldn't be used if it's going to throw you off your game.\",\"personality.D_25_54_68_presentations_tryThis\":\"These are the results you can expect to see with our product.\\r\\nI've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you.\\r\\nYou can see the difference here before and after using our product\",\"personality.D_25_54_68_problemApproach_bulletPoints\":\"Working and speaking intensely\\r\\nWanting to win an argument\\r\\nCalling out those who disagree\",\"personality.D_25_54_68_problemApproach_thisHappensBecause\":\"They make quick, decisive decisions when faced with a problem. They want an immediate solution that will produce clear results.\",\"personality.D_25_54_68_problemApproach_tryThis\":\"With this product, you'll be at Z.\\nAs soon as you give the go ahead, we'll get this done for you.\\nThis will immediately resolve the frustration you're facing.\",\"personality.D_25_54_68_speaking_bulletPoints\":\"Assert yourself with confidence\\nExpect conversation to move quickly\\nGet right to the bottom line\",\"personality.D_25_54_68_stressors_bulletPoints\":\"Following inflexible rules\\nTangents unrelated to the main conversation\\nSlow pace of work\",\"personality.D_25_54_68_stressors_description\":\"Tends to stay focused on a goal and may feel drained if other people pull them into unnecessary conversation when more important work needs to get done. It's important to give them space to finish what they want to get done before trying to engage them in casual conversation.\",\"personality.D_25_54_68_supportingChampion_beforeMeeting\":\"Give them information that compares you to competitors to trigger their naturally competitive nature.\\nGive them short, snackable documentation (one-pager, slide deck, etc.)\\nTell them what you need in a firm, decisive done of voice.\",\"personality.D_25_54_68_supportingChampion_duringMeeting\":\"Commend them for their efficiency in moving things forward.\\nExpect them to want to lead much conversation or explain things in their own words to their Decision-Maker.\\nCheck in with your Champion when speaking about fast and clear results that your product will bring.\",\"personality.D_25_54_68_threeWords\":\"Decisive, Fast-paced, Assertive\",\"personality.D_25_54_68_urgencyAndPace_bulletPoints\":\"Proactively schedule meetings and send information\\nFollow up with needed documentation so they don't have to waste valuable time asking for it\\nAsk them straightforward questions to get to the bottom of issues before any hiccups arise\",\"personality.D_25_54_68_urgencyAndPace_thisHappensBecause\":\"They are fast-paced and decisive. Any delays in their expected timeline will frustrate them immensely and they won't hesitate to vocalize their frustration or move their business elsewhere.\",\"personality.D_25_54_68_urgencyAndPace_tryThis\":\"I'll personally make sure this is done ASAP.\\nWe'll make sure you have access as soon as X is signed.\\nI know you want this done quickly, so we'll keep it moving.\",\"personality.D_25_54_68_workingTogether_bulletPoints\":\"Expect them to adapt quickly to change\\nExpect some healthy competition\\nGet used to a fast work pace\",\"personality.D_55_100_68_behaviour_bulletPoints\":\"Speaking up to get everyone back on topic in a meeting\\nSaying something bluntly without details\\nFeeling anxious about someone else making decisions on their behalf\",\"personality.D_55_100_68_behaviour_description\":\"They to have a one-track mind and wants things to move quickly. Keep your pitch direct and concise by avoiding unnecessary information and tying it all back to their goals.\",\"personality.D_55_100_68_bookingMeeting_bulletPoints\":\"Keep it short, sweet and to-the-point\\nBe confident\\nShow enthusiasm and excitement to get started\",\"personality.D_55_100_68_bookingMeeting_thisHappensBecause\":\"They are results-oriented people who are likely to feel interested in something that will make them even more effective. However, they will grow bored when messages are too long and detailed. If you show that you are confident in what you have to offer, you're more likely to win them over.\",\"personality.D_55_100_68_bookingMeeting_tryThis\":\"Are you free to talk at 2pm on Friday?\\r\\nWe can increase your efficiency by 10% in your first month.\\r\\nThis will completely change your team's effectiveness for the better.\\\"\",\"personality.D_55_100_68_brief\":\"Tends to be enthusiastic and decisive, with a strong preference for autonomy.\",\"personality.D_55_100_68_buildingRapport_bulletPoints\":\"Show your dedication to success Use your shared passions or hobbies to connect Speak with energy and enthusiasm\",\"personality.D_55_100_68_buildingRapport_thisHappensBecause\":\"They aren't looking to get a long working relationship out of a sales conversation, so you shouldn't waste their time trying to get to know them. You're more likely to make the sale if you can earn their respect throughout the process, instead.\",\"personality.D_55_100_68_buildingRapport_tryThis\":\"To be blunt, we are the best one on the market right now. The bottom line is... I'll be honest with you...\",\"personality.D_55_100_68_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can get to faster, more efficient work.\\nSpeak with a powerful and confident tone of voice.\\nExpect long-term hold-ups to come from a lack of confidence in flexiblity or true innovation.\",\"personality.D_55_100_68_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as big and audacious goals.\\r\\nShow your pricing model through clear, easy-to-read charts and graphs.\\r\\nExplain what the price will bring as far as reaching goals and fostering innovation.\",\"personality.D_55_100_68_emailing_bulletPoints\":\"Avoid being overly detailed\\nWrite 3 sentences or less\\nBe concise and to the point\",\"personality.D_55_100_68_emailing_description\":\"They are direct in communication and prefers the big picture over details, so limit your communication to main topic at hand and resist going into too much detail via email.\",\"personality.D_55_100_68_energizers_bulletPoints\":\"Taking charge\\nChallenges\\nAmbitious goals\",\"personality.D_55_100_68_givingPitch_bulletPoints\":\"Bring up bottom-line results as opposed to a long-winded, empathetic story\\nSpeak with an energetic, engaging tone\\nShow them how they can position themselves ahead of their competition\",\"personality.D_55_100_68_givingPitch_thisHappensBecause\":\"When selling to them, it's incredibly important that you make good use of their time. They want to get right to business, so the faster you can get to the point, the better.\",\"personality.D_55_100_68_givingPitch_tryThis\":\"Your competition has seen a growth of X% over the last two months. You can top that.\\r\\nWe can offer you the best price out there.\\r\\nI'll be honest, we have work to do when it comes to X and we're making those improvements. But, we're still the best at Y.\",\"personality.D_55_100_68_handlingCompetition_bulletPoints\":\"Compare aspects of why your product beats competition\\r\\nHave confident claims against your competition\\r\\nSpeak straightforwardly and assertively\",\"personality.D_55_100_68_handlingCompetition_thisHappensBecause\":\"They will want to know exactly what makes you better than your competitors. More than anything, the more confident you are in your product and results, the better you'll look to them. If you become flustered or can't come up with a defense for your own product compared to the competition, They are likely to lose interest.\",\"personality.D_55_100_68_handlingCompetition_tryThis\":\"Sure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\r\\nOur competition isn't even close to the results we regularly see.\\r\\nOther companies are going to try to tell you X. Here's where they're wrong...\",\"personality.D_55_100_68_meeting_bulletPoints\":\"Quickly address the purpose of the meeting\\nKeep it as short as possible\\nPrepare for pushback\",\"personality.D_55_100_68_meeting_description\":\"When meeting with them, discuss actionable items and what you hope to accomplish. Make sure to relate the purpose of the meeting back to your shared goals.\",\"personality.D_55_100_68_painPoints_bulletPoints\":\"Anything stopping the flow of a process\\nMundane tasks\\nSlow progression of goals\",\"personality.D_55_100_68_painPoints_thisHappensBecause\":\"They are likely to feel most frustrated by issues relating to slow progress toward their goals, an inability to make changes, and unnecessary obstacles standing in their way. By framing your product as a solution to increase efficiency or remove any barriers that could be preventing them from reaching their goals, you'll pique their interest.\",\"personality.D_55_100_68_painPoints_tryThis\":\"You're running into roadblocks right now with X, but this product will fix that.\\r\\nOver the next two months, you'll see a significant improvement in production.\\r\\nThis will put you far ahead on the track to reaching your goals\",\"personality.D_55_100_68_presentations_bulletPoints\":\"Keep a professional tone\\nUse a simple graphic to show your success over your competitors\\nUse visual aids to illustrate hard-to-digest content\",\"personality.D_55_100_68_presentations_thisHappensBecause\":\"Presentations can help set the tone for your pitch, but if you try to make them too flashy or detailed, They will likely grow disinterested. If you use slides correctly to help emphasize your points, they can be effective. However, you focus should still be on direct communication and a presentation shouldn't be used if it's going to throw you off your game.\",\"personality.D_55_100_68_presentations_tryThis\":\"These are the results you can expect to see with our product.\\r\\nYou can see the difference here before and after using our product.\\r\\nI've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you.\",\"personality.D_55_100_68_problemApproach_bulletPoints\":\"Calling out those who disagree\\nWanting to win an argument\\nWiping out the old and coming in with the new\",\"personality.D_55_100_68_problemApproach_thisHappensBecause\":\"This happens because:\\nThey make quick, decisive decisions when faced with a problem. They want an immediate solution that will produce clear results.\",\"personality.D_55_100_68_problemApproach_tryThis\":\"With this product, you'll be at Z.\\nThis will immediately resolve the frustration you're facing.\\nAs soon as you give the go ahead, we'll get this done for you.\",\"personality.D_55_100_68_speaking_bulletPoints\":\"Don't be afraid to disagree\\nGet right to the bottom line\\nKeep conversation brief\",\"personality.D_55_100_68_stressors_bulletPoints\":\"Keeping their opinion to themselves\\nSlow pace of work\\nDeep research and analysis\",\"personality.D_55_100_68_stressors_description\":\"They are naturally fast-paced and hardworking, so they may grow frustrated if others are unable to keep up with their pace and get the work done. They tend to stay focused on their goals and will likely feel drained if other people prevent them from being able to accomplish something important.\",\"personality.D_55_100_68_supportingChampion_beforeMeeting\":\"Tell them what you need in a firm, decisive done of voice.\\nGive them short, snackable documentation (one-pager, slide deck, etc.)\\nShow enthusiasm for your next interaction.\",\"personality.D_55_100_68_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about fast and clear results that your product will bring.\\nExpect them to want to lead much conversation or explain things in their own words to their Decision-Maker.\\nCommend them for their urgency and efficiency in introducing a useful product to their team.\",\"personality.D_55_100_68_threeWords\":\"Independent, Persuasive, Assertive\",\"personality.D_55_100_68_urgencyAndPace_bulletPoints\":\"Ask them straightforward questions to get to the bottom of issues before any hiccups arise\\nFollow up with needed documentation so they don't have to waste valuable time asking for it\\nShow them that you care about speed and efficiency\",\"personality.D_55_100_68_urgencyAndPace_thisHappensBecause\":\"They are fast-paced and decisive. Any delays in their expected timeline will frustrate them immensely and they won't hesitate to vocalize their frustration or move their business elsewhere.\",\"personality.D_55_100_68_urgencyAndPace_tryThis\":\"I'll personally make sure this is done ASAP.\\r\\nI know you want this done quickly, so we'll keep it moving.\\r\\nWe'll make sure you have access as soon as X is signed.\",\"personality.D_55_100_68_workingTogether_bulletPoints\":\"Give them a chance to take charge\\nGet used to a fast work pace\\nStay focused on the bottom line\",\"personality.Dc_0_14_68_99_behaviour_bulletPoints\":\"Speaking very directly or bluntly\\nGetting frustrated if someone is late to a meeting\\nTelling others how they can improve performance\",\"personality.Dc_0_14_68_99_behaviour_description\":\"They are likely to buy into ideas that will help them work toward success, so get to your point quickly and tie your product or service directly back to a specific goal of them.\",\"personality.Dc_0_14_68_99_bookingMeeting_bulletPoints\":\"Schedule it soon to keep the momentum going\\nSpeak with a business-like tone\\nMake a statement of your availability instead of confusing them with wishy-washy questions\",\"personality.Dc_0_14_68_99_bookingMeeting_thisHappensBecause\":\"They are incredibly goal-oriented people who want everything to serve a purpose, while consistently looking to mitigate things that drain time or resources. If your product won't make a measurable difference in their plan to succeed, they won't want it. Give them enough information to get in a meeting.\\nmonth.\",\"personality.Dc_0_14_68_99_bookingMeeting_tryThis\":\"The biggest inefficiency facing [prospect's role] today is XYZ. The reason you should take this meeting isn't so you can hear things you already know, though. You should take this meeting so you can understand why we're the best at solving the problem.\\r\\nWe will cut the time it takes you to do X by 25%.\\r\\nWe can increase your efficiency by 10% in your first\",\"personality.Dc_0_14_68_99_brief\":\"tends to work with an intense, but systematic approach and a focus on efficiency.\",\"personality.Dc_0_14_68_99_buildingRapport_bulletPoints\":\"Use direct and straightforward humor\\nAcknowledge their commitment to their job\\nBe honest about your work with the company\",\"personality.Dc_0_14_68_99_buildingRapport_thisHappensBecause\":\"While building rapport throughout the pitch can be good for some personalities, it's not very necessary for the. They want you to get right to the point of your pitch, so they won't want to waste too much time with unrelated jokes or chit chat. They'll trust you if you give it to them straight and make good use of their time.\",\"personality.Dc_0_14_68_99_buildingRapport_tryThis\":\"I'll be honest with you...\\r\\nTo be blunt, we are the best one on the market right now.\\r\\nHere's the bottom-line...\",\"personality.Dc_0_14_68_99_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of confidence in overall, bigger-picture benefits for the company.\\nFocus on how the faster things can get going, the quicker their ability to start implementing this product into team processes today.\\nSpeak with a determined, focused tone of voice.\",\"personality.Dc_0_14_68_99_discussingMoney_bulletPoints\":\"Speak in direct, confident terms.\\nExplain what the price will bring for their company's big financial goals.\\nSpeak in clear, driving, and confident terms.\",\"personality.Dc_0_14_68_99_emailing_bulletPoints\":\"Avoid dragging it out\\nExpress yourself with confidence and certainty\\nBe straightforward and direct\",\"personality.Dc_0_14_68_99_emailing_description\":\"They communicates casually, but directly, and wants to get to the bottom line in a conversation as quickly as possible. When reaching out to them, get right to the point and avoid including any unnecessary or unrelated information.\",\"personality.Dc_0_14_68_99_energizers_bulletPoints\":\"Leading the group\\nProducing results\\nCompetition & winning\",\"personality.Dc_0_14_68_99_givingPitch_bulletPoints\":\"Speak boldly, bluntly, and simply\\nCall out drawbacks before they ask so they see your honesty\\nMirror their intensity\",\"personality.Dc_0_14_68_99_givingPitch_thisHappensBecause\":\"They are firm, assertive people, who are likely to ask tough questions. If you can anticipate their arguments or objections and handle yourself with confidence, you're much more likely to earn their respect and business. Be upfront and transparent. You should bring to light potential downsides and be honest in competitive analyses. They'll likely do their own due diligence and find out anyways.\",\"personality.Dc_0_14_68_99_givingPitch_tryThis\":\"I'll be honest, we have work to do when it comes to X and we're making those improvements. But, we're still the best at Y.\\r\\nYour competition has seen a growth of X% over the last two months. You can top that.\\r\\nWith the savings you'll see in just 1 month, you'll be able to reinvest into X.\",\"personality.Dc_0_14_68_99_handlingCompetition_bulletPoints\":\"Use strong, fervent language\\nBe blunt and straightfoward\\nDirectly call out your competitor's flaws\",\"personality.Dc_0_14_68_99_handlingCompetition_thisHappensBecause\":\"They will want to get the best option possible, whether in terms of cost or effectiveness. If they see your competition is better in some aspect, they'll want an explanation. You can prevent this by addressing this issue before they look into it on their own time. Don't give them a chance to turn somewhere else.\",\"personality.Dc_0_14_68_99_handlingCompetition_tryThis\":\"Other companies are going to try to tell you X. Here's where they're wrong...\\r\\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\r\\nYou might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one.\",\"personality.Dc_0_14_68_99_meeting_bulletPoints\":\"Be on time to the meeting\\nSkip over pleasantries and get into business\\nShow decisiveness and confidence\",\"personality.Dc_0_14_68_99_meeting_description\":\"Keep meetings with them focused and concise. Don't ramble on about unrelated topics or discuss personal information. Instead, focus on only discussing the issue at hand.\",\"personality.Dc_0_14_68_99_painPoints_bulletPoints\":\"Team members lacking clarity and honesty\\nInefficient team-wide output\\nLack of enthusiasm\",\"personality.Dc_0_14_68_99_painPoints_thisHappensBecause\":\"They are likely to feel frustrated by anything that's slowing them down or making their team less efficient and productive, so be blunt in asking them where they stand. Understand their short- and long-term goals and align your product back to these often. Since they'll fixate on their objectives and reject outside distractions, focus only on the elements of your product which are aligned to their goals, and skip over anything else.\",\"personality.Dc_0_14_68_99_painPoints_tryThis\":\"What are your 2021 OKRs and what are the biggest risks you see to accomplish them?\\r\\nWithin two weeks, your team will be able to get things done in 20% less time.\\r\\nOver the next two months, you'll see a significant improvement in production.\",\"personality.Dc_0_14_68_99_presentations_bulletPoints\":\"Use digestible and bright visuals\\nBack up your claims with big, intense numbers\\nSpeak clearly and confidently rather than trying to be nice or friendly.\",\"personality.Dc_0_14_68_99_presentations_thisHappensBecause\":\"They want things to move quickly. They don't want anything involved in the presentation that isn't essential or doesn't serve some purpose. A flashy, visual presentation or a lot of big picture visionary content isn't likely to impress them. They care much more about how you'll prove to them that you and your product are worth their time and money.\",\"personality.Dc_0_14_68_99_presentations_tryThis\":\"I've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you.\\r\\nThese are the results you can expect to see with our product.\\r\\nI'll send these slides to you when we're done for your reference.\",\"personality.Dc_0_14_68_99_problemApproach_bulletPoints\":\"Working and speaking intensely\\nFinding a quick, effective solution\\nFocusing on the big-picture instead of the little details\",\"personality.Dc_0_14_68_99_problemApproach_thisHappensBecause\":\"They tend to look for quick, effective solutions to their problems. If something is preventing them from moving forward toward their goals, they want it to be dealt with and resolved ASAP.\",\"personality.Dc_0_14_68_99_problemApproach_tryThis\":\"As soon as you give the go ahead, we'll get this done for you.\\r\\nWith this product, you'll be at Z.\\r\\nOur solution works by taking care of that root-problem so you won't need to keep coming back to this in the future.\",\"personality.Dc_0_14_68_99_speaking_bulletPoints\":\"Be direct when you disagree\\nStay focused on one point\\nExpect conversation to move quickly\",\"personality.Dc_0_14_68_99_stressors_bulletPoints\":\"People blindly supporting others\\nMissing deadlines\\nTangents unrelated to the main conversation\",\"personality.Dc_0_14_68_99_stressors_description\":\"They will likely feel drained by situations that require them to be emotionally open or vulnerable around other people. They tends to keep their feelings private and may feel overwhelmed by very emotional situations.\",\"personality.Dc_0_14_68_99_supportingChampion_beforeMeeting\":\"Give them information that compares you to competitors to trigger their naturally competitive nature.\\nGive them information that focuses on ROI to capture their big-picture side and their numbers side.\\nExpress excitement and enthusiasm for their next interaction.\",\"personality.Dc_0_14_68_99_supportingChampion_duringMeeting\":\"Commend them for their efficiency in moving things forward.\\r\\nCheck in with your Champion when speaking about their product's performance compared to competitors.\\r\\nExpect them to use precise language and facts when asking additional questions or when pitching to their Decision-Maker.\",\"personality.Dc_0_14_68_99_threeWords\":\"Direct, Committed, Fast-paced\",\"personality.Dc_0_14_68_99_urgencyAndPace_bulletPoints\":\"Proactively schedule meetings and send information\\nBe efficient in sending over necessary info\\nGo to someone internally for minor issues before bothering them.\",\"personality.Dc_0_14_68_99_urgencyAndPace_thisHappensBecause\":\"They are determined and fast-paced. They're likely aware of your competitors and, even if you convinced them in the pitch, they'll go elsewhere if they feel like you aren't meeting the standard of urgency they need.\",\"personality.Dc_0_14_68_99_urgencyAndPace_tryThis\":\"We'll make sure you have access as soon as X is signed.\\r\\nI'll personally make sure this is done ASAP.\\r\\nWe can move forward as soon as we have X, Y, and Z\",\"personality.Dc_0_14_68_99_workingTogether_bulletPoints\":\"Produce measurable results\\nStand up for yourself and your ideas\\nExpect some healthy competition\",\"personality.Dc_15_24_68_99_behaviour_bulletPoints\":\"Telling others how they can improve performance\\nSpeaking very directly or bluntly\\nNegotiating for a better price\",\"personality.Dc_15_24_68_99_behaviour_description\":\"They may push back on a few of your claims, especially if they are trying to seem like a tough sell, so be prepared to respond with evidence to support your statements. Ask a question to challenge their way of thinking and set your product up as a solution.\",\"personality.Dc_15_24_68_99_bookingMeeting_bulletPoints\":\"Speak with a business-like tone\\nMake a statement of your availability instead of confusing them with wishy-washy questions\\nShare your enthusiasm for your next meeting\",\"personality.Dc_15_24_68_99_bookingMeeting_thisHappensBecause\":\"They are incredibly goal-oriented people who want everything to serve a purpose, while consistently looking to mitigate things that drain time or resources. If your product won't make a measurable difference in their plan to succeed, they won't want it. Give them enough information to get in a meeting.\",\"personality.Dc_15_24_68_99_bookingMeeting_tryThis\":\"The biggest inefficiency facing [prospect's role] today is XYZ. The reason you should take this meeting isn't so you can hear things you already know, though. You should take this meeting so you can understand why we're the best at solving the problem.\\r\\nWe will cut the time it takes you to do X by 25%.\\r\\nWe can increase your efficiency by 10% in your first month.\",\"personality.Dc_15_24_68_99_brief\":\"is direct when delegating tasks and sets a high bar for achieving success.\",\"personality.Dc_15_24_68_99_buildingRapport_bulletPoints\":\"Acknowledge their commitment to their job\\nBe honest about your work with the company\\nStick to the problem at-hand\",\"personality.Dc_15_24_68_99_buildingRapport_thisHappensBecause\":\"While building rapport throughout the pitch can be good for some personalities, it's not very necessary for Them. They want you to get right to the point of your pitch, so they won't want to waste too much time with unrelated jokes or chit chat. They'll trust you if you give it to them straight and make good use of their time.\",\"personality.Dc_15_24_68_99_buildingRapport_tryThis\":\"I'll be honest with you...\\r\\nTo be blunt, we are the best one on the market right now.\\r\\nHere's the bottom-line...\",\"personality.Dc_15_24_68_99_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the quicker their ability to start implementing this product into team processes today.\\nSpeak with a determined, focused tone of voice.\\nExpect long-term hold-ups to come from a lack of confidence in big-picture and financial solutions.\",\"personality.Dc_15_24_68_99_discussingMoney_bulletPoints\":\"Explain what the price will bring for their company's big financial goals.\\nSpeak in clear, driving, and confident terms.\\nShow your pricing model through big-picture charts and graphics.\",\"personality.Dc_15_24_68_99_emailing_bulletPoints\":\"Express yourself with confidence and certainty\\nAvoid dragging it out\\nAvoid unnecessary small-talk\",\"personality.Dc_15_24_68_99_emailing_description\":\"They are very fast-paced, results-driven, and direct, so get to your point quickly and emphasize the bottom line or goal when trying to get their attention via email.\",\"personality.Dc_15_24_68_99_energizers_bulletPoints\":\"Producing results\\nLeading the group\\nAchieving goals\",\"personality.Dc_15_24_68_99_givingPitch_bulletPoints\":\"Call out drawbacks before they ask so they see your honesty\\nMirror their intensity\\nShow why you're better than the other competitors they may be considering\",\"personality.Dc_15_24_68_99_givingPitch_thisHappensBecause\":\"They are firm, assertive people, who are likely to ask tough questions. If you can anticipate their arguments or objections and handle yourself with confidence, you're much more likely to earn their respect and business. Be upfront and transparent. You should bring to light potential downsides and be honest in competitive analyses. They'll likely do their own due diligence and find out anyways.\",\"personality.Dc_15_24_68_99_givingPitch_tryThis\":\"I'll be honest, we have work to do when it comes to X and we're making those improvements. But, we're still the best at Y.\\r\\nYour competition has seen a growth of X% over the last two months. You can top that.\\r\\nWith the savings you'll see in just 1 month, you'll be able to reinvest into X.\",\"personality.Dc_15_24_68_99_handlingCompetition_bulletPoints\":\"Be blunt and straightfoward\\nDirectly call out your competitor's flaws\\nFocus on what makes your company and your product faster, more effictive, and more cost-efficient\",\"personality.Dc_15_24_68_99_handlingCompetition_thisHappensBecause\":\"They will want to get the best option possible, whether in terms of cost or effectiveness. If they see your competition is better in some aspect, they'll want an explanation. You can prevent this by addressing this issue before they look into it on their own time. Don't give them a chance to turn somewhere else.\",\"personality.Dc_15_24_68_99_handlingCompetition_tryThis\":\"Other companies are going to try to tell you X. Here's where they're wrong...\\r\\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\r\\nYou might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one.\",\"personality.Dc_15_24_68_99_meeting_bulletPoints\":\"Skip over pleasantries and get into business\\nBe on time to the meeting\\nCommunicate in a direct, assertive way\",\"personality.Dc_15_24_68_99_meeting_description\":\"Allow them to take the lead in a meeting, when possible. Bring up details important to the conversation, but don't let it go on longer than is necessary.\",\"personality.Dc_15_24_68_99_painPoints_bulletPoints\":\"Inefficient team-wide output\\nLack of enthusiasm\\nLaziness\",\"personality.Dc_15_24_68_99_painPoints_thisHappensBecause\":\"They are likely to feel frustrated by anything that's slowing them down or making their team less efficient and productive, so be blunt in asking them where they stand. Understand their short- and long-term goals and align your product back to these often. Since they'll fixate on their objectives and reject outside distractions, focus only on the elements of your product which are aligned to their goals, and skip over anything else.\",\"personality.Dc_15_24_68_99_painPoints_tryThis\":\"What are your 2021 OKRs and what are the biggest risks you see to accomplish them?\\nWithin two weeks, your team will be able to get things done in 20% less time.\\nOver the next two months, you'll see a significant improvement in production.\",\"personality.Dc_15_24_68_99_presentations_bulletPoints\":\"Back up your claims with big, intense numbers\\nSpeak clearly and confidently rather than trying to be nice or friendly\\nUse numbers and growth-centered charts to show your effectiveness against competitors\",\"personality.Dc_15_24_68_99_presentations_thisHappensBecause\":\"They want things to move quickly. They don't want anything involved in the presentation that isn't essential or doesn't serve some purpose. A flashy, visual presentation or a lot of big picture visionary content isn't likely to impress them. They care much more about how you'll prove to them that you and your product are worth their time and money.\",\"personality.Dc_15_24_68_99_presentations_tryThis\":\"I've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you.\\r\\nThese are the results you can expect to see with our product.\\r\\nI'll send these slides to you when we're done for your reference.\",\"personality.Dc_15_24_68_99_problemApproach_bulletPoints\":\"Finding a quick, effective solution\\nFocusing on the big-picture instead of the little details\\nUsing a direct, straightforward tone of voice.\",\"personality.Dc_15_24_68_99_problemApproach_thisHappensBecause\":\"They tend to look for quick, effective solutions to their problems. If something is preventing them from moving forward toward their goals, they want it to be dealt with and resolved ASAP.\",\"personality.Dc_15_24_68_99_problemApproach_tryThis\":\"As soon as you give the go ahead, we'll get this done for you.\\r\\nWith this product, you'll be at Z.\\r\\nOur solution works by taking care of that root-problem so you won't need to keep coming back to this in the future.\",\"personality.Dc_15_24_68_99_speaking_bulletPoints\":\"Stay focused on one point\\nBe direct when you disagree\\nAsk them about their ambitions\",\"personality.Dc_15_24_68_99_stressors_bulletPoints\":\"Missing deadlines\\nPeople blindly supporting others\\nOpening up emotionally\",\"personality.Dc_15_24_68_99_stressors_description\":\"Their body language will let you know when they are in deep concentration. Any interruption will likely disrupt them and take them out of their flow. They may lose interest in projects that seem inefficient or don't offer them any control.\",\"personality.Dc_15_24_68_99_supportingChampion_beforeMeeting\":\"Give them information that focuses on ROI to capture their big-picture side and their numbers side.\\nExpress excitement and enthusiasm for your next interaction.\\nBe strong and straightforward with what you need next.\",\"personality.Dc_15_24_68_99_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about your product's performance compared to competitors.\\nExpect them to use precise language and facts when asking additional questions or when pitching to them Decision-Maker.\\nCommend them for their realistic and factual point-of-view.\",\"personality.Dc_15_24_68_99_threeWords\":\"Committed, Direct, Competitive\",\"personality.Dc_15_24_68_99_urgencyAndPace_bulletPoints\":\"Be efficient in sending over necessary info\\nGo to someone internally for minor issues before bothering them\\nMake the process as simple and seamless as possible\",\"personality.Dc_15_24_68_99_urgencyAndPace_thisHappensBecause\":\"They are determined and fast-paced. They're likely aware of your competitors and, even if you convinced them in the pitch, they'll go elsewhere if they feel like you aren't meeting the standard of urgency they need.\",\"personality.Dc_15_24_68_99_urgencyAndPace_tryThis\":\"We'll make sure you have access as soon as X is signed.\\r\\nI'll personally make sure this is done ASAP.\\r\\nWe can move forward as soon as we have X, Y, and Z.\",\"personality.Dc_15_24_68_99_workingTogether_bulletPoints\":\"Stand up for yourself and your ideas\\nProduce measurable results\\nBe prepared to work quickly\",\"personality.Dc_25_54_68_99_behaviour_bulletPoints\":\"Negotiating for a better price\\nHaving high expectations of quality\\nTelling others how they can improve performance\",\"personality.Dc_25_54_68_99_behaviour_description\":\"They will most likely try to win an argument, but you can persuade them more easily by playing to their more logical qualities. \\nFocus the conversation on how you can help them use time and resources efficiently. \\nIf they finds any flaw in your argument, they will consider the matter closed.\",\"personality.Dc_25_54_68_99_bookingMeeting_bulletPoints\":\"Speak with a business-like tone\\nMake a statement of your availability instead of confusing them with wishy-washy questions\\nShare your enthusiasm for your next meeting\",\"personality.Dc_25_54_68_99_bookingMeeting_thisHappensBecause\":\"They are incredibly goal-oriented people who want everything to serve a purpose, while consistently looking to mitigate things that drain time or resources. \\nIf your product won't make a measurable difference in their plan to succeed, they won't want it. \\nGive them enough information to get in a meeting.\",\"personality.Dc_25_54_68_99_bookingMeeting_tryThis\":\"The biggest inefficiency facing [prospect's role] today is XYZ. The reason you should take this meeting isn't so you can hear things you already know, though. \\nYou should take this meeting so you can understand why we're the best at solving the problem. \\nWe will cut the time it takes you to do X by 25%. We can increase your efficiency by 10% in your first month.\",\"personality.Dc_25_54_68_99_brief\":\"Tends to work like a general: Bold, pragmatic, skeptical, extremely goal-driven, and most comfortable with control.\",\"personality.Dc_25_54_68_99_buildingRapport_bulletPoints\":\"Acknowledge their commitment to their job\\nBe honest about your work with the company\\nStick to the problem at-hand\",\"personality.Dc_25_54_68_99_buildingRapport_thisHappensBecause\":\"While building rapport throughout the pitch can be good for some personalities, it's not very necessary for them. \\nThey want you to get right to the point of your pitch, so they won't want to waste too much time with unrelated jokes or chit chat. \\nThey'll trust you if you give it to them straight and make good use of their time.\",\"personality.Dc_25_54_68_99_buildingRapport_tryThis\":\"I'll be honest with you... \\nTo be blunt, we are the best one on the market right now. \\nHere's the bottom-line...\",\"personality.Dc_25_54_68_99_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the quicker their ability to start implementing this product into team processes today.\\nSpeak with a determined, focused tone of voice.\\nExpect long-term hold-ups to come from a lack of confidence in big-picture and financial solutions.\",\"personality.Dc_25_54_68_99_discussingMoney_bulletPoints\":\"Explain what the price will bring for their company's big financial goals.\\nSpeak in clear, driving, and confident terms.\\nShow your pricing model through big-picture charts and graphics.\",\"personality.Dc_25_54_68_99_emailing_bulletPoints\":\"Avoid unnecessary small-talk\\nExpress yourself with confidence and certainty\\nState your purpose for the email in the first sentence\",\"personality.Dc_25_54_68_99_emailing_description\":\"They are naturally goal-oriented and prefer to get right into the point of a conversation, so skip the small-talk when emailing them and clearly state your purpose in the first line of the message.\",\"personality.Dc_25_54_68_99_energizers_bulletPoints\":\"Achieving goals\\nProducing results\\nSpeed & efficiency\",\"personality.Dc_25_54_68_99_givingPitch_bulletPoints\":\"Call out drawbacks before they ask so they see your honesty\\nMirror their intensity\\nShow why you're better than the other competitors they may be considering\",\"personality.Dc_25_54_68_99_givingPitch_thisHappensBecause\":\"They are firm, assertive people, who are likely to ask tough questions. \\nIf you can anticipate their arguments or objections and handle yourself with confidence, you're much more likely to earn their respect and business. \\nBe upfront and transparent. \\nYou should bring to light potential downsides and be honest in competitive analyses. \\nThey'll likely do their own due diligence and find out anyways.\",\"personality.Dc_25_54_68_99_givingPitch_tryThis\":\"I'll be honest, we have work to do when it comes to X and we're making those improvements. \\nBut, we're still the best at Y. \\nYour competition has seen a growth of X% over the last two months. You can top that. \\nWith the savings you'll see in just 1 month, you'll be able to reinvest into X.\",\"personality.Dc_25_54_68_99_handlingCompetition_bulletPoints\":\"Be blunt and straightfoward\\nDirectly call out your competitor's flaws\\nFocus on what makes your company and your product faster, more effictive, and more cost-efficient\",\"personality.Dc_25_54_68_99_handlingCompetition_thisHappensBecause\":\"This happens because:\\nThey will want to get the best option possible, whether in terms of cost or effectiveness. If they see your competition is better in some aspect, they'll want an explanation. You can prevent this by addressing this issue before they look into it on their own time. Don't give them a chance to turn somewhere else.\",\"personality.Dc_25_54_68_99_handlingCompetition_tryThis\":\"Other companies are going to try to tell you X. Here's where they're wrong...\\r\\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\r\\nYou might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one.\",\"personality.Dc_25_54_68_99_meeting_bulletPoints\":\"Communicate in a direct, assertive way\\nSkip over pleasantries and get into business\\nFocus on action items\",\"personality.Dc_25_54_68_99_meeting_description\":\"Tends to be very focused and assertive, so allow them to take the lead in a meeting, when possible. \\nKeep the discussion short and direct; avoid discussing any personal information or dragging the conversation out for longer than needed.\",\"personality.Dc_25_54_68_99_painPoints_bulletPoints\":\"Speak with a business-like tone\\nMake a statement of your availability instead of confusing them with wishy-washy questions\\nShare your enthusiasm for your next meeting\",\"personality.Dc_25_54_68_99_painPoints_thisHappensBecause\":\"They are incredibly goal-oriented people who want everything to serve a purpose, while consistently looking to mitigate things that drain time or resources. \\nIf your product won't make a measurable difference in their plan to succeed, they won't want it. \\nGive them enough information to get in a meeting.\",\"personality.Dc_25_54_68_99_painPoints_tryThis\":\"The biggest inefficiency facing [prospect's role] today is XYZ. \\nThe reason you should take this meeting isn't so you can hear things you already know, though. \\nYou should take this meeting so you can understand why we're the best at solving the problem. \\nWe will cut the time it takes you to do X by 25%. \\nWe can increase your efficiency by 10% in your first month.\",\"personality.Dc_25_54_68_99_presentations_bulletPoints\":\"Use digestible and bright visuals\\nBack up your claims with big, intense numbers\\nSpeak clearly and confidently rather than trying to be nice or friendly\",\"personality.Dc_25_54_68_99_presentations_thisHappensBecause\":\"They want things to move quickly. \\nThey don't want anything involved in the presentation that isn't essential or doesn't serve some purpose. \\nA flashy, visual presentation or a lot of big picture visionary content isn't likely to impress them. \\nThey care much more about how you'll prove to them that you and your product are worth their time and money.\",\"personality.Dc_25_54_68_99_presentations_tryThis\":\"I've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you. \\nThese are the results you can expect to see with our product. \\nI'll send these slides to you when we're done for your reference.\",\"personality.Dc_25_54_68_99_problemApproach_bulletPoints\":\"Finding a quick, effective solution\\nFocusing on the big-picture instead of the little details\\nUsing a direct, straightforward tone of voice\",\"personality.Dc_25_54_68_99_problemApproach_thisHappensBecause\":\"They tend to look for quick, effective solutions to their problems. \\nIf something is preventing them from moving forward toward their goals, they want it to be dealt with and resolved ASAP.\",\"personality.Dc_25_54_68_99_problemApproach_tryThis\":\"As soon as you give the go ahead, we'll get this done for you. \\nWith this product, you'll be at Z. \\nOur solution works by taking care of that root-problem so you won't need to keep coming back to this in the future.\",\"personality.Dc_25_54_68_99_speaking_bulletPoints\":\"Ask them about their ambitions\\nStay focused on one point\\nUse words like \\\"done\\\" and \\\"absolutely\\\"\",\"personality.Dc_25_54_68_99_stressors_bulletPoints\":\"Opening up emotionally\\nMissing deadlines\\nLong conversations with an unclear objective\",\"personality.Dc_25_54_68_99_stressors_description\":\"They may feel drained or frustrated if others go on long-winded tangents or begin conversation that's unrelated to the task at hand, since both tend to slow the team's pace. They prefer to have plenty of space to work independently from other people.\",\"personality.Dc_25_54_68_99_supportingChampion_beforeMeeting\":\"Give them information that focuses on ROI to capture their big-picture side and them numbers side.\\nExpress excitement and enthusiasm for your next interaction.\\nBe strong and straightforward with what you need next.\",\"personality.Dc_25_54_68_99_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about your product's performance compared to competitors.\\nExpect them to use precise language and facts when asking additional questions or when pitching to their Decision-Maker.\\nCommend them for their realistic and factual point-of-view.\",\"personality.Dc_25_54_68_99_threeWords\":\"Competitive, Committed, Vigorous\",\"personality.Dc_25_54_68_99_urgencyAndPace_bulletPoints\":\"Proactively schedule meetings and send information\\nBe efficient in sending over necessary info\\nGo to someone internally for minor issues before bothering them\",\"personality.Dc_25_54_68_99_urgencyAndPace_thisHappensBecause\":\"They are determined and fast-paced. They're likely aware of your competitors and, even if you convinced them in the pitch, they'll go elsewhere if they feel like you aren't meeting the standard of urgency they need.\",\"personality.Dc_25_54_68_99_urgencyAndPace_tryThis\":\"We'll make sure you have access as soon as X is signed.\\r\\nI'll personally make sure this is done ASAP.\\r\\nWe can move forward as soon as we have X, Y, and Z.\",\"personality.Dc_25_54_68_99_workingTogether_bulletPoints\":\"Be prepared to work quickly\\nStand up for yourself and your ideas\\nDon't be afraid to ask tough questions\",\"personality.Dc_55_100_68_99_behaviour_bulletPoints\":\"Negotiating for a better price\\nHaving high expectations of quality\\nTelling others how they can improve performance\",\"personality.Dc_55_100_68_99_behaviour_description\":\"They will most likely try to win an argument, but you can persuade them more easily by playing to their more logical qualities. \\nFocus the conversation on how you can help them use time and resources efficiently. \\nIf they finds any flaw in your argument, they will consider the matter closed.\",\"personality.Dc_55_100_68_99_bookingMeeting_bulletPoints\":\"Speak with a business-like tone\\nMake a statement of your availability instead of confusing them with wishy-washy questions\\nShare your enthusiasm for your next meeting\",\"personality.Dc_55_100_68_99_bookingMeeting_thisHappensBecause\":\"They are incredibly goal-oriented people who want everything to serve a purpose, while consistently looking to mitigate things that drain time or resources. \\nIf your product won't make a measurable difference in their plan to succeed, they won't want it. \\nGive them enough information to get in a meeting.\",\"personality.Dc_55_100_68_99_bookingMeeting_tryThis\":\"The biggest inefficiency facing [prospect's role] today is XYZ. The reason you should take this meeting isn't so you can hear things you already know, though. \\nYou should take this meeting so you can understand why we're the best at solving the problem. \\nWe will cut the time it takes you to do X by 25%. We can increase your efficiency by 10% in your first month.\",\"personality.Dc_55_100_68_99_brief\":\"Tends to work like a general: Bold, pragmatic, skeptical, extremely goal-driven, and most comfortable with control.\",\"personality.Dc_55_100_68_99_buildingRapport_bulletPoints\":\"Acknowledge their commitment to their job\\nBe honest about your work with the company\\nStick to the problem at-hand\",\"personality.Dc_55_100_68_99_buildingRapport_thisHappensBecause\":\"While building rapport throughout the pitch can be good for some personalities, it's not very necessary for them. \\nThey want you to get right to the point of your pitch, so they won't want to waste too much time with unrelated jokes or chit chat. \\nThey'll trust you if you give it to them straight and make good use of their time.\",\"personality.Dc_55_100_68_99_buildingRapport_tryThis\":\"I'll be honest with you... \\nTo be blunt, we are the best one on the market right now. \\nHere's the bottom-line...\",\"personality.Dc_55_100_68_99_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the quicker their ability to start implementing this product into team processes today.\\nSpeak with a determined, focused tone of voice.\\nExpect long-term hold-ups to come from a lack of confidence in big-picture and financial solutions.\",\"personality.Dc_55_100_68_99_discussingMoney_bulletPoints\":\"Explain what the price will bring for their company's big financial goals.\\nSpeak in clear, driving, and confident terms.\\nShow your pricing model through big-picture charts and graphics.\",\"personality.Dc_55_100_68_99_emailing_bulletPoints\":\"Avoid unnecessary small-talk\\nExpress yourself with confidence and certainty\\nState your purpose for the email in the first sentence\",\"personality.Dc_55_100_68_99_emailing_description\":\"They are naturally goal-oriented and prefer to get right into the point of a conversation, so skip the small-talk when emailing them and clearly state your purpose in the first line of the message.\",\"personality.Dc_55_100_68_99_energizers_bulletPoints\":\"Achieving goals\\nProducing results\\nSpeed & efficiency\",\"personality.Dc_55_100_68_99_givingPitch_bulletPoints\":\"Call out drawbacks before they ask so they see your honesty\\nMirror their intensity\\nShow why you're better than the other competitors they may be considering\",\"personality.Dc_55_100_68_99_givingPitch_thisHappensBecause\":\"They are firm, assertive people, who are likely to ask tough questions. \\nIf you can anticipate their arguments or objections and handle yourself with confidence, you're much more likely to earn their respect and business. \\nBe upfront and transparent. \\nYou should bring to light potential downsides and be honest in competitive analyses. \\nThey'll likely do their own due diligence and find out anyways.\",\"personality.Dc_55_100_68_99_givingPitch_tryThis\":\"I'll be honest, we have work to do when it comes to X and we're making those improvements. \\nBut, we're still the best at Y. \\nYour competition has seen a growth of X% over the last two months. You can top that. \\nWith the savings you'll see in just 1 month, you'll be able to reinvest into X.\",\"personality.Dc_55_100_68_99_handlingCompetition_bulletPoints\":\"Be blunt and straightfoward\\nDirectly call out your competitor's flaws\\nFocus on what makes your company and your product faster, more effictive, and more cost-efficient\",\"personality.Dc_55_100_68_99_handlingCompetition_thisHappensBecause\":\"This happens because:\\nThey will want to get the best option possible, whether in terms of cost or effectiveness. If they see your competition is better in some aspect, they'll want an explanation. You can prevent this by addressing this issue before they look into it on their own time. Don't give them a chance to turn somewhere else.\",\"personality.Dc_55_100_68_99_handlingCompetition_tryThis\":\"Other companies are going to try to tell you X. Here's where they're wrong...\\r\\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\r\\nYou might save on their product at first, but when you see the results decline after just a month, you'll be right back to square one.\",\"personality.Dc_55_100_68_99_meeting_bulletPoints\":\"Communicate in a direct, assertive way\\nSkip over pleasantries and get into business\\nFocus on action items\",\"personality.Dc_55_100_68_99_meeting_description\":\"Tends to be very focused and assertive, so allow them to take the lead in a meeting, when possible. \\nKeep the discussion short and direct; avoid discussing any personal information or dragging the conversation out for longer than needed.\",\"personality.Dc_55_100_68_99_painPoints_bulletPoints\":\"Speak with a business-like tone\\nMake a statement of your availability instead of confusing them with wishy-washy questions\\nShare your enthusiasm for your next meeting\",\"personality.Dc_55_100_68_99_painPoints_thisHappensBecause\":\"They are incredibly goal-oriented people who want everything to serve a purpose, while consistently looking to mitigate things that drain time or resources. \\nIf your product won't make a measurable difference in their plan to succeed, they won't want it. \\nGive them enough information to get in a meeting.\",\"personality.Dc_55_100_68_99_painPoints_tryThis\":\"The biggest inefficiency facing [prospect's role] today is XYZ. \\nThe reason you should take this meeting isn't so you can hear things you already know, though. \\nYou should take this meeting so you can understand why we're the best at solving the problem. \\nWe will cut the time it takes you to do X by 25%. \\nWe can increase your efficiency by 10% in your first month.\",\"personality.Dc_55_100_68_99_presentations_bulletPoints\":\"Use digestible and bright visuals\\nBack up your claims with big, intense numbers\\nSpeak clearly and confidently rather than trying to be nice or friendly\",\"personality.Dc_55_100_68_99_presentations_thisHappensBecause\":\"They want things to move quickly. \\nThey don't want anything involved in the presentation that isn't essential or doesn't serve some purpose. \\nA flashy, visual presentation or a lot of big picture visionary content isn't likely to impress them. \\nThey care much more about how you'll prove to them that you and your product are worth their time and money.\",\"personality.Dc_55_100_68_99_presentations_tryThis\":\"I've included this image because it gives you a chance to see the product in action so you can understand what exactly it would do for you. \\nThese are the results you can expect to see with our product. \\nI'll send these slides to you when we're done for your reference.\",\"personality.Dc_55_100_68_99_problemApproach_bulletPoints\":\"Finding a quick, effective solution\\nFocusing on the big-picture instead of the little details\\nUsing a direct, straightforward tone of voice\",\"personality.Dc_55_100_68_99_problemApproach_thisHappensBecause\":\"They tend to look for quick, effective solutions to their problems. \\nIf something is preventing them from moving forward toward their goals, they want it to be dealt with and resolved ASAP.\",\"personality.Dc_55_100_68_99_problemApproach_tryThis\":\"As soon as you give the go ahead, we'll get this done for you. \\nWith this product, you'll be at Z. \\nOur solution works by taking care of that root-problem so you won't need to keep coming back to this in the future.\",\"personality.Dc_55_100_68_99_speaking_bulletPoints\":\"Ask them about their ambitions\\nStay focused on one point\\nUse words like \\\"done\\\" and \\\"absolutely\\\"\",\"personality.Dc_55_100_68_99_stressors_bulletPoints\":\"Opening up emotionally\\nMissing deadlines\\nLong conversations with an unclear objective\",\"personality.Dc_55_100_68_99_stressors_description\":\"They may feel drained or frustrated if others go on long-winded tangents or begin conversation that's unrelated to the task at hand, since both tend to slow the team's pace. They prefer to have plenty of space to work independently from other people.\",\"personality.Dc_55_100_68_99_supportingChampion_beforeMeeting\":\"Give them information that focuses on ROI to capture their big-picture side and them numbers side.\\nExpress excitement and enthusiasm for your next interaction.\\nBe strong and straightforward with what you need next.\",\"personality.Dc_55_100_68_99_threeWords\":\"Competitive, Committed, Vigorous\",\"personality.Dc_55_100_68_99_urgencyAndPace_bulletPoints\":\"Proactively schedule meetings and send information\\nBe efficient in sending over necessary info\\nGo to someone internally for minor issues before bothering them\",\"personality.Dc_55_100_68_99_urgencyAndPace_thisHappensBecause\":\"They're likely aware of your competitors and, even if you convinced them in the pitch, they'll go elsewhere if they feel like you aren't meeting the standard of urgency they need. Try this: We'll make sure you have access as soon as X is signed. I'll personally make sure this is done ASAP. We can move forward as soon as we have X, Y, and Z.\",\"personality.Dc_55_100_68_99_urgencyAndPace_tryThis\":\"We'll make sure you have access as soon as X is signed.\\r\\nI'll personally make sure this is done ASAP.\\r\\nWe can move forward as soon as we have X, Y, and Z.\",\"personality.Dc_55_100_68_99_workingTogether_bulletPoints\":\"Be prepared to work quickly\\nStand up for yourself and your ideas\\nDon't be afraid to ask tough questions\",\"personality.Di_0_14_68_105_behaviour_bulletPoints\":\"Building and maintaining momentum\\nImmediately projecting assertiveness and confidence\\nCompleting projects more quickly than others\",\"personality.Di_0_14_68_105_behaviour_description\":\"Tends to be enthusiastic and decisive - keep your pitch energetic but straight to the point. Don't bring in irrelevant or overly detailed information.\",\"personality.Di_0_14_68_105_bookingMeeting_bulletPoints\":\"Show enthusiasm and excitement to get started\\nGet a time on the books in the very near future to keep the ball rolling\\nUse strong, positive language\",\"personality.Di_0_14_68_105_bookingMeeting_thisHappensBecause\":\"They are fast-paced people who likely won't slow their pace to meet with someone unless they see real value in the potential. They are goal-oriented, so you want to give them a reason to set aside time for you. By making it clear that the meeting will be worth their while, you can help get at least a few minutes with them.\",\"personality.Di_0_14_68_105_bookingMeeting_tryThis\":\"This will completely change your team's effectiveness for the better.\\nWhen do you have 15 minutes to talk on Friday?\\nAre you free to talk at 2pm on Friday?\",\"personality.Di_0_14_68_105_brief\":\"Tends to be an extremely direct communicator that makes quick, but calculated decisions.\",\"personality.Di_0_14_68_105_buildingRapport_bulletPoints\":\"Use your shared passions or hobbies to connect\\nUse humor when it further drives home your point as opposed to random jokes\\nCompliment their work ethic\",\"personality.Di_0_14_68_105_buildingRapport_thisHappensBecause\":\"They don't want to feel like they're wasting their time and casual conversation upfront will likely feel very unnecessary for them. Because their biggest concerns relate to their time and goals, you can earn their respect by making the best use of their time and framing yourself and your product as the key to their success.\",\"personality.Di_0_14_68_105_buildingRapport_tryThis\":\"The bottom line is...\\nTo be blunt, we are the best one on the market right now.\\nI'll level with you...\",\"personality.Di_0_14_68_105_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of confidence in flexiblity or true innovation.\\nSpeak with a determined, inspired tone of voice.\\nFocus on how the faster things can get going, the quicker his ability to start implementing great, new solutions to his team.\",\"personality.Di_0_14_68_105_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as reaching goals and fostering innovation.\\nSpeak in goal-centered, big-picture terms.\\nShow your pricing model through goal-oriented, inspiring graphics as opposed to data-heavy numbers.\",\"personality.Di_0_14_68_105_emailing_bulletPoints\":\"Keep the message focused\\nUse a direct but friendly introduction\\nBe copointncise and to the\",\"personality.Di_0_14_68_105_emailing_description\":\"Often persuaded by bold vision and will be inspired by big ideas and enthusiastic language in emails.\",\"personality.Di_0_14_68_105_energizers_bulletPoints\":\"Making quick decisions\\nOpportunities to advance\\nAmbitious goals\",\"personality.Di_0_14_68_105_givingPitch_bulletPoints\":\"Speak with an energetic, engaging tone\\nShowcase big, bold successes other customers have had\\nShow them the competitive edge they'll have with your product\",\"personality.Di_0_14_68_105_givingPitch_thisHappensBecause\":\"They want to feel like they're ahead of other people and like your product will measurably help them reach their goals. If you can convince them that your product will make a big difference in their efforts, you can close the deal quickly.\",\"personality.Di_0_14_68_105_givingPitch_tryThis\":\"We can offer you the best price out there.\\nYour competition has seen a growth of X% over the last two months. You can top that.\\nYou're seeing X results now? With this, you can nearly double that from the start.\",\"personality.Di_0_14_68_105_handlingCompetition_bulletPoints\":\"Speak straightforwardly and assertively\\nShow confidence in your own product outside of work\\nDirectly call out competiton and show why they fall short\",\"personality.Di_0_14_68_105_handlingCompetition_thisHappensBecause\":\"They will trust you more when you demonstrate confidence in your product. By calling out your competitors directly, you'll show assertive and bold qualities that make them respect you.\",\"personality.Di_0_14_68_105_handlingCompetition_tryThis\":\"Our competition isn't even close to the results we regularly see.\\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\nWe'll make sure you're a part of the next big thing.\",\"personality.Di_0_14_68_105_meeting_bulletPoints\":\"Make an effort to meet his goals\\nSend a bulleted list with anything he needs to prepare\\nPrepare for pushback\",\"personality.Di_0_14_68_105_meeting_description\":\"Stay focused on the point of the meeting. Avoid unnecessary conversation or personal information. Try to meet their goals for the meeting by addressing any concerns of theirs directly and presenting an actionable solution.\",\"personality.Di_0_14_68_105_painPoints_bulletPoints\":\"Mundane tasks\\nInefficiencent processes\\nBeing micromanaged\",\"personality.Di_0_14_68_105_painPoints_thisHappensBecause\":\"They are likely to feel frustrated by anything that prevents them from reaching their goals quickly, like mundane tasks, distractions, etc. By calling these out and giving them a clear explanation of how the product will fix these issues, they'll likely want to get started quickly.\",\"personality.Di_0_14_68_105_painPoints_tryThis\":\"This will put you far ahead on the track to reaching your goals.\\nI know you've been having some problems with efficiency, but this product will help your team feel more focused and will reduce the number of time-sucking tasks.\\nYou're running into roadblocks right now with X, but this product will fix that.\",\"personality.Di_0_14_68_105_presentations_bulletPoints\":\"Use visual aids to illustrate hard-to-digest content\\nBe prepared for some interruptions or push back\\nAdd in some humor, but only when it's relevent and not distracting from the point\",\"personality.Di_0_14_68_105_presentations_thisHappensBecause\":\"They are \\\"big-picture\\\" people who may have a difficult time conceptualizing results without a helpful visual aid, but otherwise, excessive and unnecessary graphics could feel like a waste of time for them. Use visuals intentionally and don't go overboard.\",\"personality.Di_0_14_68_105_presentations_tryThis\":\"You can see the difference here before and after using our product.\\nThese are the results you can expect to see with our product.\\nI'd love to show you what our product is like in action.\",\"personality.Di_0_14_68_105_problemApproach_bulletPoints\":\"Wiping out the old and coming in with the new\\nPioneering new processes\\nExuding their authority over others\",\"personality.Di_0_14_68_105_problemApproach_thisHappensBecause\":\"They want to find the fastest fix to an issue. They don't want to spend much time going back-and-forth researching different options. They're likely to follow their gut instinct and pick the first option they have that will work as a solution. If you can set yourself up as the solution immediately, they won't need to hear much else before committing.\",\"personality.Di_0_14_68_105_problemApproach_tryThis\":\"This will immediately resolve the frustration you're facing.\\nWith this product, you'll be at Z.\\nLook, your team is currently doing X, but it's clear that they could be doing even better.\",\"personality.Di_0_14_68_105_speaking_bulletPoints\":\"Avoid being quiet or reserved \\nLet him take the lead\\nKeep conversation brief\",\"personality.Di_0_14_68_105_stressors_bulletPoints\":\"Failing to achieve goals\\nOver-planning\\nDeep research and analysis\",\"personality.Di_0_14_68_105_stressors_description\":\"They are naturally direct and open, so they may feel frustrated in situations that require them to keep their opinion to themself or support an idea that they disagree with.\",\"personality.Di_0_14_68_105_supportingChampion_beforeMeeting\":\"Show enthusiasm for your next interaction.\\nGive him case studies that show your competitive edge for him to review.\\nFollow up quickly so his natural momentum can stay high.\",\"personality.Di_0_14_68_105_supportingChampion_duringMeeting\":\"Commend him for his urgency and efficiency in introducing a useful product to his team.\\nExpect him to want to take quick action or take hold of the conversation.\\nCheck in with your Champion when speaking about the fast-acting results your product will bring.\",\"personality.Di_0_14_68_105_threeWords\":\"Determined, Ambitious, Persuasive\",\"personality.Di_0_14_68_105_urgencyAndPace_bulletPoints\":\"Show them that you care about speed and efficiency\\nSchedule calls right then and there so the process can continue seamlessly\\nHighlight the bigger picture\",\"personality.Di_0_14_68_105_urgencyAndPace_thisHappensBecause\":\"They don't take long to make up their minds - they either like your product and want to buy it or they don't. If you give them too much space, they may forget about you and move on. If you want a clear answer from them, expect to reach out and ask directly. Once they've given you the go ahead, get it done ASAP to avoid frustrating them.\",\"personality.Di_0_14_68_105_urgencyAndPace_tryThis\":\"I know you want this done quickly, so we'll keep it moving.\\nI'll personally make sure this is done ASAP.\\nOnce we get X, we'll get moving on this.\",\"personality.Di_0_14_68_105_workingTogether_bulletPoints\":\"Always focus on the team's overall goal\\nImplement good ideas quickly\\nStay focused on the bottom line\",\"personality.DI_0_14_68_73_behaviour_bulletPoints\":\"Feel comfortable making decisions with limited information\\nFind ways around the rules\\nComfortably function as the primary speaker in a group\",\"personality.DI_0_14_68_73_behaviour_description\":\"Ask about their goals or vision when selling to them and find a way to weave it into your pitch. \\nDemonstrate how your product or idea will help them get there.\",\"personality.DI_0_14_68_73_bookingMeeting_bulletPoints\":\"Plan to follow up between now and the meeting so their excitement stays high\\nSuggest time frames for them to pick so they don't have to schedule themselves\\nUse a relatable, animated tone\",\"personality.DI_0_14_68_73_bookingMeeting_thisHappensBecause\":\"They are drawn in by the idea of being a part of something new that will give them an edge on their competition. \\nThe more enticing you make your product sound, the more likely they are to meet with you.\",\"personality.DI_0_14_68_73_bookingMeeting_tryThis\":\"What time works best for you tomorrow?\\nOur product's innovative technology will make your team more efficient so you can beat the competition.\\nWhen do you have 15 minutes to talk on Friday?\\\"\",\"personality.DI_0_14_68_73_brief\":\"Likely to avoid structure and process, instead focusing on the big picture and an exciting vision.\",\"personality.DI_0_14_68_73_buildingRapport_bulletPoints\":\"Share a small anecdote\\nFind something in common and relate back to it throughout the conversation\\nDon't be afraid to be a little goofy\",\"personality.DI_0_14_68_73_buildingRapport_thisHappensBecause\":\"They very people-oriented, so the more you can establish a lighthearted connection with them right off the bat, the more likely they are to hear you out and engage with your ideas.\",\"personality.DI_0_14_68_73_buildingRapport_tryThis\":\"You're from X? \\nMe too! Do you know... \\nThe craziest thing happened to me this morning... \\nI have a Golden Retriever, too! \\nWhat your dog's name?\",\"personality.DI_0_14_68_73_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding of how your product can really drive output and productivity.\\nSpeak with a confident, inspired tone of voice.\\nFocus on how the faster things can get going, the sooner their ability to start using an innovative, new tool.\",\"personality.DI_0_14_68_73_discussingMoney_bulletPoints\":\"Speak in goal-centered terms.\\nShow your pricing model through digestible charts and visuals versus number-heavy data.\\nExplain what the price will bring as far as goal-reaching and cool new features.\",\"personality.DI_0_14_68_73_emailing_bulletPoints\":\"Do not include too much detail\\nGive them a clear way to respond\\nInclude a brief, interesting story\",\"personality.DI_0_14_68_73_emailing_description\":\"They are creative and like to brainstorm with others in person, so setting up time to talk through an idea will engage them more than trying to present a long list of facts via email.\",\"personality.DI_0_14_68_73_energizers_bulletPoints\":\"Opportunities to perform and entertain\\nBold ideas\\nThinking on their feet\",\"personality.DI_0_14_68_73_givingPitch_bulletPoints\":\"Lean in on the most innovative aspects of your product\\nGive them short, snackable phrases or ideas that'll they'll remember to pass along to their team members\\nFocus on the big picture as opposed to the fine details\",\"personality.DI_0_14_68_73_givingPitch_thisHappensBecause\":\"They want to hear what separates you from the rest of the solutions out there. \\nBy setting yourself apart as an innovative company and getting them excited about your product with an engaging pitch, you'll have an easier time winning them over.\",\"personality.DI_0_14_68_73_givingPitch_tryThis\":\"You're seeing X results now? \\nWith this, you can nearly double that from the start. \\nWe can offer you the best price out there. \\nMy favorite part is X. \\nIt completely changed my life.\",\"personality.DI_0_14_68_73_handlingCompetition_bulletPoints\":\"Show the groundbreaking and exciting elements of how your product has, and continues to, grow\\nHighlight your company's goals with your product\\nEmphasize your team's creativity and innovation with your product\",\"personality.DI_0_14_68_73_handlingCompetition_thisHappensBecause\":\"They love to be a part of something bigger. Being an early adopter of a new technology or becoming a customer just before a company becomes hugely successful is incredibly exciting for them. \\nThis would set you apart from any of your competition in their minds.\",\"personality.DI_0_14_68_73_handlingCompetition_tryThis\":\"We'll make sure you're a part of the next big thing.\\nOur competition isn't even close to the results we regularly see.\\nTheir users are paying the price.\",\"personality.DI_0_14_68_73_meeting_bulletPoints\":\"Start by casting an exciting vision\\nShow confidence and enthusiasm\\nRemain upbeat and positive\",\"personality.DI_0_14_68_73_meeting_description\":\"When meeting with them make sure to express excitement in their ideas while showing confidence in your own ideas. \\nKeep the conversation relaxed and high-level; avoid bringing in unnecessary details.\",\"personality.DI_0_14_68_73_painPoints_bulletPoints\":\"Rigid rules\\nOld, outdated procedures\\nAnything slowing down their creative process.\",\"personality.DI_0_14_68_73_painPoints_thisHappensBecause\":\"They are adaptable, fast-paced, foward-thinkers. \\nThey can be easily stressed, but also move on from it quickly. \\nIf you can help reduce this frustration, either through your product or by streamlining the sales process as much as possible and handling difficult conversations with other people on their team yourself, they will see you and your product as a major asset.\",\"personality.DI_0_14_68_73_painPoints_tryThis\":\"You're doing a lot, but X habits will slow you down. \\nWe'll take care of that for you. Here's where we come in... \\nI know you've been having some problems with efficiency, but this product will help your team feel more focused and will reduce the number of time-sucking tasks.\",\"personality.DI_0_14_68_73_presentations_bulletPoints\":\"Use expressive and emotive langauge to keep them engaged\\nLean in on infographics, colorful charts, and even some funny gifs\\nFind visual representation of hard-to-grasp, detail-oriented material\",\"personality.DI_0_14_68_73_presentations_thisHappensBecause\":\"They will grow bored if your presentation isn't engaging enough. Visuals can help change things up to keep the conversation interesting, but they need to truly add to the conversation. If they don't, They will lose interest.\",\"personality.DI_0_14_68_73_presentations_tryThis\":\"I'd love to show you what our product is like in action. \\nYou can see the difference here before and after using our product. \\nDon't be like the cat in this GIF - he didn't have our product.\",\"personality.DI_0_14_68_73_problemApproach_bulletPoints\":\"Uncovering a new solution\\nLeaning into an efficient process\\nBrainstorming solutions with others\",\"personality.DI_0_14_68_73_problemApproach_thisHappensBecause\":\"They are bold decision-makers, so they typically approach problems by trying out new things, brainstorming, and persuading others to take action. They're looking for quick solutions above most anything else, so you need to frame your product in this way.\",\"personality.DI_0_14_68_73_problemApproach_tryThis\":\"Look, your team is currently doing X, but it's clear that they could be doing even better. \\nThis will immediately resolve the frustration you're facing. \\nYou want to make a mark and leave an impact. With our product...\",\"personality.DI_0_14_68_73_speaking_bulletPoints\":\"Emphasize the future\\nBring lots of energy to the conversation\\nStick to the big picture\",\"personality.DI_0_14_68_73_stressors_bulletPoints\":\"Following lots of rules\\nLack of freedom and independence\\nResearching data\",\"personality.DI_0_14_68_73_stressors_description\":\"They are inclined towards action and will likely lose energy if they or their team gets bogged down in the planning process. \\nThey will avoid any routine tasks and will lose their motivation to complete the project if it is monotonous.\",\"personality.DI_0_14_68_73_supportingChampion_beforeMeeting\":\"Keep up the momentum and excitement of your upcoming partnership.\\nTalk in big-pictures when referencing what's to come.\\nSpeak with fervor about next steps.\",\"personality.DI_0_14_68_73_supportingChampion_duringMeeting\":\"Commend them for their enthusiasm and excitement for bringing on an innovative new tool. \\nExpect them to speak openly and without hesitation if they have extraneous questions. \\nCheck in with your Champion when speaking about a quick onboarding and cool features.\",\"personality.DI_0_14_68_73_threeWords\":\"Dynamic, Spontaneous, Visionary\",\"personality.DI_0_14_68_73_urgencyAndPace_bulletPoints\":\"Speak with enthusiasm and speed in mind\\nAsk them straightforward questions to figure out when things can be signed by\\nAsk about their decision-makers and what's holding them back\",\"personality.DI_0_14_68_73_urgencyAndPace_thisHappensBecause\":\"They want things done quickly. They are quick to set up meetings, quick to make up their minds, and quick to expect results. \\nBy keeping the process moving at a fast-pace, you'll help prevent plenty of stress for them.\",\"personality.DI_0_14_68_73_urgencyAndPace_tryThis\":\"Once we get X, we'll get moving on this.\\nI know you want this done quickly, so we'll keep it moving.\\nWell, great! Let's get this thing done!\\\"\",\"personality.DI_0_14_68_73_workingTogether_bulletPoints\":\"Don't assign them to routine tasks\\nLet them take the lead\\nSet ambitious team goals\",\"personality.Di_15_24_68_105_behaviour_bulletPoints\":\"Saying something bluntly without details\\nSpeaking up to get everyone back on topic in a meeting\\nDriving others to action\",\"personality.Di_15_24_68_105_behaviour_description\":\"Keep the pitch short, direct, and casual. Don't bring in unnecessary information; instead, focus on exactly what is most relevant to them and his ambitions.\",\"personality.Di_15_24_68_105_bookingMeeting_bulletPoints\":\"Show enthusiasm and excitement to get started\\nGet a time on the books in the very near future to keep the ball rolling\\nUse strong, positive language\",\"personality.Di_15_24_68_105_bookingMeeting_thisHappensBecause\":\"They are fast-paced people who likely won't slow their pace to meet with someone unless they see real value in the potential. They are goal-oriented, so you want to give them a reason to set aside time for you. By making it clear that the meeting will be worth their while, you can help get at least a few minutes with them.\",\"personality.Di_15_24_68_105_bookingMeeting_tryThis\":\"This will completely change your team's effectiveness for the better.\\nWhen do you have 15 minutes to talk on Friday?\\nAre you free to talk at 2pm on Friday?\",\"personality.Di_15_24_68_105_brief\":\"Tends to be an extremely direct communicator that makes quick, but calculated decisions\",\"personality.Di_15_24_68_105_buildingRapport_bulletPoints\":\"Use your shared passions or hobbies to connect\\nUse humor when it further drives home your point as opposed to random jokes\\nCompliment their work ethic\",\"personality.Di_15_24_68_105_buildingRapport_thisHappensBecause\":\"They don't want to feel like they're wasting their time and casual conversation upfront will likely feel very unnecessary for them. Because their biggest concerns relate to their time and goals, you can earn their respect by making the best use of their time and framing yourself and your product as the key to their success.\",\"personality.Di_15_24_68_105_buildingRapport_tryThis\":\"The bottom line is...\\nTo be blunt, we are the best one on the market right now.\\nI'll level with you...\",\"personality.Di_15_24_68_105_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of confidence in flexiblity or true innovation.\\nSpeak with a determined, inspired tone of voice.\\nFocus on how the faster things can get going, the quicker their ability to start implementing great, new solutions to their team.\",\"personality.Di_15_24_68_105_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as reaching goals and fostering innovation.\\nSpeak in goal-centered, big-picture terms.\\nShow your pricing model through goal-oriented, inspiring graphics as opposed to data-heavy numbers.\",\"personality.Di_15_24_68_105_emailing_bulletPoints\":\"Avoid being overly detailed\\nBe concise and to the point\\nWrite 3 sentences or less\",\"personality.Di_15_24_68_105_emailing_description\":\"They are direct in communication and prefers the big picture over details, so limit your communication to main topic at hand and resist going into too much detail via email.\",\"personality.Di_15_24_68_105_energizers_bulletPoints\":\"Taking charge\\nAmbitious goals\\nChallenges\",\"personality.Di_15_24_68_105_givingPitch_bulletPoints\":\"Speak with an energetic, engaging tone\\nShowcase big, bold successes other customers have had\\nShow them the competitive edge they'll have with your product\",\"personality.Di_15_24_68_105_givingPitch_thisHappensBecause\":\"They want to feel like they're ahead of other people and like your product will measurably help them reach their goals. If you can convince them that your product will make a big difference in their efforts, you can close the deal quickly.\",\"personality.Di_15_24_68_105_givingPitch_tryThis\":\"We can offer you the best price out there.\\nYour competition has seen a growth of X% over the last two months. You can top that.\\nYou're seeing X results now? With this, you can nearly double that from the start.\",\"personality.Di_15_24_68_105_handlingCompetition_bulletPoints\":\"Speak straightforwardly and assertively\\nShow confidence in your own product outside of work\\nDirectly call out competiton and show why they fall short\",\"personality.Di_15_24_68_105_handlingCompetition_thisHappensBecause\":\"They will trust you more when you demonstrate confidence in your product. By calling out your competitors directly, you'll show assertive and bold qualities that make they respect you.\",\"personality.Di_15_24_68_105_handlingCompetition_tryThis\":\"Our competition isn't even close to the results we regularly see.\\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\nWe'll make sure you're a part of the next big thing.\",\"personality.Di_15_24_68_105_meeting_bulletPoints\":\"Quickly address the purpose of the meeting\\nPrepare for pushback\\nKeep it as short as possible\",\"personality.Di_15_24_68_105_meeting_description\":\"When meeting with them, discuss actionable items and what you hope to accomplish. Make sure to relate the purpose of the meeting back to your shared goals.\",\"personality.Di_15_24_68_105_painPoints_bulletPoints\":\"Mundane tasks\\nInefficiencent processes\\nBeing micromanaged\",\"personality.Di_15_24_68_105_painPoints_thisHappensBecause\":\"They are likely to feel frustrated by anything that prevents them from reaching their goals quickly, like mundane tasks, distractions, etc. By calling these out and giving them a clear explanation of how the product will fix these issues, they'll likely want to get started quickly.\",\"personality.Di_15_24_68_105_painPoints_tryThis\":\"This will put you far ahead on the track to reaching your goals.\\nI know you've been having some problems with efficiency, but this product will help your team feel more focused and will reduce the number of time-sucking tasks.\\nYou're running into roadblocks right now with X, but this product will fix that.\",\"personality.Di_15_24_68_105_presentations_bulletPoints\":\"Use visual aids to illustrate hard-to-digest content\\nBe prepared for some interruptions or push back\\nAdd in some humor, but only when it's relevent and not distracting from the point\",\"personality.Di_15_24_68_105_presentations_thisHappensBecause\":\"They are \\\"big-picture\\\" people who may have a difficult time conceptualizing results without a helpful visual aid, but otherwise, excessive and unnecessary graphics could feel like a waste of time for them. Use visuals intentionally and don't go overboard.\",\"personality.Di_15_24_68_105_presentations_tryThis\":\"You can see the difference here before and after using our product.\\nThese are the results you can expect to see with our product.\\nI'd love to show you what our product is like in action.\",\"personality.Di_15_24_68_105_problemApproach_bulletPoints\":\"Wiping out the old and coming in with the new\\nPioneering new processes\\nExuding their authority over others\",\"personality.Di_15_24_68_105_problemApproach_thisHappensBecause\":\"They want to find the fastest fix to an issue. They don't want to spend much time going back-and-forth researching different options. They're likely to follow their gut instinct and pick the first option they have that will work as a solution. If you can set yourself up as the solution immediately, they won't need to hear much else before committing.\",\"personality.Di_15_24_68_105_problemApproach_tryThis\":\"This will immediately resolve the frustration you're facing.\\nWith this product, you'll be at Z.\\nLook, your team is currently doing X, but it's clear that they could be doing even better.\",\"personality.Di_15_24_68_105_speaking_bulletPoints\":\"Don't be afraid to disagree\\nKeep conversation brief\\nGet right to the bottom line\",\"personality.Di_15_24_68_105_stressors_bulletPoints\":\"Keeping their opinion to themselves\\nDeep research and analysis\\nSlow pace of work\",\"personality.Di_15_24_68_105_stressors_description\":\"They are naturally fast-paced and hardworking, so they may grow frustrated if others are unable to keep up with their pace and get the work done. They tend to stay focused on their goals and will likely feel drained if other people prevent them from being able to accomplish something important.\",\"personality.Di_15_24_68_105_supportingChampion_beforeMeeting\":\"Show enthusiasm for your next interaction.\\nGive them case studies that show your competitive edge for them to review.\\nFollow up quickly so their natural momentum can stay high.\",\"personality.Di_15_24_68_105_supportingChampion_duringMeeting\":\"Commend them for their urgency and efficiency in introducing a useful product to their team.\\nExpect them to want to take quick action or take hold of the conversation.\\nCheck in with your Champion when speaking about the fast-acting results your product will bring.\",\"personality.Di_15_24_68_105_threeWords\":\"Confident, Ambitious, Bold\",\"personality.Di_15_24_68_105_urgencyAndPace_bulletPoints\":\"Show them that you care about speed and efficiency\\nSchedule calls right then and there so the process can continue seamlessly\\nHighlight the bigger picture\",\"personality.Di_15_24_68_105_urgencyAndPace_thisHappensBecause\":\"They don't take long to make up their minds - they either like your product and want to buy it or they don't. If you give them too much space, they may forget about you and move on. If you want a clear answer from them, expect to reach out and ask directly. Once they've given you the go ahead, get it done ASAP to avoid frustrating them.\",\"personality.Di_15_24_68_105_urgencyAndPace_tryThis\":\"I know you want this done quickly, so we'll keep it moving.\\nI'll personally make sure this is done ASAP.\\nOnce we get X, we'll get moving on this.\",\"personality.Di_15_24_68_105_workingTogether_bulletPoints\":\"Give them a chance to take charge\\nStay focused on the bottom line\\nGet used to a fast work pace\",\"personality.DI_15_24_68_73_behaviour_bulletPoints\":\"Find ways around the rules\\nElevate new ideas\\nFeel comfortable making decisions with limited information\",\"personality.DI_15_24_68_73_behaviour_description\":\"Ask about their goals or vision when selling to them and find a way to weave it into your pitch. Demonstrate how your product or idea will help them get there.\",\"personality.DI_15_24_68_73_bookingMeeting_bulletPoints\":\"Use a relatable, animated tone \\nSuggest time frames for them to pick so they don't have to schedule themselves \\nPlan to follow up between now and the meeting so their excitement stays high\",\"personality.DI_15_24_68_73_bookingMeeting_thisHappensBecause\":\"They are drawn in by the idea of being a part of something new that will give them an edge on their competition. The more enticing you make your product sound, the more likely they are to meet with you.\",\"personality.DI_15_24_68_73_bookingMeeting_tryThis\":\"Our product's innovative technology will make your team more efficient so you can beat the competition. \\nWhat time works best for you tomorrow? \\nLet's talk more - call me at xxx-xxx-xxxx when you're free and I'll show you what our product can do.\",\"personality.DI_15_24_68_73_brief\":\"Tends to be outgoing and decisive, with a preference for shaping new ideas over analyzing existing ones.\",\"personality.DI_15_24_68_73_buildingRapport_bulletPoints\":\"Be direct and confident in your approach \\nFind a shared interest and frequently revert back to it \\nUse snappy and witty humor in the conversation\",\"personality.DI_15_24_68_73_buildingRapport_thisHappensBecause\":\"You don't need to make DI types feel comfortable by building rapport since they're likely to be comfortable enough from the start. Rapport with them should be built quickly through funny jabs, quick wit, and direct communication.\",\"personality.DI_15_24_68_73_buildingRapport_tryThis\":\"I'll level with you... \\nThe craziest thing happened to me this morning... \\nThe bottom line is...\",\"personality.DI_15_24_68_73_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the sooner his ability to start using an innovative, new tool.\\nSpeak with a confident, inspired tone of voice.\\nExpect long-term hold-ups to come from a lack of understanding of how your product can really drive output and productivity.\",\"personality.DI_15_24_68_73_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as goal-reaching and cool new features.\\nShow your pricing model through digestible charts and visuals versus number-heavy data.\\nSpeak in goal-centered terms.\",\"personality.DI_15_24_68_73_emailing_bulletPoints\":\"Do not include too much detail\\nInclude a brief, interesting story \\nGive them a clear way to respond\",\"personality.DI_15_24_68_73_emailing_description\":\"They are creative and like to brainstorm with others in person, so setting up time to talk through an idea will engage him more than trying to present a long list of facts via email.\",\"personality.DI_15_24_68_73_energizers_bulletPoints\":\"Opportunities to perform and entertain \\nThinking on his feet \\nBold ideas\",\"personality.DI_15_24_68_73_givingPitch_bulletPoints\":\"Focus on the big picture as opposed to the fine details \\nGive them short, snackable phrases or ideas that'll they'll remember to pass along to their team members\\nLean in on the most innovative aspects of your product\",\"personality.DI_15_24_68_73_givingPitch_thisHappensBecause\":\"They want to hear what separates you from the rest of the solutions out there. By setting yourself apart as an innovative company and getting they get excited about your product with an engaging pitch, you'll have an easier time winning them over.\",\"personality.DI_15_24_68_73_givingPitch_tryThis\":\"You're seeing X results now? With this, you can nearly double that from the start. \\nMy favorite part is X. It completely changed my life. \\nWe can offer you the best price out there.\",\"personality.DI_15_24_68_73_handlingCompetition_bulletPoints\":\"Emphasize your team's creativity and innovation with your product Highlight your company's goals with your product Show the groundbreaking and exciting elements of how your product has, and continues to, grow\",\"personality.DI_15_24_68_73_handlingCompetition_thisHappensBecause\":\"They love to be a part of something bigger. Being an early adopter of a new technology or becoming a customer just before a company becomes hugely successful is incredibly exciting for them. This would set you apart from any of your competition in their minds.\",\"personality.DI_15_24_68_73_handlingCompetition_tryThis\":\"We'll make sure you're a part of the next big thing. Their users are paying the price. Our competition isn't even close to the results we regularly see.\",\"personality.DI_15_24_68_73_meeting_bulletPoints\":\"Start by casting an exciting vision \\nRemain upbeat and positive\\nShow confidence and enthusiasm\",\"personality.DI_15_24_68_73_meeting_description\":\"When meeting with them make sure to express excitement in his ideas while showing confidence in your own ideas. Keep the conversation relaxed and high-level; avoid bringing in unnecessary details.\",\"personality.DI_15_24_68_73_painPoints_bulletPoints\":\"Anything slowing down their creative process \\nOld, outdated procedures \\nRigid rules\",\"personality.DI_15_24_68_73_painPoints_thisHappensBecause\":\"They are adaptable, fast-paced, foward-thinkers. They can be easily stressed, but also move on from it quickly. If you can help reduce this frustration, either through your product or by streamlining the sales process as much as possible and handling difficult conversations with other people on their team yourself, they will see you and your product as a major asset.\",\"personality.DI_15_24_68_73_painPoints_tryThis\":\"Here's where we come in... \\nYou're doing a lot, but X habits will slow you down. We'll take care of that for you. \\nIt will completely change how you approach X.\",\"personality.DI_15_24_68_73_presentations_bulletPoints\":\"Find visual representation of hard-to-grasp, detail-oriented material \\nLean in on infographics, colorful charts, and even some funny gifs \\nUse expressive and emotive langauge to keep them engaged\",\"personality.DI_15_24_68_73_presentations_thisHappensBecause\":\"They will grow bored if your presentation isn't engaging enough. Visuals can help change things up to keep the conversation interesting, but they need to truly add to the conversation. If they don't, they will lose interest.\",\"personality.DI_15_24_68_73_presentations_tryThis\":\"I'd love to show you what our product is like in action. \\nDon't be like the cat in this GIF - he didn't have our product. \\nYou can see the difference here before and after using our product.\",\"personality.DI_15_24_68_73_problemApproach_bulletPoints\":\"Brainstorming solutions with others \\nLeaning into an efficient process \\nUncovering a new solution\",\"personality.DI_15_24_68_73_problemApproach_thisHappensBecause\":\"They are bold decision-makers, so they typically approach problems by trying out new things, brainstorming, and persuading others to take action. They're looking for quick solutions above most anything else, so you need to frame your product in this\",\"personality.DI_15_24_68_73_problemApproach_tryThis\":\"Look, your team is currently doing X, but it's clear that they could be doing even better. \\nYou want to make a mark and leave an impact. With our product... \\nThis will immediately resolve the frustration you're facing.\",\"personality.DI_15_24_68_73_speaking_bulletPoints\":\"Emphasize the future\\nStick to the big picture \\nBe less polished and more dynamic\",\"personality.DI_15_24_68_73_stressors_bulletPoints\":\"Following lots of rules \\nResearching data \\nLack of freedom and independence\",\"personality.DI_15_24_68_73_stressors_description\":\"They are inclined towards action and will likely lose energy if they or their team gets bogged down in the planning process. They will avoid any routine tasks and will lose their motivation to complete the project if it is monotonous.\",\"personality.DI_15_24_68_73_supportingChampion_beforeMeeting\":\"Speak with fervor about next steps.\\nTalk in big-pictures when referencing what's to come.\\nKeep up the momentum and excitement of your upcoming partnership.\",\"personality.DI_15_24_68_73_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about a quick onboarding and cool features.\\nExpect him to speak openly and without hesitation if he has extraneous questions.\\nCommend him for his enthusiasm and excitement for bringing on an innovative new tool.\",\"personality.DI_15_24_68_73_threeWords\":\"Dynamic, Visionary, Spontaneous\",\"personality.DI_15_24_68_73_urgencyAndPace_bulletPoints\":\"Ask about their decision-makers and what's holding them back Ask them straightforward questions to figure out when things can be signed by Speak with enthusiasm and speed in mind\",\"personality.DI_15_24_68_73_urgencyAndPace_thisHappensBecause\":\"They want things done quickly. They are quick to set up meetings, quick to make up their minds, and quick to expect results. By keeping the process moving at a fast-pace, you'll help prevent plenty of stress for them.\",\"personality.DI_15_24_68_73_urgencyAndPace_tryThis\":\"Once we get X, we'll get moving on this. Well, great! Let's get this thing done! I know you want this done quickly, so we'll keep it moving.\",\"personality.DI_15_24_68_73_workingTogether_bulletPoints\":\"Don't assign him to routine tasks \\nSet ambitious team goals \\nLet him take the lead\",\"personality.Di_25_54_68_105_behaviour_bulletPoints\":\"Prioritizing personal career advancement over job security\\nWorking with a sense of urgency\\nMotivating and driving others to action\",\"personality.Di_25_54_68_105_behaviour_description\":\"Keep the pitch short, direct, and casual with them. Don't bring in unnecessary information; instead, focus on exactly what is most relevant to them and their ambitions.\",\"personality.Di_25_54_68_105_bookingMeeting_bulletPoints\":\"Use strong, positive language\\nGet a time on the books in the very near future to keep the ball rolling\\nShow enthusiasm and excitement to get started\",\"personality.Di_25_54_68_105_bookingMeeting_thisHappensBecause\":\"They are fast-paced people who likely won't slow their pace to meet with someone unless they see real value in the potential. They are goal-oriented, so you want to give them a reason to set aside time for you. By making it clear that the meeting will be worth their while, you can help get at least a few minutes with them.\",\"personality.Di_25_54_68_105_bookingMeeting_tryThis\":\"When do you have 15 minutes to talk on Friday?\\nThis will completely change your team's effectiveness for the better.\\nWhat time works best for you tomorrow?\",\"personality.Di_25_54_68_105_brief\":\"Tends to be an extremely direct communicator that makes quick, but calculated decisions.\",\"personality.Di_25_54_68_105_buildingRapport_bulletPoints\":\"Compliment their work ethic\\nUse humor when it further drives home your point as opposed to random jokes\\nUse your shared passions or hobbies to connect\",\"personality.Di_25_54_68_105_buildingRapport_thisHappensBecause\":\"They don't want to feel like they're wasting their time and casual conversation upfront will likely feel very unnecessary for them. Because their biggest concerns relate to their time and goals, you can earn their respect by making the best use of their time and framing yourself and your product as the key to their success.\",\"personality.Di_25_54_68_105_buildingRapport_tryThis\":\"The bottom line is...\\nI'll level with you...\\nTo be blunt, we are the best one on the market right now.\",\"personality.Di_25_54_68_105_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the quicker their ability to start implementing great, new solutions to their team.\\nSpeak with a determined, inspired tone of voice.\\nExpect long-term hold-ups to come from a lack of confidence in flexiblity or true innovation.\",\"personality.Di_25_54_68_105_discussingMoney_bulletPoints\":\"Show your pricing model through goal-oriented, inspiring graphics as opposed to data-heavy numbers.\\nSpeak in goal-centered, big-picture terms.\\nExplain what the price will bring as far as reaching goals and fostering innovation.\",\"personality.Di_25_54_68_105_emailing_bulletPoints\":\"Use a direct but friendly introduction\\nUse abbreviations and shorteners where appropriate\\nKeep the message focused\",\"personality.Di_25_54_68_105_emailing_description\":\"They responds best to those that are similarly casual and friendly and will most likely prioritize the people that show enthusiasm for their work. Be sure to keep messages engaging and optimistic.\",\"personality.Di_25_54_68_105_energizers_bulletPoints\":\"Leading others\\nOpportunities to advance\\nWinning other people over\",\"personality.Di_25_54_68_105_givingPitch_bulletPoints\":\"Show them the competitive edge they'll have with your product\\nShowcase big, bold successes other customers have had\\nSpeak with an energetic, engaging tone\",\"personality.Di_25_54_68_105_givingPitch_thisHappensBecause\":\"They want to feel like they're ahead of other people and like your product will measurably help them reach their goals. If you can convince them that your product will make a big difference in their efforts, you can close the deal quickly.\",\"personality.Di_25_54_68_105_givingPitch_tryThis\":\"We can offer you the best price out there.\\nYou're seeing X results now? With this, you can nearly double that from the start.\\nYour competition has seen a growth of X% over the last two months. You can top that.\",\"personality.Di_25_54_68_105_handlingCompetition_bulletPoints\":\"Directly call out competiton and show why they fall short\\nShow confidence in your own product outside of work\\nSpeak straightforwardly and assertively\",\"personality.Di_25_54_68_105_handlingCompetition_thisHappensBecause\":\"They will trust you more when you demonstrate confidence in your product. By calling out your competitors directly, you'll show assertive and bold qualities that make them respect you.\",\"personality.Di_25_54_68_105_handlingCompetition_tryThis\":\"Our competition isn't even close to the results we regularly see.\\nWe'll make sure you're a part of the next big thing.\\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\\"\",\"personality.Di_25_54_68_105_meeting_bulletPoints\":\"Crack a few jokes\\nSend a bulleted list with anything they need to prepare\\nAvoid too much formality\",\"personality.Di_25_54_68_105_meeting_description\":\"Get to the point quickly with them. Don't drag out a meeting for longer than it's needed. Instead, confidently discuss the point from the start and remain focused throughout.\",\"personality.Di_25_54_68_105_painPoints_bulletPoints\":\"Being micromanaged\\nInefficiencent processes\\nMundane tasks\",\"personality.Di_25_54_68_105_painPoints_thisHappensBecause\":\"They are likely to feel frustrated by anything that prevents them from reaching their goals quickly, like mundane tasks, distractions, etc. By calling these out and giving them a clear explanation of how the product will fix these issues, they'll likely want to get started quickly.\",\"personality.Di_25_54_68_105_painPoints_tryThis\":\"I know you've been having some problems with efficiency, but this product will help your team feel more focused and will reduce the number of time-sucking tasks.\\nThis will put you far ahead on the track to reaching your goals.\\nYou're doing a lot, but X habits will slow you down. We'll take care of that for you.\",\"personality.Di_25_54_68_105_presentations_bulletPoints\":\"Add in some humor, but only when it's relevent and not distracting from the point\\nBe prepared for some interruptions or push back\\nUse visual aids to illustrate hard-to-digest content\",\"personality.Di_25_54_68_105_presentations_thisHappensBecause\":\"They are \\\"big-picture\\\" people who may have a difficult time conceptualizing results without a helpful visual aid, but otherwise, excessive and unnecessary graphics could feel like a waste of time for them. Use visuals intentionally and don't go overboard.\",\"personality.Di_25_54_68_105_presentations_tryThis\":\"You can see the difference here before and after using our product.\\nI'd love to show you what our product is like in action.\\nThese are the results you can expect to see with our product.\",\"personality.Di_25_54_68_105_problemApproach_bulletPoints\":\"Exuding their authority over others\\nPioneering new processes\\nWiping out the old and coming in with the new\",\"personality.Di_25_54_68_105_problemApproach_thisHappensBecause\":\"They want to find the fastest fix to an issue. They don't want to spend much time going back-and-forth researching different options. They're likely to follow their gut instinct and pick the first option they have that will work as a solution. If you can set yourself up as the solution immediately, they won't need to hear much else before committing.\",\"personality.Di_25_54_68_105_problemApproach_tryThis\":\"This will immediately resolve the frustration you're facing.\\nLook, your team is currently doing X, but it's clear that they could be doing even better.\\nWith this product, you'll be at Z.\",\"personality.Di_25_54_68_105_speaking_bulletPoints\":\"Share a compelling story\\nLet them take the lead\\nProject boldness and confidence\",\"personality.Di_25_54_68_105_stressors_bulletPoints\":\"Slow, drawn-out events\\nOver-planning\\nFeeling held back by process\",\"personality.Di_25_54_68_105_stressors_description\":\"They may feel drained by unnecessarily strict plans that don't allow their wiggle room. They enjoy working at their own pace and will likely grow bored if they need to follow a specific set of steps.\",\"personality.Di_25_54_68_105_supportingChampion_beforeMeeting\":\"Follow up quickly so their natural momentum can stay high.\\nGive them case studies that show your competitive edge for them to review.\\nShow enthusiasm for your next interaction.\",\"personality.Di_25_54_68_105_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about the fast-acting results your product will bring.\\nExpect them to want to take quick action or take hold of the conversation.\\nCommend them for their urgency and efficiency in introducing a useful product to their team.\",\"personality.Di_25_54_68_105_threeWords\":\"Confident, Ambitious, Bold\",\"personality.Di_25_54_68_105_urgencyAndPace_bulletPoints\":\"Highlight the bigger picture\\nSchedule calls right then and there so the process can continue seamlessly\\nShow them that you care about speed and efficiency\",\"personality.Di_25_54_68_105_urgencyAndPace_thisHappensBecause\":\"They don't take long to make up their minds - they either like your product and want to buy it or they don't. If you give them too much space, they may forget about you and move on. If you want a clear answer from them, expect to reach out and ask directly. Once they've given you the go ahead, get it done ASAP to avoid frustrating them.\",\"personality.Di_25_54_68_105_urgencyAndPace_tryThis\":\"I know you want this done quickly, so we'll keep it moving.\\nOnce we get X, we'll get moving on this.\\nI'll personally make sure this is done ASAP.\",\"personality.Di_25_54_68_105_workingTogether_bulletPoints\":\"Don't be afraid to take risks\\nImplement good ideas quickly\\nMaintain a fast work pace\",\"personality.DI_25_54_68_73_behaviour_bulletPoints\":\"Prioritizing personal career advancement over job security\\nWorking with a sense of urgency\\nMotivating and driving others to action\",\"personality.DI_25_54_68_73_behaviour_description\":\"Keep the pitch short, direct, and casual with them. Don't bring in unnecessary information; instead, focus on exactly what is most relevant to them and their ambitions.\",\"personality.DI_25_54_68_73_bookingMeeting_bulletPoints\":\"Use strong, positive language\\nGet a time on the books in the very near future to keep the ball rolling\\nShow enthusiasm and excitement to get started\",\"personality.DI_25_54_68_73_bookingMeeting_thisHappensBecause\":\"They are fast-paced people who likely won't slow their pace to meet with someone unless they see real value in the potential. They are goal-oriented, so you want to give them a reason to set aside time for you. By making it clear that the meeting will be worth their while, you can help get at least a few minutes with them.\",\"personality.DI_25_54_68_73_bookingMeeting_tryThis\":\"When do you have 15 minutes to talk on Friday?\\nThis will completely change your team's effectiveness for the better.\\nWhat time works best for you tomorrow?\",\"personality.DI_25_54_68_73_brief\":\"Tends to be an extremely direct communicator that makes quick, but calculated decisions.\",\"personality.DI_25_54_68_73_buildingRapport_bulletPoints\":\"Compliment their work ethic\\nUse humor when it further drives home your point as opposed to random jokes\\nUse your shared passions or hobbies to connect\",\"personality.DI_25_54_68_73_buildingRapport_thisHappensBecause\":\"They don't want to feel like they're wasting their time and casual conversation upfront will likely feel very unnecessary for them. Because their biggest concerns relate to their time and goals, you can earn their respect by making the best use of their time and framing yourself and your product as the key to their success.\",\"personality.DI_25_54_68_73_buildingRapport_tryThis\":\"The bottom line is...\\nI'll level with you...\\nTo be blunt, we are the best one on the market right now.\",\"personality.DI_25_54_68_73_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of confidence in flexiblity or true innovation.\\nSpeak with a determined, inspired tone of voice.\\nFocus on how the faster things can get going, the quicker her ability to start implementing great, new solutions to her team.\",\"personality.DI_25_54_68_73_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as reaching goals and fostering innovation.\\nSpeak in goal-centered, big-picture terms.\\nShow your pricing model through goal-oriented, inspiring graphics as opposed to data-heavy numbers.\",\"personality.DI_25_54_68_73_emailing_bulletPoints\":\"Use a direct but friendly introduction\\nUse abbreviations and shorteners where appropriate\\nKeep the message focused\",\"personality.DI_25_54_68_73_emailing_description\":\"They respond best to those that are similarly casual and friendly and will most likely prioritize the people that show enthusiasm for their work. Be sure to keep messages engaging and optimistic.\",\"personality.DI_25_54_68_73_energizers_bulletPoints\":\"Leading others\\nOpportunities to advance\\nWinning other people over\",\"personality.DI_25_54_68_73_givingPitch_bulletPoints\":\"Show them the competitive edge they'll have with your product\\nShowcase big, bold successes other customers have had\\nSpeak with an energetic, engaging tone\",\"personality.DI_25_54_68_73_givingPitch_thisHappensBecause\":\"They want to feel like they're ahead of other people and like your product will measurably help them reach their goals. If you can convince them that your product will make a big difference in their efforts, you can close the deal quickly.\",\"personality.DI_25_54_68_73_givingPitch_tryThis\":\"We can offer you the best price out there.\\nYou're seeing X results now? With this, you can nearly double that from the start.\\nYour competition has seen a growth of X% over the last two months. You can top that.\",\"personality.DI_25_54_68_73_handlingCompetition_bulletPoints\":\"Directly call out competiton and show why they fall short\\nShow confidence in your own product outside of work\\nSpeak straightforwardly and assertively\",\"personality.DI_25_54_68_73_handlingCompetition_thisHappensBecause\":\"They will trust you more when you demonstrate confidence in your product. By calling out your competitors directly, you'll show assertive and bold qualities that make them respect you.\",\"personality.DI_25_54_68_73_handlingCompetition_tryThis\":\"Our competition isn't even close to the results we regularly see.\\nWe'll make sure you're a part of the next big thing.\\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\",\"personality.DI_25_54_68_73_meeting_bulletPoints\":\"Crack a few jokes\\nSend a bulleted list with anything she needs to prepare\\nAvoid too much formality\",\"personality.DI_25_54_68_73_meeting_description\":\"Get to the point quickly with them. Don't drag out a meeting for longer than it's needed. Instead, confidently discuss the point from the start and remain focused throughout.\",\"personality.DI_25_54_68_73_painPoints_bulletPoints\":\"Being micromanaged\\nInefficiencent processes\\nMundane tasks\",\"personality.DI_25_54_68_73_painPoints_thisHappensBecause\":\"They are likely to feel frustrated by anything that prevents them from reaching their goals quickly, like mundane tasks, distractions, etc. By calling these out and giving them a clear explanation of how the product will fix these issues, they'll likely want to get started quickly.\",\"personality.DI_25_54_68_73_painPoints_tryThis\":\"I know you've been having some problems with efficiency, but this product will help your team feel more focused and will reduce the number of time-sucking tasks.\\nThis will put you far ahead on the track to reaching your goals.\",\"personality.DI_25_54_68_73_presentations_bulletPoints\":\"Add in some humor, but only when it's relevent and not distracting from the point\\nBe prepared for some interruptions or push back\\nUse visual aids to illustrate hard-to-digest conten\",\"personality.DI_25_54_68_73_presentations_thisHappensBecause\":\"They are \\\"big-picture\\\" people who may have a difficult time conceptualizing results without a helpful visual aid, but otherwise, excessive and unnecessary graphics could feel like a waste of time for them. Use visuals intentionally and don't go overboard.\",\"personality.DI_25_54_68_73_presentations_tryThis\":\"You can see the difference here before and after using our product.\\nI'd love to show you what our product is like in action.\\nThese are the results you can expect to see with our product.\",\"personality.DI_25_54_68_73_problemApproach_bulletPoints\":\"Exuding their authority over others\\nPioneering new processes\\nWiping out the old and coming in with the new\",\"personality.DI_25_54_68_73_problemApproach_thisHappensBecause\":\"They want to find the fastest fix to an issue. They don't want to spend much time going back-and-forth researching different options. They're likely to follow their gut instinct and pick the first option they have that will work as a solution. If you can set yourself up as the solution immediately, they won't need to hear much else before committing.\",\"personality.DI_25_54_68_73_problemApproach_tryThis\":\"This will immediately resolve the frustration you're facing.\\nLook, your team is currently doing X, but it's clear that they could be doing even better.\\nWith this product, you'll be at Z.\",\"personality.DI_25_54_68_73_speaking_bulletPoints\":\"Share a compelling story\\nLet them take the lead\\nProject boldness and confidence\",\"personality.DI_25_54_68_73_stressors_bulletPoints\":\"Slow, drawn-out events\\nOver-planning\\nFeeling held back by process\",\"personality.DI_25_54_68_73_stressors_description\":\"They may feel drained by unnecessarily strict plans that don't allow her wiggle room. They enjoy working at their own pace and will likely grow bored if they need to follow a specific set of steps.\",\"personality.DI_25_54_68_73_supportingChampion_beforeMeeting\":\"Follow up quickly so their natural momentum can stay high.\\nGive them case studies that show your competitive edge for them to review.\\nShow enthusiasm for your next interaction.\",\"personality.DI_25_54_68_73_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about the fast-acting results your product will bring.\\nExpect them to want to take quick action or take hold of the conversation.\\nCommend them for their urgency and efficiency in introducing a useful product to their team.\",\"personality.DI_25_54_68_73_threeWords\":\"Confident, Ambitious, Bold\",\"personality.DI_25_54_68_73_urgencyAndPace_bulletPoints\":\"Highlight the bigger picture\\nSchedule calls right then and there so the process can continue seamlessly\\nShow them that you care about speed and efficiency\",\"personality.DI_25_54_68_73_urgencyAndPace_thisHappensBecause\":\"They don't take long to make up their minds - they either like your product and want to buy it or they don't. If you give them too much space, they may forget about you and move on. If you want a clear answer from them, expect to reach out and ask directly. Once they've given you the go ahead, get it done ASAP to avoid frustrating them.\",\"personality.DI_25_54_68_73_urgencyAndPace_tryThis\":\"I know you want this done quickly, so we'll keep it moving.\\nOnce we get X, we'll get moving on this.\\nI'll personally make sure this is done ASAP.\",\"personality.DI_25_54_68_73_workingTogether_bulletPoints\":\"Don't be afraid to take risks\\nImplement good ideas quickly\\nMaintain a fast work pace\",\"personality.Di_55_100_68_105_behaviour_bulletPoints\":\"Completing projects more quickly than others\\nWorking with a sense of urgency\\nBuilding and maintaining momentum\",\"personality.Di_55_100_68_105_behaviour_description\":\"Tie your product back to their specific personal or professional goals. Explain how what you have to offer will help them accomplish that.\",\"personality.Di_55_100_68_105_bookingMeeting_bulletPoints\":\"Use strong, positive language\\nGet a time on the books in the very near future to keep the ball rolling\\nShow enthusiasm and excitement to get started\",\"personality.Di_55_100_68_105_bookingMeeting_thisHappensBecause\":\"They are fast-paced people who likely won't slow their pace to meet with someone unless they see real value in the potential. They are goal-oriented, so you want to give them a reason to set aside time for you. By making it clear that the meeting will be worth their while, you can help get at least a few minutes with them.\",\"personality.Di_55_100_68_105_bookingMeeting_tryThis\":\"When do you have 15 minutes to talk on Friday?\\nThis will completely change your team's effectiveness for the better.\\nWhat time works best for you tomorrow?\",\"personality.Di_55_100_68_105_brief\":\"Tends to be results-focused and likely thrives in a fast-paced environment that encourages risk.\",\"personality.Di_55_100_68_105_buildingRapport_bulletPoints\":\"Compliment their work ethic\\nUse humor when it further drives home your point as opposed to random jokes\\nUse your shared passions or hobbies to connect\",\"personality.Di_55_100_68_105_buildingRapport_thisHappensBecause\":\"They don't want to feel like they're wasting their time and casual conversation upfront will likely feel very unnecessary for them. Because their biggest concerns relate to their time and goals, you can earn their respect by making the best use of their time and framing yourself and your product as the key to their success.\",\"personality.Di_55_100_68_105_buildingRapport_tryThis\":\"The bottom line is...\\nI'll level with you...\\nTo be blunt, we are the best one on the market right now.\",\"personality.Di_55_100_68_105_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the quicker their ability to start implementing great, new solutions to their team.\\nSpeak with a determined, inspired tone of voice.\\nExpect long-term hold-ups to come from a lack of confidence in flexiblity or true innovation.\",\"personality.Di_55_100_68_105_discussingMoney_bulletPoints\":\"Show your pricing model through goal-oriented, inspiring graphics as opposed to data-heavy numbers.\\nSpeak in goal-centered, big-picture terms.\\nExplain what the price will bring as far as reaching goals and fostering innovation.\",\"personality.Di_55_100_68_105_emailing_bulletPoints\":\"Use a direct but friendly introduction\\nKeep the message focused\\nBe concise and to the point\",\"personality.Di_55_100_68_105_emailing_description\":\"They respond best to those that are similarly casual and friendly and will most likely prioritize the people that show enthusiasm for their work. Be sure to keep messages engaging and optimistic.\",\"personality.Di_55_100_68_105_energizers_bulletPoints\":\"Opportunities to advance\\nLeading others\\nMaking quick decisions\",\"personality.Di_55_100_68_105_givingPitch_bulletPoints\":\"Show them the competitive edge they'll have with your product\\nShowcase big, bold successes other customers have had\\nSpeak with an energetic, engaging tone\",\"personality.Di_55_100_68_105_givingPitch_thisHappensBecause\":\"They want to feel like they're ahead of other people and like your product will measurably help them reach their goals. If you can convince them that your product will make a big difference in their efforts, you can close the deal quickly.\",\"personality.Di_55_100_68_105_givingPitch_tryThis\":\"We can offer you the best price out there.\\nYou're seeing X results now? With this, you can nearly double that from the start.\\nYour competition has seen a growth of X% over the last two months. You can top that.\",\"personality.Di_55_100_68_105_handlingCompetition_bulletPoints\":\"Directly call out competiton and show why they fall short\\nShow confidence in your own product outside of work\\nSpeak straightforwardly and assertively\",\"personality.Di_55_100_68_105_handlingCompetition_thisHappensBecause\":\"They will trust you more when you demonstrate confidence in your product. By calling out your competitors directly, you'll show assertive and bold qualities that make them respect you.\",\"personality.Di_55_100_68_105_handlingCompetition_tryThis\":\"Our competition isn't even close to the results we regularly see.\\nWe'll make sure you're a part of the next big thing.\\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\",\"personality.Di_55_100_68_105_meeting_bulletPoints\":\"Send a bulleted list with anything they need to prepare\\nCrack a few jokes\\nMake an effort to meet their goals\",\"personality.Di_55_100_68_105_meeting_description\":\"Meetings are a good time to build rapport with them. They are driven and ambitious, but also enjoys getting to know their peers on a personal level. Approach them casually, take some time to connect, then get to the point of the meeting.\",\"personality.Di_55_100_68_105_painPoints_bulletPoints\":\"Being micromanaged\\nInefficiencent processes\\nMundane tasks\",\"personality.Di_55_100_68_105_painPoints_thisHappensBecause\":\"They are likely to feel frustrated by anything that prevents them from reaching their goals quickly, like mundane tasks, distractions, etc. By calling these out and giving them a clear explanation of how the product will fix these issues, they'll likely want to get started quickly.\",\"personality.Di_55_100_68_105_painPoints_tryThis\":\"I know you've been having some problems with efficiency, but this product will help your team feel more focused and will reduce the number of time-sucking tasks.\\nThis will put you far ahead on the track to reaching your goals.\\nYou're doing a lot, but X habits will slow you down. We'll take care of that for you.\",\"personality.Di_55_100_68_105_presentations_bulletPoints\":\"Add in some humor, but only when it's relevent and not distracting from the point\\nBe prepared for some interruptions or push back\\nUse visual aids to illustrate hard-to-digest content\",\"personality.Di_55_100_68_105_presentations_thisHappensBecause\":\"They are \\\"big-picture\\\" people who may have a difficult time conceptualizing results without a helpful visual aid, but otherwise, excessive and unnecessary graphics could feel like a waste of time for them. Use visuals intentionally and don't go overboard.\",\"personality.Di_55_100_68_105_presentations_tryThis\":\"You can see the difference here before and after using our product.\\nI'd love to show you what our product is like in action.\\nThese are the results you can expect to see with our product.\",\"personality.Di_55_100_68_105_problemApproach_bulletPoints\":\"Exuding their authority over others\\nPioneering new processes\\nWiping out the old and coming in with the new\",\"personality.Di_55_100_68_105_problemApproach_thisHappensBecause\":\"They want to find the fastest fix to an issue. They don't want to spend much time going back-and-forth researching different options. They're likely to follow their gut instinct and pick the first option they have that will work as a solution. If you can set yourself up as the solution immediately, they won't need to hear much else before committing.\",\"personality.Di_55_100_68_105_problemApproach_tryThis\":\"This will immediately resolve the frustration you're facing.\\nLook, your team is currently doing X, but it's clear that they could be doing even better.\\nWith this product, you'll be at Z.\",\"personality.Di_55_100_68_105_speaking_bulletPoints\":\"Let them take the lead\\nShare a compelling story\\nAvoid being quiet or reserved\",\"personality.Di_55_100_68_105_stressors_bulletPoints\":\"Over-planning\\nSlow, drawn-out events\\nFailing to achieve goals\",\"personality.Di_55_100_68_105_stressors_description\":\"Tends to feel drained when they fail to reach a goal, either on their own or with a team. They are naturally geared toward success and accomplishment, so they will likely feel upset if they are unable to achieve what they have set out to do.\",\"personality.Di_55_100_68_105_supportingChampion_beforeMeeting\":\"Follow up quickly so their natural momentum can stay high.\\nGive them case studies that show your competitive edge for them to review.\\nShow enthusiasm for your next interaction.\",\"personality.Di_55_100_68_105_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about the fast-acting results your product will bring.\\nExpect them to want to take quick action or take hold of the conversation.\\nCommend them for their urgency and efficiency in introducing a useful product to their team.\",\"personality.Di_55_100_68_105_threeWords\":\"Ambitious, Confident, Determined\",\"personality.Di_55_100_68_105_urgencyAndPace_bulletPoints\":\"Highlight the bigger picture\\nSchedule calls right then and there so the process can continue seamlessly\\nShow them that you care about speed and efficiency\",\"personality.Di_55_100_68_105_urgencyAndPace_thisHappensBecause\":\"They don't take long to make up their minds - they either like your product and want to buy it or they don't. If you give them too much space, they may forget about you and move on. If you want a clear answer from them, expect to reach out and ask directly. Once they've given you the go ahead, get it done ASAP to avoid frustrating them.\",\"personality.Di_55_100_68_105_urgencyAndPace_tryThis\":\"I know you want this done quickly, so we'll keep it moving.\\nOnce we get X, we'll get moving on this.\\nI'll personally make sure this is done ASAP.\",\"personality.Di_55_100_68_105_workingTogether_bulletPoints\":\"Implement good ideas quickly\\nAlways focus on the team's overall goal\\nDon't be afraid to take risks\",\"personality.DI_55_100_68_73_behaviour_bulletPoints\":\"Driving others to action\\nSaying something bluntly without details\\nImmediately projecting assertiveness and confidence\",\"personality.DI_55_100_68_73_behaviour_description\":\"Get to the point of the conversation. Don't tiptoe around the sale; rather, be direct with your pitch and explain how she will see measurable results with your product.\",\"personality.DI_55_100_68_73_bookingMeeting_bulletPoints\":\"Show enthusiasm and excitement to get started\\nGet a time on the books in the very near future to keep the ball rolling\\nUse strong, positive language\",\"personality.DI_55_100_68_73_bookingMeeting_thisHappensBecause\":\"They are fast-paced people who likely won't slow their pace to meet with someone unless they see real value in the potential. They are goal-oriented, so you want to give them a reason to set aside time for you. By making it clear that the meeting will be worth their while, you can help get at least a few minutes with them.\",\"personality.DI_55_100_68_73_bookingMeeting_tryThis\":\"This will completely change your team's effectiveness for the better.\\r\\nWhen do you have 15 minutes to talk on Friday?\\r\\nAre you free to talk at 2pm on Friday?\",\"personality.DI_55_100_68_73_brief\":\"Tends to be direct, task-focused, fast-paced, and resistant to rigid structures.\",\"personality.DI_55_100_68_73_buildingRapport_bulletPoints\":\"Use your shared passions or hobbies to connect\\nUse humor when it further drives home your point as opposed to random jokes\\nCompliment their work ethic\",\"personality.DI_55_100_68_73_buildingRapport_thisHappensBecause\":\"They don't want to feel like they're wasting their time and casual conversation upfront will likely feel very unnecessary for them. Because their biggest concerns relate to their time and goals, you can earn their respect by making the best use of their time and framing yourself and your product as the key to their success.\",\"personality.DI_55_100_68_73_buildingRapport_tryThis\":\"The bottom line is...\\r\\nTo be blunt, we are the best one on the market right now.\\r\\nI'll level with you...\",\"personality.DI_55_100_68_73_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of confidence in flexiblity or true innovation.\\nSpeak with a determined, inspired tone of voice.\\nFocus on how the faster things can get going, the quicker her ability to start implementing great, new solutions to her team.\",\"personality.DI_55_100_68_73_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as reaching goals and fostering innovation.\\nSpeak in goal-centered, big-picture terms.\\nShow your pricing model through goal-oriented, inspiring graphics as opposed to data-heavy numbers.\",\"personality.DI_55_100_68_73_emailing_bulletPoints\":\"Be concise and to the point\\nAvoid being overly detailed\\nKeep the message focused\",\"personality.DI_55_100_68_73_emailing_description\":\"They are a quick thinker and will move on quickly if the conversation isn't interesting. Keep their attention by presenting a few ideas via email and then letting them guide the conversation in person.\",\"personality.DI_55_100_68_73_energizers_bulletPoints\":\"Ambitious goals\\nTaking charge\\nMaking quick decisions\",\"personality.DI_55_100_68_73_givingPitch_bulletPoints\":\"Speak with an energetic, engaging tone\\nShowcase big, bold successes other customers have had\\nShow them the competitive edge they'll have with your product\",\"personality.DI_55_100_68_73_givingPitch_thisHappensBecause\":\"They want to feel like they're ahead of other people and like your product will measurably help them reach their goals. If you can convince them that your product will make a big difference in their efforts, you can close the deal quickly.\",\"personality.DI_55_100_68_73_givingPitch_tryThis\":\"We can offer you the best price out there.\\r\\nYour competition has seen a growth of X% over the last two months. You can top that.\\r\\nYou're seeing X results now? With this, you can nearly double that from the start.\",\"personality.DI_55_100_68_73_handlingCompetition_bulletPoints\":\"Speak straightforwardly and assertively\\nShow confidence in your own product outside of work\\nDirectly call out competiton and show why they fall short\",\"personality.DI_55_100_68_73_handlingCompetition_thisHappensBecause\":\"They will trust you more when you demonstrate confidence in your product. By calling out your competitors directly, you'll show assertive and bold qualities that make them respect you.\",\"personality.DI_55_100_68_73_handlingCompetition_tryThis\":\"Our competition isn't even close to the results we regularly see.\\r\\nSure, they're doing it for lower cost. But you're wasting your money because it just won't work.\\r\\nWe'll make sure you're a part of the next big thing.\",\"personality.DI_55_100_68_73_meeting_bulletPoints\":\"Prepare for pushback\\nQuickly address the purpose of the meeting\\nMake an effort to meet their goals\",\"personality.DI_55_100_68_73_meeting_description\":\"Tends to be a very direct communicator, so prepare for pushback when meeting with them. Don't take everything they say too personally. Be prepared to hold your ground and respond quickly to any argument.\",\"personality.DI_55_100_68_73_painPoints_bulletPoints\":\"Mundane tasks\\r\\nInefficiencent processes\\r\\nBeing micromanaged\",\"personality.DI_55_100_68_73_painPoints_thisHappensBecause\":\"They are likely to feel frustrated by anything that prevents them from reaching their goals quickly, like mundane tasks, distractions, etc. By calling these out and giving them a clear explanation of how the product will fix these issues, they'll likely want to get started quickly\",\"personality.DI_55_100_68_73_painPoints_tryThis\":\"This will put you far ahead on the track to reaching your goals.\\nI know you've been having some problems with efficiency, but this product will help your team feel more focused and will reduce the number of time-sucking tasks.\",\"personality.DI_55_100_68_73_presentations_bulletPoints\":\"Use visual aids to illustrate hard-to-digest content\\nBe prepared for some interruptions or push back\\nAdd in some humor, but only when it's relevent and not distracting from the point\",\"personality.DI_55_100_68_73_presentations_thisHappensBecause\":\"They are \\\"big-picture\\\" people who may have a difficult time conceptualizing results without a helpful visual aid, but otherwise, excessive and unnecessary graphics could feel like a waste of time for them. Use visuals intentionally and don't go overboard.\",\"personality.DI_55_100_68_73_presentations_tryThis\":\"You can see the difference here before and after using our product.\\r\\nThese are the results you can expect to see with our product.\\r\\nI'd love to show you what our product is like in action.\",\"personality.DI_55_100_68_73_problemApproach_bulletPoints\":\"Wiping out the old and coming in with the new\\nPioneering new processes\\nExuding their authority over others\",\"personality.DI_55_100_68_73_problemApproach_thisHappensBecause\":\"They want to find the fastest fix to an issue. They don't want to spend much time going back-and-forth researching different options. They're likely to follow their gut instinct and pick the first option they have that will work as a solution. If you can set yourself up as the solution immediately, they won't need to hear much else before committing\",\"personality.DI_55_100_68_73_problemApproach_tryThis\":\"This will immediately resolve the frustration you're facing.\\r\\nWith this product, you'll be at Z.\\r\\nLook, your team is currently doing X, but it's clear that they could be doing even better.\",\"personality.DI_55_100_68_73_speaking_bulletPoints\":\"Keep conversation brief\\nDon't be afraid to disagree\\nAvoid being quiet or reserved\",\"personality.DI_55_100_68_73_stressors_bulletPoints\":\"Deep research and analysis\\nKeeping their opinion to themselves\\nFailing to achieve goals\",\"personality.DI_55_100_68_73_stressors_description\":\"Tends to be naturally competitive. If there is a shift in power that puts them at a disadvantage, they may lose momentum. They are most productive in environments that allow them plenty of personal freedom, so imposing too many rules will likely drain their energy.\",\"personality.DI_55_100_68_73_supportingChampion_beforeMeeting\":\"Show enthusiasm for your next interaction.\\nGive them case studies that show your competitive edge for them to review.\\nFollow up quickly so their natural momentum can stay high.\",\"personality.DI_55_100_68_73_supportingChampion_duringMeeting\":\"Commend them for their urgency and efficiency in introducing a useful product to her team.\\nExpect them to want to take quick action or take hold of the conversation.\\nCheck in with your Champion when speaking about the fast-acting results your product will bring.\",\"personality.DI_55_100_68_73_threeWords\":\"Persuasive, Independent, Determined\",\"personality.DI_55_100_68_73_urgencyAndPace_bulletPoints\":\"Show them that you care about speed and efficiency\\r\\nSchedule calls right then and there so the process can continue seamlessly\\r\\nHighlight the bigger picture\",\"personality.DI_55_100_68_73_urgencyAndPace_thisHappensBecause\":\"They don't take long to make up their minds - they either like your product and want to buy it or they don't. If you give them too much space, they may forget about you and move on. If you want a clear answer from them, expect to reach out and ask directly. Once they've given you the go ahead, get it done ASAP to avoid frustrating them.\",\"personality.DI_55_100_68_73_urgencyAndPace_tryThis\":\"I know you want this done quickly, so we'll keep it moving.\\r\\nI'll personally make sure this is done ASAP.\\r\\nOnce we get X, we'll get moving on this.\",\"personality.DI_55_100_68_73_workingTogether_bulletPoints\":\"Stay focused on the bottom line\\nGive them a chance to take charge\\nAlways focus on the team's overall goa\",\"Personality.DiscussingMoney\":\"Discussing Money\",\"Personality.DuringTheChampionAndDecisionMakerMeeting\":\"During the champion and decision-maker meeting:\",\"Personality.Emailing\":\"Emailing\",\"Personality.Energizers\":\"Energizers\",\"Personality.GivingThePitch\":\"Giving the Pitch\",\"Personality.HandlingCompetition\":\"Handling Competition\",\"Personality.HowPersonIsLikelyToApproachProblems\":\"How {{person}} is likely to approach problems:\",\"Personality.HowToCreateTimelineUrgencyAndPaceForPerson\":\"How to create timeline urgency and pace for {{person}}:\",\"Personality.HowToGetPersonToBookAMeeting\":\"How to get {{person}} to book a meeting:\",\"Personality.HowToSellAgainstCompetitionForPerson\":\"How to sell against competition for {{person}}:\",\"personality.I_0_14_73_behaviour_bulletPoints\":\"Trusting someone quickly\\nMaking hand motions while talking\\nIndependently generating new ideas\",\"personality.I_0_14_73_behaviour_description\":\"They are people-person, who are more likely to be interested in a product that you are personally excited about. \\nExplain how you use the product and tie the pitch back to your personal experience to help them feel more like the product is worthwhile.\",\"personality.I_0_14_73_bookingMeeting_bulletPoints\":\"Be friendly and inviting\\nShare your excitement about your meeting\\nSchedule a time for them so they don't forget\",\"personality.I_0_14_73_bookingMeeting_thisHappensBecause\":\"They are easily excitable and care a great deal about new, innovative ideas. \\nIf you can get them interested enough in you and your story, they'll want to hear all about it and talk more with you face to face.\",\"personality.I_0_14_73_bookingMeeting_tryThis\":\"I never thought we'd be able to create something like this... \\nI was honored to hear [Company] thought we were the most innovative product they'd seen! \\nLet me know when works best for you to talk!\\\"\",\"personality.I_0_14_73_brief\":\"They are likely to thrive in an unstructured environment and tends to act on intuition over logical analysis.\",\"personality.I_0_14_73_buildingRapport_bulletPoints\":\"Don't be afraid to be a little goofy\\nFind something in common and relate back to it throughout the conversation\\nShare a small anecdote\",\"personality.I_0_14_73_buildingRapport_thisHappensBecause\":\"They are very people-oriented, so the more you can establish a lighthearted connection with them right off the bat, the more likely they are to hear you out and engage with your ideas.\",\"personality.I_0_14_73_buildingRapport_tryThis\":\"You're from X? Me too! Do you know...\\nI have a Golden Retriever, too! What your dog's name?\\nThe craziest thing happened to me this morning...\\\"\",\"personality.I_0_14_73_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the sooner they are able to start using this cool, inventive new product before other companies.\\nSpeak with a passionate tone of voice.\\nExpect long-term hold-ups to come from a lack of understanding of the newness or uniqueness of your product.\",\"personality.I_0_14_73_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as cool feature roll-outs and ongoing product innovations.\\nShow your pricing model through charts, graphics, or fun animations.\\nSpeak in people-centered terms, like why other people pay for and love this product.\",\"personality.I_0_14_73_emailing_bulletPoints\":\"Use interesting graphics\\nWrite with short casual language and abbreviations\\nWrite with a casual tone\",\"personality.I_0_14_73_emailing_description\":\"They are high-level thinkers, so avoid going into too much detail or analysis, since they may get bored and move on rather than reading the entire message.\",\"personality.I_0_14_73_energizers_bulletPoints\":\"Innovation\\nPeer recognition\\nSocial energy\",\"personality.I_0_14_73_givingPitch_bulletPoints\":\"Follow their imagination so they can see the solution in a clear, bright picture\\nHighlight the best aspects of your product through colorful storytelling\\nSpeak about what other customers love the most about your product\",\"personality.I_0_14_73_givingPitch_thisHappensBecause\":\"They love creative stories. \\nIf you can get them daydreaming about your product, they'll sell themselves on it. They want to like what you're offering because they're naturally optimistic. \\nIf you focus on working with that excitement, you'll be much more successful.\",\"personality.I_0_14_73_givingPitch_tryThis\":\"Now if you can picture what it's like to...\\r\\nYou wouldn't believe what happened to me one time when I was showing off this feature...\\r\\nMy favorite part is X. It completely changed my life.\",\"personality.I_0_14_73_handlingCompetition_bulletPoints\":\"Emphasize the unique aspects of your product that others don't have\\nFocus on the positives of your product over the negatives of others\\nMake your product shine brightly other the others, instead of diminishing others\",\"personality.I_0_14_73_handlingCompetition_thisHappensBecause\":\"They aren't likely to be consciously comparing you to your competition. They'll focus their attention on you during your pitch, so your goal should just be to sell them on your personality and your product. \\nIf you bring in the competition much, you'll detract from the highlights of your pitch.\",\"personality.I_0_14_73_handlingCompetition_tryThis\":\"We want to push the envelope and make amazing, cutting-edge products.\\r\\nI know there are a few other people trying to do this. All I'll say is that we have a team of creative, passionate people...\\r\\nTheir users are paying the price\",\"personality.I_0_14_73_meeting_bulletPoints\":\"Focus on addressing the big picture\\nSchedule meetings over food and drinks\\nBe flexible about timing\",\"personality.I_0_14_73_meeting_description\":\"When meeting with them, treat them like a friend. \\nStart with small talk and personal conversation before making your point. \\nGive them time to brainstorm or think-out-loud, as too much structure in the meeting may cause them to lose interest. \\nFollow up with a short, friendly summary of your main points and important takeaways.\",\"personality.I_0_14_73_painPoints_bulletPoints\":\"Isolation from others\\nPessimistic, devil's advocate thinking\\nSerious situations\",\"personality.I_0_14_73_painPoints_thisHappensBecause\":\"Cold, impersonal environments, a lack of opportunities to experiment, and isolation from other people are all major stressors for them. \\nThe more you can focus on addressing the opportunity and connection your product can help offer, the more likely they are to buy into your idea.\",\"personality.I_0_14_73_painPoints_tryThis\":\"Everyone you know is going to be so excited by this...\\r\\nWait until you see what all this can do...\\r\\nEveryone is going to absolutely love this...\",\"personality.I_0_14_73_presentations_bulletPoints\":\"Bring personality to the presentation with engaging and memorable examples\\nShowcase current customers and their trajectory to success\\nUse funny gifs and graphics to keep it lighthearted\",\"personality.I_0_14_73_presentations_thisHappensBecause\":\"They thrive when they're entertained and connecting with someone new. \\nThis should be your opportunity to do both - keep it lighthearted with fun visuals and show off your sense of humor.\",\"personality.I_0_14_73_presentations_tryThis\":\"Oh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone!\\r\\nYou can really see just how much this product can do thanks to these graphics...\\r\\nDon't be like the cat in this GIF - he didn't have our product.\",\"personality.I_0_14_73_problemApproach_bulletPoints\":\"Brainstorming with others\\nFinding new and creative solution\\nLeaning into the bright side\",\"personality.I_0_14_73_problemApproach_thisHappensBecause\":\"They like to find or create novel solutions that have not been tried before, brainstorm with others, and communicate an optimistic vision of the future when approaching problems. \\nIf you lean into this and optimistically offer your product as an innovative solution that others love, your pitch will align with almost all of their problem-solving instincts and they will excitedly engage in your solution.\",\"personality.I_0_14_73_problemApproach_tryThis\":\"Watch this - you won't believe how incredible this is... \\nWhen I started using this, it really helped me feel... \\nYou want to make a mark and leave an impact. With our product...\",\"personality.I_0_14_73_speaking_bulletPoints\":\"Encourage their creativity\\nUse self-deprecating humor\\nSpeak with colorful descriptions\",\"personality.I_0_14_73_stressors_bulletPoints\":\"Having their ideas shut down\\nWhen others nitpick details\\nFeeling stuck in the same place\",\"personality.I_0_14_73_stressors_description\":\"They find repetitive, unnecessary schedules to be drained. \\nThey enjoy finding their own way to doing things and will likely feel restricted or held back by routine.\",\"personality.I_0_14_73_supportingChampion_beforeMeeting\":\"Use humor or inside jokes to keep the conversation moving.\\nReference upcoming interactions with enthusiasm and light-heartedness.\\nSend entertaining supporting documentation like funny videos or stories for them to laugh at.\",\"personality.I_0_14_73_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about cool new features.\\nExpect them to speak openly if they have extraneous questions.\\nCommend them for their excitement and uplifting energy.\",\"personality.I_0_14_73_threeWords\":\"Enthusiastic, Personable, Adaptable\",\"personality.I_0_14_73_urgencyAndPace_bulletPoints\":\"Lay out steps you need on their part to get the deal done fast\\nShare their excitement\\nTalk about a quick turnover\",\"personality.I_0_14_73_urgencyAndPace_thisHappensBecause\":\"They are fast-moving, energetic people, so you don't want to slow down too much and bore them. \\nHowever, if push them to move too quickly before they're invested and interested in the product, they'll likely move onto something else. \\nWhen you sense their excitement is at its peak, you can push the deal through much more quickly.\",\"personality.I_0_14_73_urgencyAndPace_tryThis\":\"I'm happy to keep the conversation going if you want to hear more - there's no rush!\\nI'm happy to talk whenever you'd like, so feel free to give me a call!\\nWell, great! Let's get this thing done!\\\"\",\"personality.I_0_14_73_workingTogether_bulletPoints\":\"Give them time to brainstorm\\nHelp keep them accountable to deadlines\\nSpend time exploring new ideas\",\"personality.I_15_24_73_behaviour_bulletPoints\":\"Share big, inspiring ideas\\nTry to reduce or avoid structure and bureaucracy\\nMake hand motions while talking\",\"personality.I_15_24_73_behaviour_description\":\"Tends to be very fast-paced, but excitable. Keep it interesting for them by explaining how your product or service is forward-thinking, creative, trendy, or socially-aware.\",\"personality.I_15_24_73_bookingMeeting_bulletPoints\":\"Schedule a time for them so they don't forget\\nShare your excitement about your meeting\\nBe friendly and inviting\",\"personality.I_15_24_73_bookingMeeting_thisHappensBecause\":\"They are easily excitable and care a great deal about new, innovative ideas. \\nIf you can get them interested enough in you and your story, they'll want to hear all about it and talk more with you face to face.\",\"personality.I_15_24_73_bookingMeeting_tryThis\":\"I was honored to hear [Company] thought we were the most innovative product they'd seen! \\nI never thought we'd be able to create something like this... \\nIf you're free to talk tomorrow, I'd love to share more.\",\"personality.I_15_24_73_brief\":\"Tends to learn quickly and trust intuition with strong creative and social skills.\",\"personality.I_15_24_73_buildingRapport_bulletPoints\":\"Share a small anecdote\\nFind something in common and relate back to it throughout the conversation\\nDon't be afraid to be a little goofy\\nThis happens because:\",\"personality.I_15_24_73_buildingRapport_thisHappensBecause\":\"They are very people-oriented, so the more you can establish a lighthearted connection with them right off the bat, the more likely they are to hear you out and engage with your ideas.\",\"personality.I_15_24_73_buildingRapport_tryThis\":\"You're from X? Me too! \\nDo you know... \\nThe craziest thing happened to me this morning... \\nI have a Golden Retriever, too! What your dog's name?\",\"personality.I_15_24_73_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding of the newness or uniqueness of your product.\\nSpeak with a passionate tone of voice.\\nFocus on how the faster things can get going, the sooner they are able to start using this cool, inventive new product before other companies\",\"personality.I_15_24_73_discussingMoney_bulletPoints\":\"Speak in people-centered terms, like why other people pay for and love this product.\\nShow your pricing model through charts, graphics, or fun animations.\\nExplain what the price will bring as far as cool feature roll-outs and ongoing product innovations.\",\"personality.I_15_24_73_emailing_bulletPoints\":\"Write with a casual tone\\nUse an emoticon :)\\nMake it funny\",\"personality.I_15_24_73_emailing_description\":\"They love long, thoughtful conversations. When reaching out, try to guide the conversation towards an in-person meeting or call if you need to get her thoughts or opinions on anything.\",\"personality.I_15_24_73_energizers_bulletPoints\":\"Adventure\\nSocial energy\\nFun & excitement\",\"personality.I_15_24_73_givingPitch_bulletPoints\":\"Speak about what other customers love the most about your product\\nHighlight the best aspects of your product through colorful storytelling\\nFollow their imagination so they can see the solution in a clear, bright picture\",\"personality.I_15_24_73_givingPitch_thisHappensBecause\":\"They love creative stories. \\nIf you can get them daydreaming about your product, they'll sell themselves on it. \\nThey want to like what you're offering because they're naturally optimistic. \\nIf you focus on working with that excitement, you'll be much more successful.\",\"personality.I_15_24_73_givingPitch_tryThis\":\"Now if you can picture what it's like to...\\r\\nMy favorite part is X. It completely changed my life.\\r\\nYou wouldn't believe what happened to me one time when I was showing off this feature...\",\"personality.I_15_24_73_handlingCompetition_bulletPoints\":\"Make your product shine brightly other the others, instead of diminishing others\\nFocus on the positives of your product over the negatives of others\\nEmphasize the unique aspects of your product that others don't have\",\"personality.I_15_24_73_handlingCompetition_thisHappensBecause\":\"They aren't likely to be consciously comparing you to your competition. \\nThey'll focus their attention on you during your pitch, so your goal should just be to sell them on your personality and your product. \\nIf you bring in the competition much, you'll detract from the highlights of your pitch.\",\"personality.I_15_24_73_handlingCompetition_tryThis\":\"We want to push the envelope and make amazing, cutting-edge products. \\nTheir users are paying the price. \\nI know there are a few other people trying to do this. \\nAll I'll say is that we have a team of creative, passionate people...\",\"personality.I_15_24_73_meeting_bulletPoints\":\"Share interesting stories\\nBe flexible about timing\\nSend a reminder the day before\",\"personality.I_15_24_73_meeting_description\":\"Brainstorming is one of their favorite parts of the job. Work time into the agenda to talk everything through, explore ideas, and allow extra time for personal conversation. Expect them to go on small tangents if a creative idea strikes them. Build in breaks in the momentum of the meeting to keep them focused.\",\"personality.I_15_24_73_painPoints_bulletPoints\":\"Serious situations\\nPessimistic, devil's advocate thinking\\nIsolation from others\",\"personality.I_15_24_73_painPoints_thisHappensBecause\":\"Cold, impersonal environments, a lack of opportunities to experiment, and isolation from other people are all major stressors for them. \\nThe more you can focus on addressing the opportunity and connection your product can help offer, the more likely they are to buy into your idea.\",\"personality.I_15_24_73_painPoints_tryThis\":\"Wait until you see what all this can do... \\nEveryone you know is going to be so excited by this...\\nThis is unlike anything else...\",\"personality.I_15_24_73_presentations_bulletPoints\":\"Use funny gifs and graphics to keep it lighthearted\\nShowcase current customers and their trajectory to success\\nBring personality to the presentation with engaging and memorable examples\",\"personality.I_15_24_73_presentations_thisHappensBecause\":\"They thrive when they're entertained and connecting with someone new. \\nThis should be your opportunity to do both - keep it lighthearted with fun visuals and show off your sense of humor.\",\"personality.I_15_24_73_presentations_tryThis\":\"Oh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone! \\nDon't be like the cat in this GIF - he didn't have our product. \\nYou can really see just how much this product can do thanks to these graphics...\",\"personality.I_15_24_73_problemApproach_bulletPoints\":\"Leaning into the bright side\\nFinding new and creative solution\\nBrainstorming with others\",\"personality.I_15_24_73_problemApproach_thisHappensBecause\":\"They like to find or create novel solutions that have not been tried before, brainstorm with others, and communicate an optimistic vision of the future when approaching problems. \\nIf you lean into this and optimistically offer your product as an innovative solution that others love, your pitch will align with almost all of their problem-solving instincts and They will excitedly engage in your solution.\",\"personality.I_15_24_73_problemApproach_tryThis\":\"Watch this - you won't believe how incredible this is... \\nYou want to make a mark and leave an impact. With our product... \\nWhen I started using this, it really helped me feel...\",\"personality.I_15_24_73_speaking_bulletPoints\":\"Use diagrams to explain concepts\\nSpeak with colorful descriptions\\nListen to and engage with their personal stories\",\"personality.I_15_24_73_stressors_bulletPoints\":\"Spending too much time alone\\nFeeling stuck in the same place\\nFeeling micromanaged\",\"personality.I_15_24_73_stressors_description\":\"They are often drained by scrutiny and micromanaging. \\nThey value their personal freedom, so when others pay unnecessarily close attention to their actions or try to assert too much dominance, they will likely grow frustrated with the situation.\",\"personality.I_15_24_73_supportingChampion_beforeMeeting\":\"Send entertaining supporting documentation like funny videos or stories for them to laugh at.\\nReference upcoming interactions with enthusiasm and light-heartedness.\\nUse humor or inside jokes to keep the conversation moving.\",\"personality.I_15_24_73_supportingChampion_duringMeeting\":\"Commend them for their excitement and uplifting energy. \\nExpect them to speak openly if they have extraneous questions. \\nCheck in with your Champion when speaking about cool new features.\",\"personality.I_15_24_73_threeWords\":\"Personable, Versatile, Enthusiastic\",\"personality.I_15_24_73_urgencyAndPace_bulletPoints\":\"Talk about a quick turnover\\nShare their excitement\\nLay out steps you need on their part to get the deal done fast\",\"personality.I_15_24_73_urgencyAndPace_thisHappensBecause\":\"They are fast-moving, energetic people, so you don't want to slow down too much and bore them. \\nHowever, if push them to move too quickly before they're invested and interested in the product, they'll likely move onto something else. \\nWhen you sense their excitement is at its peak, you can push the deal through much more quickly.\",\"personality.I_15_24_73_urgencyAndPace_tryThis\":\"I'm happy to keep the conversation going if you want to hear more - there's no rush! \\nWell, great! \\nLet's get this thing done! \\nI'm happy to talk whenever you'd like, so feel free to give me a call!\",\"personality.I_15_24_73_workingTogether_bulletPoints\":\"Encourage them to follow through with their goals\\nSpend time exploring new ideas\\nShow passion for your work\",\"personality.I_25_54_73_behaviour_bulletPoints\":\"Create a high energy work environment\\nFeel comfortable speaking to strangers\\nThink out loud\",\"personality.I_25_54_73_behaviour_description\":\"When selling to them make sure to keep the conversation lighthearted and funny. \\nThe product doesn't have to be at the center of the discussion. \\nYou can earn their trust and buy-in through engaging stories and laughter.\",\"personality.I_25_54_73_bookingMeeting_bulletPoints\":\"Schedule a time for them so they don't forget\\nShare your excitement about your meeting\\nBe friendly and inviting\",\"personality.I_25_54_73_bookingMeeting_thisHappensBecause\":\"They are easily excitable and care a great deal about new, innovative ideas. \\nIf you can get them interested enough in you and your story, they'll want to hear all about it and talk more with you face to face.\",\"personality.I_25_54_73_bookingMeeting_tryThis\":\"I was honored to hear [Company] thought we were the most innovative product they'd seen! \\nI never thought we'd be able to create something like this... \\nIf you're free to talk tomorrow, I'd love to share more.\",\"personality.I_25_54_73_brief\":\"They tend to be inventive and prefers long, thoughtful conversation, with a natural tendency to multi-task.\",\"personality.I_25_54_73_buildingRapport_bulletPoints\":\"Share a small anecdote\\nFind something in common and relate back to it throughout the conversation\\nDon't be afraid to be a little goofy\\nThis happens because:\",\"personality.I_25_54_73_buildingRapport_thisHappensBecause\":\"They are very people-oriented, so the more you can establish a lighthearted connection with them right off the bat, the more likely they are to hear you out and engage with your ideas.\",\"personality.I_25_54_73_buildingRapport_tryThis\":\"You're from X? Me too! \\nDo you know... \\nThe craziest thing happened to me this morning... \\nI have a Golden Retriever, too! What your dog's name?\",\"personality.I_25_54_73_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding of the newness or uniqueness of your product.\\nSpeak with a passionate tone of voice.\\nFocus on how the faster things can get going, the sooner they are able to start using this cool, inventive new product before other companies\",\"personality.I_25_54_73_discussingMoney_bulletPoints\":\"Speak in people-centered terms, like why other people pay for and love this product.\\nShow your pricing model through charts, graphics, or fun animations.\\nExplain what the price will bring as far as cool feature roll-outs and ongoing product innovations.\",\"personality.I_25_54_73_emailing_bulletPoints\":\"Tell a vivid, engaging anecdote\\nAppeal to their feelings to drive them to action\\nWrite with short casual language and abbreviations\",\"personality.I_25_54_73_emailing_description\":\"They have a combination of boldness and creativity which makes them more inclined to talk through ideas rather than trying to express them via email.\",\"personality.I_25_54_73_energizers_bulletPoints\":\"Adventure\\nSocial energy\\nFun & excitement\",\"personality.I_25_54_73_givingPitch_bulletPoints\":\"Speak about what other customers love the most about your product\\nHighlight the best aspects of your product through colorful storytelling\\nFollow their imagination so they can see the solution in a clear, bright picture\",\"personality.I_25_54_73_givingPitch_thisHappensBecause\":\"They love creative stories. \\nIf you can get them daydreaming about your product, they'll sell themselves on it. \\nThey want to like what you're offering because they're naturally optimistic. \\nIf you focus on working with that excitement, you'll be much more successful.\",\"personality.I_25_54_73_givingPitch_tryThis\":\"Now if you can picture what it's like to...\\r\\nMy favorite part is X. It completely changed my life.\\r\\nYou wouldn't believe what happened to me one time when I was showing off this feature...\",\"personality.I_25_54_73_handlingCompetition_bulletPoints\":\"Make your product shine brightly other the others, instead of diminishing others\\nFocus on the positives of your product over the negatives of others\\nEmphasize the unique aspects of your product that others don't have\",\"personality.I_25_54_73_handlingCompetition_thisHappensBecause\":\"They aren't likely to be consciously comparing you to your competition. \\nThey'll focus their attention on you during your pitch, so your goal should just be to sell them on your personality and your product. \\nIf you bring in the competition much, you'll detract from the highlights of your pitch.\",\"personality.I_25_54_73_handlingCompetition_tryThis\":\"We want to push the envelope and make amazing, cutting-edge products. \\nTheir users are paying the price. \\nI know there are a few other people trying to do this. \\nAll I'll say is that we have a team of creative, passionate people...\",\"personality.I_25_54_73_meeting_bulletPoints\":\"Share interesting stories\\nBe flexible about timing\\nSend a reminder the day before\",\"personality.I_25_54_73_meeting_description\":\"They tend to be big-picture thinkers, so try to avoid getting too into the details with them. \\nInstead, focus on the overall goal. \\nTry to also keep the conversation as lively as possible by showcasing your sense of humor.\",\"personality.I_25_54_73_painPoints_bulletPoints\":\"Serious situations\\nPessimistic, devil's advocate thinking\\nIsolation from others\",\"personality.I_25_54_73_painPoints_thisHappensBecause\":\"Cold, impersonal environments, a lack of opportunities to experiment, and isolation from other people are all major stressors for them. \\nThe more you can focus on addressing the opportunity and connection your product can help offer, the more likely they are to buy into your idea.\",\"personality.I_25_54_73_painPoints_tryThis\":\"Wait until you see what all this can do... \\nEveryone you know is going to be so excited by this...\\nThis is unlike anything else...\",\"personality.I_25_54_73_presentations_bulletPoints\":\"Use funny gifs and graphics to keep it lighthearted\\nShowcase current customers and their trajectory to success\\nBring personality to the presentation with engaging and memorable examples\",\"personality.I_25_54_73_presentations_thisHappensBecause\":\"They thrive when they're entertained and connecting with someone new. \\nThis should be your opportunity to do both - keep it lighthearted with fun visuals and show off your sense of humor.\",\"personality.I_25_54_73_presentations_tryThis\":\"Oh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone! \\nDon't be like the cat in this GIF - he didn't have our product. \\nYou can really see just how much this product can do thanks to these graphics...\",\"personality.I_25_54_73_problemApproach_bulletPoints\":\"Leaning into the bright side\\nFinding new and creative solution\\nBrainstorming with others\",\"personality.I_25_54_73_problemApproach_thisHappensBecause\":\"They like to find or create novel solutions that have not been tried before, brainstorm with others, and communicate an optimistic vision of the future when approaching problems. \\nIf you lean into this and optimistically offer your product as an innovative solution that others love, your pitch will align with almost all of their problem-solving instincts and They will excitedly engage in your solution.\",\"personality.I_25_54_73_problemApproach_tryThis\":\"Watch this - you won't believe how incredible this is... \\nYou want to make a mark and leave an impact. With our product... \\nWhen I started using this, it really helped me feel...\",\"personality.I_25_54_73_speaking_bulletPoints\":\"Use diagrams to explain concepts\\nSpeak with colorful descriptions\\nListen to and engage with their personal stories\",\"personality.I_25_54_73_stressors_bulletPoints\":\"Spending too much time alone\\nFeeling stuck in the same place\\nFeeling micromanaged\",\"personality.I_25_54_73_stressors_description\":\"They are often drained by scrutiny and micromanaging. \\nThey value their personal freedom, so when others pay unnecessarily close attention to their actions or try to assert too much dominance, they will likely grow frustrated with the situation.\",\"personality.I_25_54_73_supportingChampion_beforeMeeting\":\"Send entertaining supporting documentation like funny videos or stories for them to laugh at.\\nReference upcoming interactions with enthusiasm and light-heartedness.\\nUse humor or inside jokes to keep the conversation moving.\",\"personality.I_25_54_73_supportingChampion_duringMeeting\":\"Commend them for their excitement and uplifting energy. \\nExpect them to speak openly if they have extraneous questions. \\nCheck in with your Champion when speaking about cool new features.\",\"personality.I_25_54_73_threeWords\":\"Energetic, Adaptable, Casual\",\"personality.I_25_54_73_urgencyAndPace_bulletPoints\":\"Talk about a quick turnover\\nShare their excitement\\nLay out steps you need on their part to get the deal done fast\",\"personality.I_25_54_73_urgencyAndPace_thisHappensBecause\":\"They are fast-moving, energetic people, so you don't want to slow down too much and bore them. \\nHowever, if push them to move too quickly before they're invested and interested in the product, they'll likely move onto something else. \\nWhen you sense their excitement is at its peak, you can push the deal through much more quickly.\",\"personality.I_25_54_73_urgencyAndPace_tryThis\":\"I'm happy to keep the conversation going if you want to hear more - there's no rush! \\nWell, great! \\nLet's get this thing done! \\nI'm happy to talk whenever you'd like, so feel free to give me a call!\",\"personality.I_25_54_73_workingTogether_bulletPoints\":\"Encourage them to follow through with their goals\\nSpend time exploring new ideas\\nShow passion for your work\",\"personality.I_55_100_73_behaviour_bulletPoints\":\"Independently generating new ideas\\nTrusting someone quickly\\nFeeling comfortable speaking to strangers\",\"personality.I_55_100_73_behaviour_description\":\"A people-person, who is more likely to be interested in a product that you are personally excited about. Explain how you use the product and tie the pitch back to your personal experience to help them feel more like the product is worthwhile.\",\"personality.I_55_100_73_bookingMeeting_bulletPoints\":\"Schedule a time for them so they don't forget\\nShare your excitement about your meeting\\nBe friendly and inviting\",\"personality.I_55_100_73_bookingMeeting_thisHappensBecause\":\"Easily excitable and care a great deal about new, innovative ideas. If you can get them interested enough in you and your story, they'll want to hear all about it and talk more with you face to face.\",\"personality.I_55_100_73_bookingMeeting_tryThis\":\"I was honored to hear [Company] thought we were the most innovative product they'd seen! \\nI never thought we'd be able to create something like this... \\nIf you're free to talk tomorrow, I'd love to share more.\",\"personality.I_55_100_73_brief\":\"Likely to be personable, energetic and forward-thinking, often considering opportunities for the future.\",\"personality.I_55_100_73_buildingRapport_bulletPoints\":\"Share a small anecdote \\nFind something in common and relate back to it throughout the conversation \\nDon't be afraid to be a little goofy\",\"personality.I_55_100_73_buildingRapport_thisHappensBecause\":\"I types are very people-oriented, so the more you can establish a lighthearted connection with them right off the bat, the more likely they are to hear you out and engage with your ideas.\",\"personality.I_55_100_73_buildingRapport_tryThis\":\"You're from X? Me too! Do you know... \\nThe craziest thing happened to me this morning... \\nI have a Golden Retriever, too! What your dog's name?\",\"personality.I_55_100_73_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding of the newness or uniqueness of your product.\\nSpeak with a passionate tone of voice.\\nFocus on how the faster things can get going, the sooner they are able to start using this cool, inventive new product before other companies.\",\"personality.I_55_100_73_discussingMoney_bulletPoints\":\"Speak in people-centered terms, like why other people pay for and love this product.\\nShow your pricing model through charts, graphics, or fun animations.\\nExplain what the price will bring as far as cool feature roll-outs and ongoing product innovations.\",\"personality.I_55_100_73_emailing_bulletPoints\":\"Write with short casual language and abbreviations\\nUse interesting graphics\\nAppeal to their feelings to drive them to action\",\"personality.I_55_100_73_emailing_description\":\"A high-level thinker, so avoid going into too much detail or analysis, since they may get bored and move on rather than reading the entire message.\",\"personality.I_55_100_73_energizers_bulletPoints\":\"Innovation\\nSocial energy\\nPeer recognition\",\"personality.I_55_100_73_givingPitch_bulletPoints\":\"Speak about what other customers love the most about your product \\nHighlight the best aspects of your product through colorful storytelling \\nFollow their imagination so they can see the solution in a clear, bright picture\",\"personality.I_55_100_73_givingPitch_thisHappensBecause\":\"I types love creative stories. If you can get them daydreaming about your product, they'll sell themselves on it. They want to like what you're offering because they're naturally optimistic. If you focus on working with that excitement, you'll be much more successful.\",\"personality.I_55_100_73_givingPitch_tryThis\":\"Now if you can picture what it's like to... \\nMy favorite part is X. It completely changed my life. \\nYou wouldn't believe what happened to me one time when I was showing off this feature\",\"personality.I_55_100_73_handlingCompetition_bulletPoints\":\"Make your product shine brightly other the others, instead of diminishing others \\nFocus on the positives of your product over the negatives of others \\nEmphasize the unique aspects of your product that others don't have\",\"personality.I_55_100_73_handlingCompetition_thisHappensBecause\":\"They aren't likely to be consciously comparing you to your competition. They'll focus their attention on you during your pitch, so your goal should just be to sell them on your personality and your product. If you bring in the competition much, you'll detract from the highlights of your pitch.\",\"personality.I_55_100_73_handlingCompetition_tryThis\":\"We want to push the envelope and make amazing, cutting-edge products. \\nTheir users are paying the price. I know there are a few other people trying to do this. \\nAll I'll say is that we have a team of creative, passionate people...\",\"personality.I_55_100_73_meeting_bulletPoints\":\"Focus on addressing the big picture\\nBe flexible about timing\\nSchedule meetings over food and drinks\",\"personality.I_55_100_73_meeting_description\":\"When meeting, treat them like a friend. Start with small talk and personal conversation before making your point. Give them time to brainstorm or think-out-loud, as too much structure in the meeting may cause them to lose interest. Follow up with a short, friendly summary of your main points and important takeaways.\",\"personality.I_55_100_73_painPoints_bulletPoints\":\"Serious situations \\nPessimistic, devil's advocate thinking \\nIsolation from others\",\"personality.I_55_100_73_painPoints_thisHappensBecause\":\"Cold, impersonal environments, a lack of opportunities to experiment, and isolation from other people are all major stressors for I types. The more you can focus on addressing the opportunity and connection your product can help offer, the more likely I types are to buy into your idea.\",\"personality.I_55_100_73_painPoints_tryThis\":\"Wait until you see what all this can do... \\nEveryone you know is going to be so excited by this... \\nThis is unlike anything else.\",\"personality.I_55_100_73_presentations_bulletPoints\":\"Use funny gifs and graphics to keep it lighthearted \\nShowcase current customers and their trajectory to success \\nBring personality to the presentation with engaging and memorable examples\",\"personality.I_55_100_73_presentations_thisHappensBecause\":\"I types thrive when they're entertained and connecting with someone new. This should be your opportunity to do both - keep it lighthearted with fun visuals and show off your sense of humor.\",\"personality.I_55_100_73_presentations_tryThis\":\"Oh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone! \\nDon't be like the cat in this GIF - he didn't have our product. \\nYou can really see just how much this product can do thanks to these graphics...\",\"personality.I_55_100_73_problemApproach_bulletPoints\":\"Leaning into the bright side \\nFinding new and creative solution \\nBrainstorming with others\",\"personality.I_55_100_73_problemApproach_thisHappensBecause\":\"They are bold decision-makers, so they typically approach problems by trying out new things, brainstorming, and persuading others to take action. They're looking for quick solutions above most anything else, so you need to frame your product in this way.\",\"personality.I_55_100_73_problemApproach_tryThis\":\"Look, your team is currently doing X, but it's clear that they could be doing even better. \\nYou want to make a mark and leave an impact. With our product... \\nThis will immediately resolve the frustration you're facing.\",\"personality.I_55_100_73_speaking_bulletPoints\":\"Encourage their creativity\\nSpeak with colorful descriptions\\nUse self-deprecating humor\",\"personality.I_55_100_73_stressors_bulletPoints\":\"Having their ideas shut down\\nFeeling stuck in the same place\\nWhen others nitpick details\",\"personality.I_55_100_73_stressors_description\":\"Finds repetitive, unnecessary schedules to be drained. They enjoys finding their own way to doing things and will likely feel restricted or held back by routine.\",\"personality.I_55_100_73_supportingChampion_beforeMeeting\":\"Reference upcoming interactions with enthusiasm and light-heartedness.\\nUse humor or inside jokes to keep the conversation moving.\\nSend entertaining supporting documentation like funny videos or stories for them to laugh at.\",\"personality.I_55_100_73_supportingChampion_duringMeeting\":\"Commend them for their excitement and uplifting energy.\\nExpect them to speak openly if they have extraneous questions.\\nCheck in with your Champion when speaking about cool new features.\",\"personality.I_55_100_73_threeWords\":\"Enthusiastic, Adaptable, Personable\",\"personality.I_55_100_73_urgencyAndPace_bulletPoints\":\"Talk about a quick turnover \\nShare their excitement \\nLay out steps you need on their part to get the deal done fast\",\"personality.I_55_100_73_urgencyAndPace_thisHappensBecause\":\"They are fast-moving, energetic people, so you don't want to slow down too much and bore them. However, if push them to move too quickly before they're invested and interested in the product, they'll likely move onto something else. When you sense their excitement is at its peak, you can push the deal through much more quickly.\",\"personality.I_55_100_73_urgencyAndPace_tryThis\":\"I'm happy to keep the conversation going if you want to hear more - there's no rush! \\nWell, great! Let's get this thing done! \\nI'm happy to talk whenever you'd like, so feel free to give me a call!\",\"personality.I_55_100_73_workingTogether_bulletPoints\":\"Give them time to brainstorm\\nSpend time exploring new ideas\\nHelp keep them accountable to deadlines\",\"personality.Id_0_14_73_100_behaviour_bulletPoints\":\"Leading the conversation in a meeting\\nSticking to the big picture\\nSpeaking persuasively in a one-on-one meeting\",\"personality.Id_0_14_73_100_behaviour_description\":\"Keep the conversation exciting, energetic, engaging when selling to them. Maintain a casual tone throughout the pitch - treat them like a friend you're presenting a good idea to, rather than just a prospective customer.\",\"personality.Id_0_14_73_100_bookingMeeting_bulletPoints\":\"Share big, bold and exciting success stories\\nFind the inspirational aspect of your product\\nUse confident language\",\"personality.Id_0_14_73_100_bookingMeeting_thisHappensBecause\":\"They are often reeled in by inspiring, innovative people and products. By showing that you have something of interest to offer that could put them first in line for cutting-edge products and technology, you can ensure they'll book a meeting quickly.\",\"personality.Id_0_14_73_100_bookingMeeting_tryThis\":\"Let's talk more - call me at xxx-xxx-xxxx when you're free and I'll show you what our product can do.\\nIf you're free to talk tomorrow, I'd love to share more.\\nOur product's innovative technology will make your team more efficient so you can beat the competition.\",\"personality.Id_0_14_73_100_brief\":\"Tends to communicate with casual language, bold statements, and a focus on the big picture.\",\"personality.Id_0_14_73_100_buildingRapport_bulletPoints\":\"Show your interest in their stories\\nGive them permission to show their personality through sharing humor\\nFind ways to directly complement their skill and efforts\",\"personality.Id_0_14_73_100_buildingRapport_thisHappensBecause\":\"They are likely to feel comfortable pretty easily with you, so by showing your own personality and connecting with them through stories and jokes, you'll likely be in a good place with them.\",\"personality.Id_0_14_73_100_buildingRapport_tryThis\":\"The craziest thing happened to me this morning...\\nI'll level with you...\\nYou're from X? Me too! Do you know...\",\"personality.Id_0_14_73_100_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding of the true innovativeness and flexibility that your product can bring to their experience.\\nSpeak with an enthusiastic, confident tone of voice.\\nFocus on how the faster things can get going, the sooner they are able to start using this innovative, cool, output-focused tool.\",\"personality.Id_0_14_73_100_discussingMoney_bulletPoints\":\"Speak in big-picture, people-centered terms.\\nExplain what the price will bring as far as flexibility in options and cool feature roll-outs.\\nShow your pricing model through colorful graphics and charts.\",\"personality.Id_0_14_73_100_emailing_bulletPoints\":\"Make your message entertaining\\nAvoid too many attachments or links\\nProvide a quick, convenient call to action\",\"personality.Id_0_14_73_100_emailing_description\":\"They have a unique mix of natural charisma and keen analytical skill, but may want things to move quickly. Make sure to keep outreach very high-level and follow-up with responses in a timely manner.\",\"personality.Id_0_14_73_100_energizers_bulletPoints\":\"Public speaking\\nExperiencing new things\\nExploration & discovery\",\"personality.Id_0_14_73_100_givingPitch_bulletPoints\":\"Show them how things will change after they've implemented your product\\nShare big, impressive stories about your product or company\\nLean in on the most innovative features that'll make them go \\\"wow!\\\"\",\"personality.Id_0_14_73_100_givingPitch_thisHappensBecause\":\"They care about using new, unique solutions to reach their goals and inspire others. You can get them excited by connecting on a personal level and getting them to try out the product themselves. The more you can inspire them, the more likely they are to want your product.\",\"personality.Id_0_14_73_100_givingPitch_tryThis\":\"My favorite part is X. It completely changed my life.\\nYou're seeing X results now? With this, you can nearly double that from the start.\\nNow if you can picture what it's like to...\",\"personality.Id_0_14_73_100_handlingCompetition_bulletPoints\":\"Show how your product is always pushing the limits\\nKeep your energy positive and driving\\nCompare your speed and efficiency over competitors\",\"personality.Id_0_14_73_100_handlingCompetition_thisHappensBecause\":\"They won't be inherently loyal to a company just because it's who they're currently working with. They're comfortable moving onto something new if it's better and are very likely to change up their existing product if they find something more exciting. Make yourself more exciting.\",\"personality.Id_0_14_73_100_handlingCompetition_tryThis\":\"Their users are paying the price.\\nWe'll make sure you're a part of the next big thing.\\nWe want to push the envelope and make amazing, cutting-edge products.\",\"personality.Id_0_14_73_100_meeting_bulletPoints\":\"Expect them to be a couple of minutes late\\nUse whiteboards and/or visual aids when possible\\nShow excitement for new ideas\",\"personality.Id_0_14_73_100_meeting_description\":\"Tends to prefer more casual meetings, so plan to meet over coffee or lunch. Be adaptable as they share ideas, thoughts or suggestions.\",\"personality.Id_0_14_73_100_painPoints_bulletPoints\":\"Tedious, minute details\\nSlow-paced processes\\nA lack of innovation\",\"personality.Id_0_14_73_100_painPoints_thisHappensBecause\":\"Tends to be most stressed by slow-paced situations, feeling like they can't make an impact, and attending to small, boring details. The more you can keep the discussion moving and focused on inspiring them with the big picture, the more excited and uplifted they'll feel by what you have to offer.\",\"personality.Id_0_14_73_100_painPoints_tryThis\":\"It will completely change how you approach X.\\nThis is unlike anything else...\\nHere's where we come in...\",\"personality.Id_0_14_73_100_presentations_bulletPoints\":\"Use easy-to-digest graphics so they can see value beyond boring numbers\\nKeep driving home the bottom-line throughout your presentation to ensure they know the real value in your product\\nFind humorous and uber-engaging graphics and videos\",\"personality.Id_0_14_73_100_presentations_thisHappensBecause\":\"They are easily bored and like to experience things, so engaging visuals can really help connect the dots for them. This also gives you a chance to show something funny and demonstrate your sense of humor, which can help them feel connected to you.\",\"personality.Id_0_14_73_100_presentations_tryThis\":\"Don't be like the cat in this GIF - he didn't have our product.\\nI'd love to show you what our product is like in action.\\nOh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone!\",\"personality.Id_0_14_73_100_problemApproach_bulletPoints\":\"Listening to their gut\\nFinding new ways to problem-solve\\nBeing straightforward\",\"personality.Id_0_14_73_100_problemApproach_thisHappensBecause\":\"They tend to go with their gut instincts when making a decision, so it's important that you start off on the right foot. Once you frame your product in a way that helps them realize it's the best solution to common frustrations of theirs, they'll quickly follow their instinct and buy into the pitch.\",\"personality.Id_0_14_73_100_problemApproach_tryThis\":\"You want to make a mark and leave an impact. With our product...\\nLook, your team is currently doing X, but it's clear that they could be doing even better.\\nWatch this - you won't believe how incredible this is...\",\"personality.Id_0_14_73_100_speaking_bulletPoints\":\"Use visual aids when possible\\nTell a few jokes\\nBe less polished and more dynamic\",\"personality.Id_0_14_73_100_stressors_bulletPoints\":\"Rigid, inflexible schedules\\nRepetitive, routine tasks\\nUsing too much caution\",\"personality.Id_0_14_73_100_stressors_description\":\"Tends to be naturally independent and may feel drained by a strict schedule that lacks the flexibility that they enjoy. If they are not allows much personal freedom, they may become frustrated and unmotivated.\",\"personality.Id_0_14_73_100_supportingChampion_beforeMeeting\":\"Speak with confidence and connection when getting what you need.\\nUse a determined and excited tone when referencing next steps.\\nBe enthusiastic so you can drive their excitement.\",\"personality.Id_0_14_73_100_supportingChampion_duringMeeting\":\"Commend them for their high energy and excitement.\\nExpect them to be open-minded and optimistic about a new partnership as opposed to being hesitant or timid.\\nCheck in with your Champion when speaking about new ideas for implementing your product.\",\"personality.Id_0_14_73_100_threeWords\":\"Sociable, Charismatic, Adventurous\",\"personality.Id_0_14_73_100_urgencyAndPace_bulletPoints\":\"Provide them with lots of information from the get-go so they can share it with their colleagues\\nKeep the conversation moving\\nBe prepared to jump on a call to reinforce their decision and to get others on board\",\"personality.Id_0_14_73_100_urgencyAndPace_thisHappensBecause\":\"They are fast-moving, impulsive people. Once you've sold them on a product, you'll want to close the deal quickly before they lose interest. Their excitement is what is driving it all forward, so move with it.\",\"personality.Id_0_14_73_100_urgencyAndPace_tryThis\":\"Well, great! Let's get this thing done!\\nOnce we get X, we'll get moving on this.\\nI'm happy to keep the conversation going if you want to hear more - there's no rush!\",\"personality.Id_0_14_73_100_workingTogether_bulletPoints\":\"Help them remain realistic\\nHit the ground running on a new project\\nCreate time for group brainstorming sessions\",\"personality.Id_15_24_73_100_behaviour_bulletPoints\":\"Making decisions quickly with gut instinct\\nGetting bored easily\\nSaying something sarcastic\",\"personality.Id_15_24_73_100_behaviour_description\":\"When selling to them make sure to include visuals when possible. Show the idea or product in action through photos or videos and include relevant graphics.\",\"personality.Id_15_24_73_100_bookingMeeting_bulletPoints\":\"Share big, bold and exciting success stories Find the inspirational aspect of your product Use confident language\",\"personality.Id_15_24_73_100_bookingMeeting_thisHappensBecause\":\"They are often reeled in by inspiring, innovative people and products. By showing that you have something of interest to offer that could put them first in line for cutting-edge products and technology, you can ensure they'll book a meeting quickly.\",\"personality.Id_15_24_73_100_bookingMeeting_tryThis\":\"Let's talk more - call me at xxx-xxx-xxxx when you're free and I'll show you what our product can do.\\nIf you're free to talk tomorrow, I'd love to share more.\\nOur product's innovative technology will make your team more efficient so you can beat the competition.\",\"personality.Id_15_24_73_100_brief\":\"Tends to have strong social skills and intuition, and may move between topics quickly.\",\"personality.Id_15_24_73_100_buildingRapport_bulletPoints\":\"Show your interest in their stories\\nGive them permission to show their personality through sharing humor\\nFind ways to directly complement their skill and efforts\",\"personality.Id_15_24_73_100_buildingRapport_thisHappensBecause\":\"They are likely to feel comfortable pretty easily with you, so by showing your own personality and connecting with them through stories and jokes, you'll likely be in a good place with them.\",\"personality.Id_15_24_73_100_buildingRapport_tryThis\":\"The craziest thing happened to me this morning...\\nI'll level with you...\\nYou're from X? Me too! Do you know...\",\"personality.Id_15_24_73_100_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding of the true innovativeness and flexibility that your product can bring to his experience.\\nSpeak with an enthusiastic, confident tone of voice.\\nFocus on how the faster things can get going, the sooner they is able to start using this innovative, cool, output-focused tool.\",\"personality.Id_15_24_73_100_discussingMoney_bulletPoints\":\"Speak in big-picture, people-centered terms.\\nExplain what the price will bring as far as flexibility in options and cool feature roll-outs.\\nShow your pricing model through colorful graphics and charts.\",\"personality.Id_15_24_73_100_emailing_bulletPoints\":\"Provide a quick, convenient call to action\\nInvite him to a live conversation\\nMake your message entertaining\",\"personality.Id_15_24_73_100_emailing_description\":\"Likely to enjoy a casual, funny email that seems like it's coming from a friend. Avoid getting too into the details when writing to them and instead focus on conveying the exciting, innovative aspects of your message.\",\"personality.Id_15_24_73_100_energizers_bulletPoints\":\"Exploration & discovery\\nStorytelling\\nPublic speaking\",\"personality.Id_15_24_73_100_givingPitch_bulletPoints\":\"Show them how things will change after they've implemented your product\\nShare big, impressive stories about your product or company\\nLean in on the most innovative features that'll make them go \\\"wow!\\\"\",\"personality.Id_15_24_73_100_givingPitch_thisHappensBecause\":\"They care about using new, unique solutions to reach their goals and inspire others. You can get them excited by connecting on a personal level and getting them to try out the product themselves. The more you can inspire them, the more likely they are to want your product\",\"personality.Id_15_24_73_100_givingPitch_tryThis\":\"My favorite part is X. It completely changed my life.\\nYou're seeing X results now? With this, you can nearly double that from the start.\\nNow if you can picture what it's like to.\",\"personality.Id_15_24_73_100_handlingCompetition_bulletPoints\":\"Show how your product is always pushing the limits\\nKeep your energy positive and driving\\nCompare your speed and efficiency over competitors\",\"personality.Id_15_24_73_100_handlingCompetition_thisHappensBecause\":\"They won't be inherently loyal to a company just because it's who they're currently working with. They're comfortable moving onto something new if it's better and are very likely to change up their existing product if they find something more exciting. Make yourself more exciting.\",\"personality.Id_15_24_73_100_handlingCompetition_tryThis\":\"Their users are paying the price.\\nWe'll make sure you're a part of the next big thing.\\nWe want to push the envelope and make amazing, cutting-edge products.\",\"personality.Id_15_24_73_100_meeting_bulletPoints\":\"Show excitement for new ideas\\nEncourage him to share his thoughts\\nExpect him to be a couple of minutes late\",\"personality.Id_15_24_73_100_meeting_description\":\"Try meeting over food with them and getting to know each other or chat a bit before jumping into things. Show enthusiasm for important ideas and use hand-gestures to help emphasize important points.\",\"personality.Id_15_24_73_100_painPoints_bulletPoints\":\"Tedious, minute details\\nSlow-paced processes\\nA lack of innovation\",\"personality.Id_15_24_73_100_painPoints_thisHappensBecause\":\"They tend to be most stressed by slow-paced situations, feeling like they can't make an impact, and attending to small, boring details. The more you can keep the discussion moving and focused on inspiring them with the big picture, the more excited and uplifted they'll feel by what you have to offer.\",\"personality.Id_15_24_73_100_painPoints_tryThis\":\"It will completely change how you approach X.\\nThis is unlike anything else...\\nHere's where we come in...\",\"personality.Id_15_24_73_100_presentations_bulletPoints\":\"Use easy-to-digest graphics so they can see value beyond boring numbers\\nKeep driving home the bottom-line throughout your presentation to ensure they know the real value in your product\\nFind humorous and uber-engaging graphics and videos\",\"personality.Id_15_24_73_100_presentations_thisHappensBecause\":\"They are easily bored and like to experience things, so engaging visuals can really help connect the dots for them. This also gives you a chance to show something funny and demonstrate your sense of humor, which can help them feel connected to you.\",\"personality.Id_15_24_73_100_presentations_tryThis\":\"Don't be like the cat in this GIF - he didn't have our product.\\nI'd love to show you what our product is like in action.\\nOh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone!\",\"personality.Id_15_24_73_100_problemApproach_bulletPoints\":\"Listening to their gut\\nFinding new ways to problem-solve\\nBeing straightforward\",\"personality.Id_15_24_73_100_problemApproach_thisHappensBecause\":\"They tend to go with their gut instincts when making a decision, so it's important that you start off on the right foot. Once you frame your product in a way that helps them realize it's the best solution to common frustrations of theirs, they'll quickly follow their instinct and buy into the pitch.\",\"personality.Id_15_24_73_100_problemApproach_tryThis\":\"You want to make a mark and leave an impact. With our product...\\nLook, your team is currently doing X, but it's clear that they could be doing even better.\\nWatch this - you won't believe how incredible this is...\",\"personality.Id_15_24_73_100_speaking_bulletPoints\":\"Project enthusiasm and energy\\nSwitch up the subject to keep things interesting\\nUse visual aids when possible\",\"personality.Id_15_24_73_100_stressors_bulletPoints\":\"Using too much caution\\nOverly factual, lackluster discussions\\nRigid, inflexible schedules\",\"personality.Id_15_24_73_100_stressors_description\":\"They are a quick-thinker who may feel frustrated by overly cautious environments. They tend to take action when needed, even when there are risks involved, so they are likely to feel drained when others are unable to make an important change.\",\"personality.Id_15_24_73_100_supportingChampion_beforeMeeting\":\"Speak with confidence and connection when getting what you need.\\nUse a determined and excited tone when referencing next steps.\\nBe enthusiastic so you can drive their excitement.\\n:\",\"personality.Id_15_24_73_100_supportingChampion_duringMeeting\":\"Commend them for their high energy and excitement.\\r\\nExpect them to be open-minded and optimistic about a new partnership as opposed to being hesitant or timid.\\r\\nCheck in with your Champion when speaking about new ideas for implementing your product.\",\"personality.Id_15_24_73_100_threeWords\":\"Adventurous, Pioneering, Sociable\",\"personality.Id_15_24_73_100_urgencyAndPace_bulletPoints\":\"Provide them with lots of information from the get-go so they can share it with their colleagues\\nKeep the conversation moving\\nBe prepared to jump on a call to reinforce their decision and to get others on board\",\"personality.Id_15_24_73_100_urgencyAndPace_thisHappensBecause\":\"They are fast-moving, impulsive people. Once you've sold them on a product, you'll want to close the deal quickly before they lose interest. Their excitement is what is driving it all forward, so move with it.\",\"personality.Id_15_24_73_100_urgencyAndPace_tryThis\":\"Well, great! Let's get this thing done!\\nOnce we get X, we'll get moving on this.\\nI'm happy to keep the conversation going if you want to hear more - there's no rush!\",\"personality.Id_15_24_73_100_workingTogether_bulletPoints\":\"Create time for group brainstorming sessions\\nMeet them at his energy level\\nHelp them remain realistic\",\"personality.Id_25_54_73_100_behaviour_bulletPoints\":\"Leading the conversation in a meeting\\nSticking to the big picture\\nSpeaking persuasively in a one-on-one meeting\",\"personality.Id_25_54_73_100_behaviour_description\":\"Keep your ideas at a high level when trying to persuade them. Talk about the future in optimistic terms and ask about what they are excited about. Use hyperbole to make your point, using words like “the best” and “incredible”. The may tune out if you try to support your argument with too much detail, so follow-up with the specifics and a summary of your main points.\",\"personality.Id_25_54_73_100_bookingMeeting_bulletPoints\":\"Share big, bold and exciting success stories\\nFind the inspirational aspect of your product\\nUse confident language\",\"personality.Id_25_54_73_100_bookingMeeting_thisHappensBecause\":\"They are often reeled in by inspiring, innovative people and products. By showing that you have something of interest to offer that could put them first in line for cutting-edge products and technology, you can ensure they'll book a meeting quickly.\",\"personality.Id_25_54_73_100_bookingMeeting_tryThis\":\"Let's talk more - call me at xxx-xxx-xxxx when you're free and I'll show you what our product can do.\\nIf you're free to talk tomorrow, I'd love to share more.\\nOur product's innovative technology will make your team more efficient so you can beat the competition.\",\"personality.Id_25_54_73_100_brief\":\"Tends to communicate with casual language, bold statements, and a focus on the big picture.\",\"personality.Id_25_54_73_100_buildingRapport_bulletPoints\":\"Show your interest in their stories\\r\\nGive them permission to show their personality through sharing humor\\r\\nFind ways to directly complement their skill and efforts\",\"personality.Id_25_54_73_100_buildingRapport_thisHappensBecause\":\"They are likely to feel comfortable pretty easily with you, so by showing your own personality and connecting with them through stories and jokes, you'll likely be in a good place with them\",\"personality.Id_25_54_73_100_buildingRapport_tryThis\":\"The craziest thing happened to me this morning...\\r\\nI'll level with you...\\r\\nYou're from X? Me too! Do you know...\",\"personality.Id_25_54_73_100_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding of the true innovativeness and flexibility that your product can bring to them experience.\\r\\nSpeak with an enthusiastic, confident tone of voice.\\r\\nFocus on how the faster things can get going, the sooner they are able to start using this innovative, cool, output-focused tool.\",\"personality.Id_25_54_73_100_discussingMoney_bulletPoints\":\"Speak in big-picture, people-centered terms.\\r\\nExplain what the price will bring as far as flexibility in options and cool feature roll-outs.\\r\\nShow your pricing model through colorful graphics and charts.\",\"personality.Id_25_54_73_100_emailing_bulletPoints\":\"Avoid too many attachments or links\\nMake your message entertaining\\nInclude a brief, interesting story\",\"personality.Id_25_54_73_100_emailing_description\":\"They appreciate new ideas and likes to talk, so when reaching out to them use casual language and present open-ended questions that allow them to pick up the conversation from there.\",\"personality.Id_25_54_73_100_energizers_bulletPoints\":\"Experiencing new things\\nPublic speaking\\nThinking on their feet\",\"personality.Id_25_54_73_100_givingPitch_bulletPoints\":\"Show them how things will change after they've implemented your product\\r\\nShare big, impressive stories about your product or company\\r\\nLean in on the most innovative features that'll make them go \\\"wow!\\\"\",\"personality.Id_25_54_73_100_givingPitch_thisHappensBecause\":\"They care about using new, unique solutions to reach their goals and inspire others. You can get them excited by connecting on a personal level and getting them to try out the product themselves. The more you can inspire them, the more likely they are to want your product.\",\"personality.Id_25_54_73_100_givingPitch_tryThis\":\"My favorite part is X. It completely changed my life.\\r\\nYou're seeing X results now? With this, you can nearly double that from the start.\\r\\nNow if you can picture what it's like to...\",\"personality.Id_25_54_73_100_handlingCompetition_bulletPoints\":\"Show how your product is always pushing the limits\\r\\nKeep your energy positive and driving\\r\\nCompare your speed and efficiency over competitors\",\"personality.Id_25_54_73_100_handlingCompetition_thisHappensBecause\":\"They won't be inherently loyal to a company just because it's who they're currently working with. They're comfortable moving onto something new if it's better and are very likely to change up their existing product if they find something more exciting. Make yourself more exciting.\",\"personality.Id_25_54_73_100_handlingCompetition_tryThis\":\"Their users are paying the price.\\r\\nWe'll make sure you're a part of the next big thing.\\r\\nWe want to push the envelope and make amazing, cutting-edge products.\",\"personality.Id_25_54_73_100_meeting_bulletPoints\":\"Use whiteboards and/or visual aids when possible\\nExpect them to be a couple of minutes late\\nRemain upbeat and positive\",\"personality.Id_25_54_73_100_meeting_description\":\"They may sometimes get distracted, so follow-up with him before the meeting to double-check the time and place - be flexible about changing it up, if needed. Keep the conversation lively by telling a few stories and cracking a few jokes.\",\"personality.Id_25_54_73_100_painPoints_bulletPoints\":\"Tedious, minute details\\nSlow-paced processes\\nA lack of innovation\",\"personality.Id_25_54_73_100_painPoints_thisHappensBecause\":\"They tend to be most stressed by slow-paced situations, feeling like they can't make an impact, and attending to small, boring details. The more you can keep the discussion moving and focused on inspiring them with the big picture, the more excited and uplifted they'll feel by what you have to offer\",\"personality.Id_25_54_73_100_painPoints_tryThis\":\"It will completely change how you approach X.\\nThis is unlike anything else...\\nHere's where we come in...\",\"personality.Id_25_54_73_100_presentations_bulletPoints\":\"Use easy-to-digest graphics so they can see value beyond boring numbers\\r\\nKeep driving home the bottom-line throughout your presentation to ensure they know the real value in your product\\r\\nFind humorous and uber-engaging graphics and videos\",\"personality.Id_25_54_73_100_presentations_thisHappensBecause\":\"They are easily bored and like to experience things, so engaging visuals can really help connect the dots for them. This also gives you a chance to show something funny and demonstrate your sense of humor, which can help them feel connected to you.\",\"personality.Id_25_54_73_100_presentations_tryThis\":\"Don't be like the cat in this GIF - he didn't have our product.\\r\\nI'd love to show you what our product is like in action.\\r\\nOh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone!\",\"personality.Id_25_54_73_100_problemApproach_bulletPoints\":\"You want to make a mark and leave an impact. With our product...\\nLook, your team is currently doing X, but it's clear that they could be doing even better.\\nWatch this - you won't believe how incredible this is..\",\"personality.Id_25_54_73_100_problemApproach_thisHappensBecause\":\"They tend to go with their gut instincts when making a decision, so it's important that you start off on the right foot. Once you frame your product in a way that helps them realize it's the best solution to common frustrations of theirs, they'll quickly follow their instinct and buy into the pitch\",\"personality.Id_25_54_73_100_problemApproach_tryThis\":\"You want to make a mark and leave an impact. With our product...\\r\\nLook, your team is currently doing X, but it's clear that they could be doing even better.\\r\\nWatch this - you won't believe how incredible this is...\",\"personality.Id_25_54_73_100_speaking_bulletPoints\":\"Tell a few jokes\\nUse visual aids when possible\\nBe less polished and more dynamic\",\"personality.Id_25_54_73_100_stressors_bulletPoints\":\"Repetitive, routine tasks\\nRigid, inflexible schedules\\nResearching data\",\"personality.Id_25_54_73_100_stressors_description\":\"They may feel overwhelmed by the details. They prefer to focus on the big-picture and may let the specifics slip through the cracks; it's important to keep things high-level for them, when possible.\",\"personality.Id_25_54_73_100_supportingChampion_beforeMeeting\":\"Speak with confidence and connection when getting what you need.\\r\\nUse a determined and excited tone when referencing next steps.\\r\\nBe enthusiastic so you can drive their excitement.\",\"personality.Id_25_54_73_100_supportingChampion_duringMeeting\":\"Commend them for their high energy and excitement.\\r\\nExpect them to be open-minded and optimistic about a new partnership as opposed to being hesitant or timid.\\r\\nCheck in with your Champion when speaking about new ideas for implementing your product.\",\"personality.Id_25_54_73_100_threeWords\":\"Charismatic, Sociable, Visionary\",\"personality.Id_25_54_73_100_urgencyAndPace_bulletPoints\":\"Provide them with lots of information from the get-go so they can share it with their colleagues\\r\\nKeep the conversation moving\\r\\nBe prepared to jump on a call to reinforce their decision and to get others on board\",\"personality.Id_25_54_73_100_urgencyAndPace_thisHappensBecause\":\"They are fast-moving, impulsive people. Once you've sold them on a product, you'll want to close the deal quickly before they lose interest. Their excitement is what is driving it all forward, so move with it.\",\"personality.Id_25_54_73_100_urgencyAndPace_tryThis\":\"Well, great! Let's get this thing done!\\r\\nOnce we get X, we'll get moving on this.\\r\\nI'm happy to keep the conversation going if you want to hear more - there's no rush!\",\"personality.Id_25_54_73_100_workingTogether_bulletPoints\":\"Hit the ground running on a new project\\nHelp them remain realistic\\nSet ambitious team goals\",\"personality.Id_55_100_73_100_behaviour_bulletPoints\":\"Prioritizing innovation and excitement above stability and security\\nThinking out loud\\nIgnoring existing rules and processes\",\"personality.Id_55_100_73_100_behaviour_description\":\"Because they tend to be a very big-picture-oriented person, it's important to keep the energy level high and discuss the product on a broader scope, rather than diving into the specifics right off-the-bat.\",\"personality.Id_55_100_73_100_bookingMeeting_bulletPoints\":\"Use confident language\\nFind the inspirational aspect of your product\\nShare big, bold and exciting success stories\",\"personality.Id_55_100_73_100_bookingMeeting_thisHappensBecause\":\"They are often reeled in by inspiring, innovative people and products. By showing that you have something of interest to offer that could put them first in line for cutting-edge products and technology, you can ensure they'll book a meeting quickly.\",\"personality.Id_55_100_73_100_bookingMeeting_tryThis\":\"If you're free to talk tomorrow, I'd love to share more.\\nLet's talk more - call me at xxx-xxx-xxxx when you're free and I'll show you what our product can do.\\nI was honored to hear [Company] thought we were the most innovative product they'd seen!\",\"personality.Id_55_100_73_100_brief\":\"Tends to have lots of charisma, and may lack patience sometimes.\",\"personality.Id_55_100_73_100_buildingRapport_bulletPoints\":\"Find ways to directly complement their skill and efforts\\nGive them permission to show their personality through sharing humor\\nShow your interest in their stories\",\"personality.Id_55_100_73_100_buildingRapport_thisHappensBecause\":\"They are likely to feel comfortable pretty easily with you, so by showing your own personality and connecting with them through stories and jokes, you'll likely be in a good place with them.\",\"personality.Id_55_100_73_100_buildingRapport_tryThis\":\"The craziest thing happened to me this morning...\\nYou're from X? Me too! Do you know...\\nI'll level with you...\",\"personality.Id_55_100_73_100_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the sooner they are able to start using this innovative, cool, output-focused tool.\\nSpeak with an enthusiastic, confident tone of voice.\\nExpect long-term hold-ups to come from a lack of understanding of the true innovativeness and flexibility that your product can bring to their experience.\",\"personality.Id_55_100_73_100_discussingMoney_bulletPoints\":\"Show your pricing model through colorful graphics and charts.\\nExplain what the price will bring as far as flexibility in options and cool feature roll-outs.\\nSpeak in big-picture, people-centered terms.\",\"personality.Id_55_100_73_100_emailing_bulletPoints\":\"Use emotionally expressive language\\nTell a vivid, engaging anecdote\\nInvite them to a live conversation\",\"personality.Id_55_100_73_100_emailing_description\":\"They are creative and insightful, but can lack patience, so make sure to write things out in an engaging, concise way whenever possible.\",\"personality.Id_55_100_73_100_energizers_bulletPoints\":\"Fun & excitement\\nAdventure\\nStorytelling\",\"personality.Id_55_100_73_100_givingPitch_bulletPoints\":\"Lean in on the most innovative features that'll make them go \\\"wow!\\\"\\nShare big, impressive stories about your product or company\\nShow them how things will change after they've implemented your product\",\"personality.Id_55_100_73_100_givingPitch_thisHappensBecause\":\"They care about using new, unique solutions to reach their goals and inspire others. You can get them excited by connecting on a personal level and getting them to try out the product themselves. The more you can inspire them, the more likely they are to want your product.\",\"personality.Id_55_100_73_100_givingPitch_tryThis\":\"My favorite part is X. It completely changed my life.\\nNow if you can picture what it's like to...\\nYou're seeing X results now? With this, you can nearly double that from the start.\",\"personality.Id_55_100_73_100_handlingCompetition_bulletPoints\":\"Compare your speed and efficiency over competitors\\nKeep your energy positive and driving\\nShow how your product is always pushing the limits\",\"personality.Id_55_100_73_100_handlingCompetition_thisHappensBecause\":\"They won't be inherently loyal to a company just because it's who they're currently working with. They're comfortable moving onto something new if it's better and are very likely to change up their existing product if they find something more exciting. Make yourself more exciting.\",\"personality.Id_55_100_73_100_handlingCompetition_tryThis\":\"Their users are paying the price.\\nWe want to push the envelope and make amazing, cutting-edge products.\\nWe'll make sure you're a part of the next big thing.\",\"personality.Id_55_100_73_100_meeting_bulletPoints\":\"Send a reminder the day before\\nShare interesting stories\\nEncourage them to share their thoughts\",\"personality.Id_55_100_73_100_meeting_description\":\"Give them plenty of time to share their thoughts or ideas when meeting. Show excitement for their creativity and weave in the point of the discussion throughout. Make sure any needed action is clear by the end of the discussion.\",\"personality.Id_55_100_73_100_painPoints_bulletPoints\":\"A lack of innovation\\nSlow-paced processes\\nTedious, minute details\",\"personality.Id_55_100_73_100_painPoints_thisHappensBecause\":\"They tend to be most stressed by slow-paced situations, feeling like they can't make an impact, and attending to small, boring details. The more you can keep the discussion moving and focused on inspiring them with the big picture, the more excited and uplifted they'll feel by what you have to offer.\",\"personality.Id_55_100_73_100_painPoints_tryThis\":\"This is unlike anything else...\\nIt will completely change how you approach X.\\nWait until you see what all this can do...\",\"personality.Id_55_100_73_100_presentations_bulletPoints\":\"Find humorous and uber-engaging graphics and videos\\nKeep driving home the bottom-line throughout your presentation to ensure they know the real value in your product\\nUse easy-to-digest graphics so they can see value beyond boring numbers\",\"personality.Id_55_100_73_100_presentations_thisHappensBecause\":\"They are easily bored and like to experience things, so engaging visuals can really help connect the dots for them. This also gives you a chance to show something funny and demonstrate your sense of humor, which can help them feel connected to you.\",\"personality.Id_55_100_73_100_presentations_tryThis\":\"Don't be like the cat in this GIF - he didn't have our product.\\nOh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone!\\nI'd love to show you what our product is like in action.\",\"personality.Id_55_100_73_100_problemApproach_bulletPoints\":\"Being straightforward\\nFinding new ways to problem-solve\\nListening to their gut\",\"personality.Id_55_100_73_100_problemApproach_thisHappensBecause\":\"They tend to go with their gut instincts when making a decision, so it's important that you start off on the right foot. Once you frame your product in a way that helps them realize it's the best solution to common frustrations of theirs, they'll quickly follow their instinct and buy into the pitch.\",\"personality.Id_55_100_73_100_problemApproach_tryThis\":\"You want to make a mark and leave an impact. With our product...\\nWatch this - you won't believe how incredible this is...\\nLook, your team is currently doing X, but it's clear that they could be doing even better.\",\"personality.Id_55_100_73_100_speaking_bulletPoints\":\"Listen to and engage with their personal stories\\nUse diagrams to explain concepts\\nSwitch up the subject to keep things interesting\",\"personality.Id_55_100_73_100_stressors_bulletPoints\":\"Feeling micromanaged\\nSpending too much time alone\\nOverly factual, lackluster discussions\",\"personality.Id_55_100_73_100_stressors_description\":\"Strict rules and structure are draining to them. Being overly cautious will frustrate them and make them lose momentum. They may feel like they are being micromanaged and might try to find other projects that offer more freedom and autonomy. Team approval is important to them, and their energy will take a hit if they are ignored by any of their teammates.\",\"personality.Id_55_100_73_100_supportingChampion_beforeMeeting\":\"Be enthusiastic so you can drive their excitement.\\nUse a determined and excited tone when referencing next steps.\\nSpeak with confidence and connection when getting what you need.\",\"personality.Id_55_100_73_100_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about new ideas for implementing your product.\\nExpect them to be open-minded and optimistic about a new partnership as opposed to being hesitant or timid.\\nCommend them for their high energy and excitement.\",\"personality.Id_55_100_73_100_threeWords\":\"Casual, Energetic, Pioneering\",\"personality.Id_55_100_73_100_urgencyAndPace_bulletPoints\":\"Be prepared to jump on a call to reinforce their decision and to get others on board\\nKeep the conversation moving\\nProvide them with lots of information from the get-go so they can share it with their colleagues\",\"personality.Id_55_100_73_100_urgencyAndPace_thisHappensBecause\":\"They are fast-moving, impulsive people. Once you've sold them on a product, you'll want to close the deal quickly before they lose interest. Their excitement is what is driving it all forward, so move with it.\",\"personality.Id_55_100_73_100_urgencyAndPace_tryThis\":\"Well, great! Let's get this thing done!\\nI'm happy to keep the conversation going if you want to hear more - there's no rush!\\nOnce we get X, we'll get moving on this.\",\"personality.Id_55_100_73_100_workingTogether_bulletPoints\":\"Show passion for your work\\nEncourage them to follow through with their goals\\nMeet them at their energy level\",\"personality.Is_0_14_73_115_behaviour_bulletPoints\":\"Feeling comfortable speaking to a new person\\nPreferring to start a project from scratch\\nBouncing between topics in a conversation\",\"personality.Is_0_14_73_115_behaviour_description\":\"Tends to be a visual person, so make sure to include graphics, when possible. Show pictures or videos and make sure they add to the storytelling of your pitch.\",\"personality.Is_0_14_73_115_bookingMeeting_bulletPoints\":\"Share your enthusiasm for speaking more about your possible partnership\\nPropose a time for them so they don't forget\\nBe casual\",\"personality.Is_0_14_73_115_bookingMeeting_thisHappensBecause\":\"They enjoy getting to know new people, so that can work in your favor as long as you're interesting enough for them to know. If you seem genuine and can rope them in with a good story, they'll likely feel excited enough to meet with you.\",\"personality.Is_0_14_73_115_bookingMeeting_tryThis\":\"Let me know when works best for you to talk!\\nI'd be happy to discuss whenever you're free!\\nI never thought we'd be able to create something like this...\",\"personality.Is_0_14_73_115_brief\":\"Likely to be colorful and expressive with new ideas, especially when thinking about the future.\",\"personality.Is_0_14_73_115_buildingRapport_bulletPoints\":\"Share some fun stories that'll make them laugh\\nLean into their sense of humor\\nEstablish connection before talking details\",\"personality.Is_0_14_73_115_buildingRapport_thisHappensBecause\":\"They will use their connection with you as a way to feel interested in the product. If they like you and feel comfortable and engaged with what you're saying, they'll think positively of the product, too.\",\"personality.Is_0_14_73_115_buildingRapport_tryThis\":\"I have a Golden Retriever, too! What your dog's name?\\nYou're from X? Me too! Do you know...\\nI have a four-year-old, too. Glad we're past the terrible twos with him!\",\"personality.Is_0_14_73_115_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding of how this tool can really live up to the feature-heavy, holistic benefits that you provide.\\nSpeak with an enthusiastic, connected tone of voice.\\nFocus on how the faster things can get going, the sooner he is able to utilize a really cool tool that everyone will love.\",\"personality.Is_0_14_73_115_discussingMoney_bulletPoints\":\"Speak of cross-team benefits and in people-centered terms.\\nExplain what the price will bring as far as new feature roll-outs and team-wide support.\\nShow your pricing model through colorful charts or fun animations.\",\"personality.Is_0_14_73_115_emailing_bulletPoints\":\"Include visual aids where possible\\nKeep it lighthearted\\nUse an emoticon :)\",\"personality.Is_0_14_73_115_emailing_description\":\"A gifted communicator who makes occasional gut decisions that seem to be random in nature and prefers big ideas over details. Avoid overloading them with information when reaching out via email.\",\"personality.Is_0_14_73_115_energizers_bulletPoints\":\"New friendships\\nWorking closely with others\\nInteresting ideas\",\"personality.Is_0_14_73_115_givingPitch_bulletPoints\":\"Use storytelling to paint a picture of your product's solution\\nSpeak in a casual tone of voice\\nMake them laugh so they can connect with you on a personal level\",\"personality.Is_0_14_73_115_givingPitch_thisHappensBecause\":\"They want to connect with you through conversation. If your pitch is too stale and centered only around you sharing about the product, without room for them to share their thoughts, engage with what you're saying, or even let the conversation go off-track at times, they'll grow bored and uninterested.\",\"personality.Is_0_14_73_115_givingPitch_tryThis\":\"You wouldn't believe what happened to me one time when I was showing off this feature...\\nNow if you can picture what it's like to...\\nI can assure you that your team will be excited and love you for rolling this out.\",\"personality.Is_0_14_73_115_handlingCompetition_bulletPoints\":\"Lean in on innovation\\nKeep things positive and light-hearted\\nFocus on your product instead of your competition\",\"personality.Is_0_14_73_115_handlingCompetition_thisHappensBecause\":\"They aren't very competitive and enjoy positive conversation. Being overly critical of the competition, especially if you spend a lot of time talking about it, is likely to be a big turn-off for them.\",\"personality.Is_0_14_73_115_handlingCompetition_tryThis\":\"I know there are a few other people trying to do this. All I'll say is that we have a team of creative, passionate people...\\nWe want to push the envelope and make amazing, cutting-edge products.\\nSeeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\",\"personality.Is_0_14_73_115_meeting_bulletPoints\":\"Create time to freely discuss ideas\\nEncourage the team\\nEngage them in conversation\",\"personality.Is_0_14_73_115_meeting_description\":\"Tends to be naturally flexible and social, so they will likely enjoy an opportunity to meet. However, they may forget the specifics of the meeting, so follow up the day before make sure they remembers. At the meeting, keep things lighthearted and discuss projects broadly.\",\"personality.Is_0_14_73_115_painPoints_bulletPoints\":\"Overly hand-holding and micromanaging leaders\\nHarsh team members\\nA lack of innovation or new problem-solving methods\",\"personality.Is_0_14_73_115_painPoints_thisHappensBecause\":\"They are optimistic people and are may only feel more stressed by talking through their exact frustrations. In fact, they may not always be aware of current stressors, since they try to spin most things into a positive. By ensuring the conversation centers around the creativity, innovation, and opportunity provided by your product, you can keep them engaged and inspired.\",\"personality.Is_0_14_73_115_painPoints_tryThis\":\"Everyone is going to absolutely love this...\\nThis opens up a whole new world...\\nEveryone you know is going to be so excited by this...\",\"personality.Is_0_14_73_115_presentations_bulletPoints\":\"Use their personal painpoints in examples within your presentation\\nUse bright visual aids to add to the conversation\\nCrack a few jokes and share funny memes to brighten their mood\",\"personality.Is_0_14_73_115_presentations_thisHappensBecause\":\"They can be inspired by creative visuals that help tell the story of your product and company. It's important, though, that the visuals are used intentionally to enhance the story you're telling, rather than just using them as an attempt to fill a bland presentation.\",\"personality.Is_0_14_73_115_presentations_tryThis\":\"You can really see just how much this product can do thanks to these graphics...\\nOh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone!\\nYour employees will really enjoy this piece.\",\"personality.Is_0_14_73_115_problemApproach_bulletPoints\":\"Siding with people instead of considering a situation without bias\\nHaving many ideas to juggle\\nFollowing their instincts\",\"personality.Is_0_14_73_115_problemApproach_thisHappensBecause\":\"They are likely to look for a quick and easy fix that will make their team happy. They follow their instincts and trust positive, genuine people. If you can establish a good connection with them and sell your product as an innovative, easy-to-use solution, they're likely to feel more eager and invested.\",\"personality.Is_0_14_73_115_problemApproach_tryThis\":\"When I started using this, it really helped me feel...\\nWatch this - you won't believe how incredible this is...\\nWhy don't you talk through it a bit with your team to see how they feel?\",\"personality.Is_0_14_73_115_speaking_bulletPoints\":\"Talk about abstract philosophies or ideas\\nAffirm their bright ideas\\nKeep conversation lighthearted\",\"personality.Is_0_14_73_115_stressors_bulletPoints\":\"Overly predictable, \\\"safe\\\" environments\\nLack of creativity in an environment\\nFeeling excluded from events\",\"personality.Is_0_14_73_115_stressors_description\":\"Resists formality and considers it limiting to their creative expression. They can become stressed when involved in a meticulous project or repetitive tasks. They might take nitpicking personally and will avoid blunt criticism from their teammates.\",\"personality.Is_0_14_73_115_supportingChampion_beforeMeeting\":\"Send them a heartwarming or funny story in reference to a shared laugh or inside joke you two had to keep them smiling.\\nRequest what you need in a sweet, lighthearted tone of voice.\\nSend supporting documentation that speaks to the heart rather than the head.\",\"personality.Is_0_14_73_115_supportingChampion_duringMeeting\":\"Commend them for their optimism and outgoing nature.\\nExpect them to want to support the conversation over causing conflict or overpowering anyone.\\nCheck in with your Champion when speaking about new features and team-wide benefits.\",\"personality.Is_0_14_73_115_threeWords\":\"Open, Inventive, Versatile\",\"personality.Is_0_14_73_115_urgencyAndPace_bulletPoints\":\"Include others in the process if they have a hard time sealing the deal\\nExude excitement and optimism towards forward progression\\nCheck in with friendly emails to take action\",\"personality.Is_0_14_73_115_urgencyAndPace_thisHappensBecause\":\"They are naturally fast-paced people, but they like to let things flow naturally. You may need to follow-up after meetings to check-in or remind them about a contract, but setting deadlines will only make them feel tense or frustrated.\",\"personality.Is_0_14_73_115_urgencyAndPace_tryThis\":\"I'm happy to talk whenever you'd like, so feel free to give me a call!\\nI'm happy to keep the conversation going if you want to hear more - there's no rush!\\nHere's what we can do next...\",\"personality.Is_0_14_73_115_workingTogether_bulletPoints\":\"Build social time into the workflow\\nDon't give them too much repetitive work\\nAvoid being overly critical\",\"personality.IS_0_14_73_83_behaviour_bulletPoints\":\"Consider social events a high priority\\nLose track of time while working\\nCreate enthusiasm for projects\",\"personality.IS_0_14_73_83_behaviour_description\":\"Make sure to explain what you personally like about what you're selling with them, rather than discussing facts or specifications. They are more likely to get excited about your pitch if they know the product is something that even you utilize.\",\"personality.IS_0_14_73_83_bookingMeeting_bulletPoints\":\"Keep it casual\\nBring up mutual connections, like a shared LinkedIn friend or a favorite restaurant\\nInvite others to the meeting for their additional comfort and support\",\"personality.IS_0_14_73_83_bookingMeeting_thisHappensBecause\":\"They built trust through shared personal connections, humor and casual conversation. If you get them to enjoy talking to you, even if it's through email at first, they'll be more interested in meeting with you. They're highly people-oriented, unlike D or C personality types who are most task-oriented.\",\"personality.IS_0_14_73_83_bookingMeeting_tryThis\":\"Whose buy-in will you need in the organization before making your decision?\\nI saw on your LinkedIn page that you worked at X. Did you know [person]?\\nI'd be happy to discuss whenever you're free!\",\"personality.IS_0_14_73_83_brief\":\"Tend to build trust quickly and value open, casual conversation.\",\"personality.IS_0_14_73_83_buildingRapport_bulletPoints\":\"Share stories and details about yourself\\nDip into some humor when it's appropriate\\nEstablish a personal connection first\",\"personality.IS_0_14_73_83_buildingRapport_thisHappensBecause\":\"They really appreciate and prioritize rapport-building. They need to trust you throughout the sales process, and feel like you care about them on a personal level, so it's important you don't rush this step.\",\"personality.IS_0_14_73_83_buildingRapport_tryThis\":\"I have a four-year-old, too. Glad we're past the terrible twos with him!\\nI have a Golden Retriever, too! What your dog's name?\\nI'd love to hear more about that...\",\"personality.IS_0_14_73_83_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding for how this tool is an awesome new additional to the team as a whole.\\nFocus on how the faster things can get going, the closer they can be to using an innovative new tool that's friendly to every member of the team.\\nSpeak with a passionate, connected tone of voice.\",\"personality.IS_0_14_73_83_discussingMoney_bulletPoints\":\"Show your pricing model through colorful and engaging visuals.\\nExplain what the price will bring as far as team-centered benefits and ongoing feature roll-outs.\\nSpeak of cross-team benefits and in team-centered terms.\",\"personality.IS_0_14_73_83_emailing_bulletPoints\":\"Make personal references and gestures\\nShare personal details\\nOffer something new and exciting\",\"personality.IS_0_14_73_83_emailing_description\":\"They tend to enjoy connecting with others, even through email, so avoid skipping over sharing information about yourself. Make sure your message sounds personable and friendly before hitting \\\"send\\\".\",\"personality.IS_0_14_73_83_energizers_bulletPoints\":\"Positive verbal recognition\\nEngaging conversation\\nSharing personal stories\",\"personality.IS_0_14_73_83_givingPitch_bulletPoints\":\"Show how your product can make their feelings and emotions more positive\\nBuild a connection upfront before getting into details\\nFocus on the human aspect of your product over flashy ROI stats\",\"personality.IS_0_14_73_83_givingPitch_thisHappensBecause\":\"They want personal connection, even during a pitch. They're less likely to care about the details, so sharing things like pricing upfront might be a turn-off for them. Keep the conversation engaging, light-hearted, and personalized to keep them excited.\",\"personality.IS_0_14_73_83_givingPitch_tryThis\":\"I can assure you that your team will be excited and love you for rolling this out.\\nYou wouldn't believe what happened to me one time when I was showing off this feature...\\nI, personally, use our product for X and it has really helped me feel...\",\"personality.IS_0_14_73_83_handlingCompetition_bulletPoints\":\"Show them examples of other clients (who are similar to them) who've loved your product\\nCompliment the competition before comparing yourself to them\\nShare your first-hand account on why you love the product you sell\",\"personality.IS_0_14_73_83_handlingCompetition_thisHappensBecause\":\"They have likely built trust in the other company if they're happily using the product, so they won't connect with you if you're bashing the other team. By instead focusing on how much you love your product and how it can make their team even happier, you're more likely to get them to consider your option instead.\",\"personality.IS_0_14_73_83_handlingCompetition_tryThis\":\"Seeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\\nI know there are a few other people trying to do this. All I'll say is that we have a team of creative, passionate people...\\nIs there something you wish they would do differently?\",\"personality.IS_0_14_73_83_meeting_bulletPoints\":\"Be open to a longer meeting\\nGreet them casually\\nKeep the discussion positive\",\"personality.IS_0_14_73_83_meeting_description\":\"Make sure to keep things optimistic when meeting with them. Let the conversation flow more naturally and make sure they get a chance to openly share their thoughts.\",\"personality.IS_0_14_73_83_painPoints_bulletPoints\":\"The inability to perform a task independently\\nCold and harsh supervisors\\nConflict between them and the rest of the team\",\"personality.IS_0_14_73_83_painPoints_thisHappensBecause\":\"They want people to feel happy and connected. They thrive when they're able to work closely with others and prevent any frustration or stress on their team that would otherwise create tension.\",\"personality.IS_0_14_73_83_painPoints_tryThis\":\"Our product will help ensure your team works together effectively.\\nTeam collaboration and communication is vital and we help improve that by...\\nThis opens up a whole new world...\",\"personality.IS_0_14_73_83_presentations_bulletPoints\":\"Use funny clips to poke at their humor\\nGo with bright and colorful graphics to engage their creative side\\nRelate to their specific pain points so they feel heard and understood\",\"personality.IS_0_14_73_83_presentations_thisHappensBecause\":\"They are likely to be pulled in by your excitement. The more excited you are about the product, the better they'll feel about it. Using color and graphics will also help keep their attention, since they can otherwise get easily lost in the conversation.\",\"personality.IS_0_14_73_83_presentations_tryThis\":\"Your employees will really enjoy this piece.\\nYou can really see just how much this product can do thanks to these graphics...\\nI wanted to show you what that stress could cost you throughout the year.\",\"personality.IS_0_14_73_83_problemApproach_bulletPoints\":\"Finding new ways of solving problems\\nCombining gut feelings and introspection\\nConsidering others' experiences\",\"personality.IS_0_14_73_83_problemApproach_thisHappensBecause\":\"They tend to approach problem-solving by learning more about how their team feels about issues. They want to talk through things with people they trust, and are likely to rely on a combination of gut-instinct and advice for decision-making.\",\"personality.IS_0_14_73_83_problemApproach_tryThis\":\"Why don't you talk through it a bit with your team to see how they feel?\\nWhen I started using this, it really helped me feel...\\nI'm here to assist in any way I can.\",\"personality.IS_0_14_73_83_speaking_bulletPoints\":\"Avoid being overly critical\\nValidate their ideas\\nMake time for small-talk\",\"personality.IS_0_14_73_83_stressors_bulletPoints\":\"Working alone for too long\\nFeeling ignored or rejected\\nNegative feedback from others\",\"personality.IS_0_14_73_83_stressors_description\":\"They prefer to work closely with others and is likely to feel drained after spending too much time alone. When they are unable to talk in-person with other people or connect with teammates on a more personal level, they are likely to feel uninspired and disconnected.\",\"personality.IS_0_14_73_83_supportingChampion_beforeMeeting\":\"Keep up their love for connection by speaking to them like a friend about what's needed on your end.\\nRequest what you need in an optimistic, supportive tone of voice.\\nSend them supporting documentation that speaks to team-wide happiness and morale.\",\"personality.IS_0_14_73_83_supportingChampion_duringMeeting\":\"Commend them for their consideration of their entire team when thinking of implementing your product.\\nCheck in with your Champion when speaking about team-wide happiness and cool new features.\\nExpect them to avoid conflict in the conversation.\",\"personality.IS_0_14_73_83_threeWords\":\"Cooperative, Intuitive, Approachable\",\"personality.IS_0_14_73_83_urgencyAndPace_bulletPoints\":\"Show them how much better their team will work\\nAsk questions that speak to their feelings as opposed to their timeline and budget\\nExude passion and excitement\",\"personality.IS_0_14_73_83_urgencyAndPace_thisHappensBecause\":\"They often want to move things along quickly, especially if they're really excited about the product. However, they're likely to consider others on their team and need their buy-in before committing to a change. They want to move at a pace that's fast enough for them, but doesn't cause the rest of their team any stress.\",\"personality.IS_0_14_73_83_urgencyAndPace_tryThis\":\"Here's what we can do next...\\nI'm happy to talk whenever you'd like, so feel free to give me a call!\\nI want to make sure you're happy before we move forward. Are there any other questions I can answer?\",\"personality.IS_0_14_73_83_workingTogether_bulletPoints\":\"Verbally praise and appreciate good work\\nHold regular team gatherings\\nLet them have a bit of flexibility\",\"personality.Is_15_24_73_115_behaviour_bulletPoints\":\"Bouncing between topics in a conversation\\nTrying to reduce or avoid structure and bureaucracy\\nFeeling comfortable speaking to a new person\",\"personality.Is_15_24_73_115_behaviour_description\":\"Likely enjoys interesting, and sometimes conceptual, ideas. Feel free to use metaphor or hyperbole to add to your pitch and keep them engaged.\",\"personality.Is_15_24_73_115_bookingMeeting_bulletPoints\":\"Share your enthusiasm for speaking more about your possible partnership\\nPropose a time for them so they don't forget\\nBe casual\",\"personality.Is_15_24_73_115_bookingMeeting_thisHappensBecause\":\"They enjoy getting to know new people, so that can work in your favor as long as you're interesting enough for them to know. If you seem genuine and can rope them in with a good story, they'll likely feel excited enough to meet with you.\",\"personality.Is_15_24_73_115_bookingMeeting_tryThis\":\"Let me know when works best for you to talk!\\nI'd be happy to discuss whenever you're free!\\nI never thought we'd be able to create something like this...\",\"personality.Is_15_24_73_115_brief\":\"Tends to be open and inviting with new people, often getting energized when collaborating on a shared idea.\",\"personality.Is_15_24_73_115_buildingRapport_bulletPoints\":\"Share some fun stories that'll make them laugh\\nLean into their sense of humor\\nEstablish connection before talking details\",\"personality.Is_15_24_73_115_buildingRapport_thisHappensBecause\":\"They will use their connection with you as a way to feel interested in the product. If they like you and feel comfortable and engaged with what you're saying, they'll think positively of the product, too.\",\"personality.Is_15_24_73_115_buildingRapport_tryThis\":\"I have a Golden Retriever, too! What your dog's name?\\nYou're from X? Me too! Do you know...\\nI have a four-year-old, too. Glad we're past the terrible twos with him!\",\"personality.Is_15_24_73_115_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding of how this tool can really live up to the feature-heavy, holistic benefits that you provide.\\nSpeak with an enthusiastic, connected tone of voice.\\nFocus on how the faster things can get going, the sooner he is able to utilize a really cool tool that everyone will love.\",\"personality.Is_15_24_73_115_discussingMoney_bulletPoints\":\"Speak of cross-team benefits and in people-centered terms.\\nExplain what the price will bring as far as new feature roll-outs and team-wide support.\\nShow your pricing model through colorful charts or fun animations.\",\"personality.Is_15_24_73_115_emailing_bulletPoints\":\"Use an emoticon :)\\nMake it funny\\nInclude visual aids where possible\",\"personality.Is_15_24_73_115_emailing_description\":\"A great collaborator and enjoys brainstorming ideas but isn't very detail-oriented, so when reaching out to them, use friendly, enthusiastic language and try to avoid big lists of information.\",\"personality.Is_15_24_73_115_energizers_bulletPoints\":\"Interesting ideas\\nNew friendships\\nPeer recognition\",\"personality.Is_15_24_73_115_givingPitch_bulletPoints\":\"Use storytelling to paint a picture of your product's solution\\nSpeak in a casual tone of voice\\nMake them laugh so they can connect with you on a personal level\",\"personality.Is_15_24_73_115_givingPitch_thisHappensBecause\":\"They want to connect with you through conversation. If your pitch is too stale and centered only around you sharing about the product, without room for them to share their thoughts, engage with what you're saying, or even let the conversation go off-track at times, they'll grow bored and uninterested.\",\"personality.Is_15_24_73_115_givingPitch_tryThis\":\"You wouldn't believe what happened to me one time when I was showing off this feature...\\nNow if you can picture what it's like to...\\nI can assure you that your team will be excited and love you for rolling this out.\",\"personality.Is_15_24_73_115_handlingCompetition_bulletPoints\":\"Lean in on innovation\\nKeep things positive and light-hearted\\nFocus on your product instead of your competition\",\"personality.Is_15_24_73_115_handlingCompetition_thisHappensBecause\":\"They aren't very competitive and enjoy positive conversation. Being overly critical of the competition, especially if you spend a lot of time talking about it, is likely to be a big turn-off for them.\",\"personality.Is_15_24_73_115_handlingCompetition_tryThis\":\"I know there are a few other people trying to do this. All I'll say is that we have a team of creative, passionate people...\\nWe want to push the envelope and make amazing, cutting-edge products.\\nSeeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\",\"personality.Is_15_24_73_115_meeting_bulletPoints\":\"Engage them in conversation\\nCreate time to freely discuss ideas\\nSchedule meetings over food and drinks\",\"personality.Is_15_24_73_115_meeting_description\":\"Tends to appreciate flexibility, so allow for some wiggle-room in the scheduling of the meeting. Throughout the conversation, make sure they have a chance to share their thoughts, but keep the meeting fairly organized so you're able to wrap things up with an actionable conclusion.\",\"personality.Is_15_24_73_115_painPoints_bulletPoints\":\"Overly hand-holding and micromanaging leaders\\nHarsh team members\\nA lack of innovation or new problem-solving methods\",\"personality.Is_15_24_73_115_painPoints_thisHappensBecause\":\"They are optimistic people and are may only feel more stressed by talking through their exact frustrations. In fact, they may not always be aware of current stressors, since they try to spin most things into a positive. By ensuring the conversation centers around the creativity, innovation, and opportunity provided by your product, you can keep them engaged and inspired.\",\"personality.Is_15_24_73_115_painPoints_tryThis\":\"Everyone is going to absolutely love this...\\nThis opens up a whole new world...\\nEveryone you know is going to be so excited by this...\",\"personality.Is_15_24_73_115_presentations_bulletPoints\":\"Use their personal painpoints in examples within your presentation\\nUse bright visual aids to add to the conversation\\nCrack a few jokes and share funny memes to brighten their mood\",\"personality.Is_15_24_73_115_presentations_thisHappensBecause\":\"They can be inspired by creative visuals that help tell the story of your product and company. It's important, though, that the visuals are used intentionally to enhance the story you're telling, rather than just using them as an attempt to fill a bland presentation.\",\"personality.Is_15_24_73_115_presentations_tryThis\":\"You can really see just how much this product can do thanks to these graphics...\\nOh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone!\\nYour employees will really enjoy this piece.\",\"personality.Is_15_24_73_115_problemApproach_bulletPoints\":\"Siding with people instead of considering a situation without bias\\nHaving many ideas to juggle\\nFollowing their instincts\",\"personality.Is_15_24_73_115_problemApproach_thisHappensBecause\":\"They are likely to look for a quick and easy fix that will make their team happy. They follow their instincts and trust positive, genuine people. If you can establish a good connection with them and sell your product as an innovative, easy-to-use solution, they're likely to feel more eager and invested.\",\"personality.Is_15_24_73_115_problemApproach_tryThis\":\"When I started using this, it really helped me feel...\\nWatch this - you won't believe how incredible this is...\\nWhy don't you talk through it a bit with your team to see how they feel?\",\"personality.Is_15_24_73_115_speaking_bulletPoints\":\"Keep conversation lighthearted\\nTalk about abstract philosophies or ideas\\nUse self-deprecating humor\",\"personality.Is_15_24_73_115_stressors_bulletPoints\":\"Lack of creativity in an environment\\nWhen others nitpick details\\nOverly predictable, \\\"safe\\\" environments\",\"personality.Is_15_24_73_115_stressors_description\":\"They feel drained by overly predictable environments. As a naturally creative person, they regularly crave change and are likely to grow bored, and potentially less productive, by an excess of routine.\",\"personality.Is_15_24_73_115_supportingChampion_beforeMeeting\":\"Send them a heartwarming or funny story in reference to a shared laugh or inside joke you two had to keep him smiling.\\nRequest what you need in a sweet, lighthearted tone of voice.\\nSend supporting documentation that speaks to the heart rather than the head.\",\"personality.Is_15_24_73_115_supportingChampion_duringMeeting\":\"Commend them for their optimism and outgoing nature.\\nExpect them to want to support the conversation over causing conflict or overpowering anyone.\\nCheck in with your Champion when speaking about new features and team-wide benefits.\",\"personality.Is_15_24_73_115_threeWords\":\"Versatile, Open, Personable\",\"personality.Is_15_24_73_115_urgencyAndPace_bulletPoints\":\"Include others in the process if they have a hard time sealing the deal\\nExude excitement and optimism towards forward progression\\nCheck in with friendly emails to take action\",\"personality.Is_15_24_73_115_urgencyAndPace_thisHappensBecause\":\"They are naturally fast-paced people, but they like to let things flow naturally. You may need to follow-up after meetings to check-in or remind them about a contract, but setting deadlines will only make them feel tense or frustrated.\",\"personality.Is_15_24_73_115_urgencyAndPace_tryThis\":\"I'm happy to talk whenever you'd like, so feel free to give me a call!\\nI'm happy to keep the conversation going if you want to hear more - there's no rush!\\nHere's what we can do next...\",\"personality.Is_15_24_73_115_workingTogether_bulletPoints\":\"Avoid being overly critical\\nBuild social time into the workflow\\nHelp keep them accountable to deadlines\",\"personality.IS_15_24_73_83_behaviour_bulletPoints\":\"Feeling sad if an accomplishment goes unrecognized\\nOpenly discussing emotions\\nLosing track of time while working\",\"personality.IS_15_24_73_83_behaviour_description\":\"They will likely trust in what you're selling more if they have a chance to connect with you on a deeper level. Throughout the discussion, bring in personal information to help them build confidence in you as a person.\",\"personality.IS_15_24_73_83_bookingMeeting_bulletPoints\":\"Keep it casual\\nBring up mutual connections, like a shared LinkedIn friend or a favorite restaurant\\nInvite others to the meeting for their additional comfort and support\",\"personality.IS_15_24_73_83_bookingMeeting_thisHappensBecause\":\"They built trust through shared personal connections, humor and casual conversation. If you get them to enjoy talking to you, even if it's through email at first, they'll be more interested in meeting with you. They're highly people-oriented, unlike D or C personality types who are most task-oriented.\",\"personality.IS_15_24_73_83_bookingMeeting_tryThis\":\"Whose buy-in will you need in the organization before making your decision?\\nI saw on your LinkedIn page that you worked at X. Did you know [person]?\\nI'd be happy to discuss whenever you're free!\",\"personality.IS_15_24_73_83_brief\":\"Tends to be energized by teaching and interacting with others, prioritizing relationships over immediate achievement.\",\"personality.IS_15_24_73_83_buildingRapport_bulletPoints\":\"Share stories and details about yourself\\nDip into some humor when it's appropriate\\nEstablish a personal connection first\",\"personality.IS_15_24_73_83_buildingRapport_thisHappensBecause\":\"They really appreciate and prioritize rapport-building. They need to trust you throughout the sales process, and feel like you care about them on a personal level, so it's important you don't rush this step.\",\"personality.IS_15_24_73_83_buildingRapport_tryThis\":\"I have a four-year-old, too. Glad we're past the terrible twos with him!\\nI have a Golden Retriever, too! What your dog's name?\\nI'd love to hear more about that...\",\"personality.IS_15_24_73_83_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from a lack of understanding for how this tool is an awesome new additional to the team as a whole.\\nFocus on how the faster things can get going, the closer they can be to using an innovative new tool that's friendly to every member of the team.\\nSpeak with a passionate, connected tone of voice.\",\"personality.IS_15_24_73_83_discussingMoney_bulletPoints\":\"Show your pricing model through colorful and engaging visuals.\\nExplain what the price will bring as far as team-centered benefits and ongoing feature roll-outs.\\nSpeak of cross-team benefits and in team-centered terms.\",\"personality.IS_15_24_73_83_emailing_bulletPoints\":\"Share personal details\\nUse a friendly introduction, rather than a direct one\\nMake personal references and gestures\",\"personality.IS_15_24_73_83_emailing_description\":\"They enjoy open, casual conversations, so when reaching out to them, try to set a time to talk on the phone or in person. They will respond better to setting a time to talk rather than being presented with lots of detailed information.\",\"personality.IS_15_24_73_83_energizers_bulletPoints\":\"Engaging conversation\\nConnecting deeply with others\\nPositive verbal recognition\",\"personality.IS_15_24_73_83_givingPitch_bulletPoints\":\"Show how your product can make their feelings and emotions more positive\\nBuild a connection upfront before getting into details\\nFocus on the human aspect of your product over flashy ROI stats\",\"personality.IS_15_24_73_83_givingPitch_thisHappensBecause\":\"They want personal connection, even during a pitch. They're less likely to care about the details, so sharing things like pricing upfront might be a turn-off for them. Keep the conversation engaging, light-hearted, and personalized to keep them excited.\",\"personality.IS_15_24_73_83_givingPitch_tryThis\":\"I can assure you that your team will be excited and love you for rolling this out.\\nYou wouldn't believe what happened to me one time when I was showing off this feature...\\nI, personally, use our product for X and it has really helped me feel...\",\"personality.IS_15_24_73_83_handlingCompetition_bulletPoints\":\"Show them examples of other clients (who are similar to them) who've loved your product\\nCompliment the competition before comparing yourself to them\\nShare your first-hand account on why you love the product you sell\",\"personality.IS_15_24_73_83_handlingCompetition_thisHappensBecause\":\"They have likely built trust in the other company if they're happily using the product, so they won't connect with you if you're bashing the other team. By instead focusing on how much you love your product and how it can make their team even happier, you're more likely to get them to consider your option instead.\",\"personality.IS_15_24_73_83_handlingCompetition_tryThis\":\"Seeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\\nI know there are a few other people trying to do this. All I'll say is that we have a team of creative, passionate people...\\nIs there something you wish they would do differently?\",\"personality.IS_15_24_73_83_meeting_bulletPoints\":\"Greet them casually\\nMake sure the conversation reaches an actionable conclusion\\nBe open to a longer meeting\",\"personality.IS_15_24_73_83_meeting_description\":\"They tend to appreciate more casual, relaxed meetings. Make an effort to connect with them by sharing personal stories and asking them about their life. Highlight any shares beliefs or experiences.\",\"personality.IS_15_24_73_83_painPoints_bulletPoints\":\"The inability to perform a task independently\\nCold and harsh supervisors\\nConflict between them and the rest of the team\",\"personality.IS_15_24_73_83_painPoints_thisHappensBecause\":\"They want people to feel happy and connected. They thrive when they're able to work closely with others and prevent any frustration or stress on their team that would otherwise create tension.\",\"personality.IS_15_24_73_83_painPoints_tryThis\":\"Our product will help ensure your team works together effectively.\\nTeam collaboration and communication is vital and we help improve that by...\\nThis opens up a whole new world...\",\"personality.IS_15_24_73_83_presentations_bulletPoints\":\"Use funny clips to poke at their humor\\nGo with bright and colorful graphics to engage their creative side\\nRelate to their specific pain points so they feel heard and understood\",\"personality.IS_15_24_73_83_presentations_thisHappensBecause\":\"They are likely to be pulled in by your excitement. The more excited you are about the product, the better they'll feel about it. Using color and graphics will also help keep their attention, since they can otherwise get easily lost in the conversation.\",\"personality.IS_15_24_73_83_presentations_tryThis\":\"Your employees will really enjoy this piece.\\nYou can really see just how much this product can do thanks to these graphics...\\nI wanted to show you what that stress could cost you throughout the year.\",\"personality.IS_15_24_73_83_problemApproach_bulletPoints\":\"Finding new ways of solving problems\\nCombining gut feelings and introspection\\nConsidering others' experiences\",\"personality.IS_15_24_73_83_problemApproach_thisHappensBecause\":\"They tend to approach problem-solving by learning more about how their team feels about issues. They want to talk through things with people they trust, and are likely to rely on a combination of gut-instinct and advice for decision-making.\",\"personality.IS_15_24_73_83_problemApproach_tryThis\":\"Why don't you talk through it a bit with your team to see how they feel?\\nWhen I started using this, it really helped me feel...\\nI'm here to assist in any way I can.\",\"personality.IS_15_24_73_83_speaking_bulletPoints\":\"Validate their ideas\\nUse warm, inviting language\\nAvoid being overly critical\",\"personality.IS_15_24_73_83_stressors_bulletPoints\":\"Feeling ignored or rejected\\nDirect verbal conflict\\nWorking alone for too long\",\"personality.IS_15_24_73_83_stressors_description\":\"They may feel frustrated when others talk over them or don't take their ideas seriously. They will likely become overwhelmed if they doesn't feel valued and accepted by those around them, which will likely cause them to shut down.\",\"personality.IS_15_24_73_83_supportingChampion_beforeMeeting\":\"Keep up their love for connection by speaking to them like a friend about what's needed on your end.\\nRequest what you need in an optimistic, supportive tone of voice.\\nSend them supporting documentation that speaks to team-wide happiness and morale.\",\"personality.IS_15_24_73_83_supportingChampion_duringMeeting\":\"Commend them for their consideration of their entire team when thinking of implementing your product.\\nCheck in with your Champion when speaking about team-wide happiness and cool new features.\\nExpect them to avoid conflict in the conversation.\",\"personality.IS_15_24_73_83_threeWords\":\"Intuitive, Warm, Cooperative\",\"personality.IS_15_24_73_83_urgencyAndPace_bulletPoints\":\"Show them how much better their team will work\\nAsk questions that speak to their feelings as opposed to their timeline and budget\\nExude passion and excitement\",\"personality.IS_15_24_73_83_urgencyAndPace_thisHappensBecause\":\"They often want to move things along quickly, especially if they're really excited about the product. However, they're likely to consider others on their team and need their buy-in before committing to a change. They want to move at a pace that's fast enough for them, but doesn't cause the rest of their team any stress.\",\"personality.IS_15_24_73_83_urgencyAndPace_tryThis\":\"Here's what we can do next...\\nI'm happy to talk whenever you'd like, so feel free to give me a call!\\nI want to make sure you're happy before we move forward. Are there any other questions I can answer?\",\"personality.IS_15_24_73_83_workingTogether_bulletPoints\":\"When working with Ise:\\nHold regular team gatherings\\nCultivate a sense of team spirit\\nVerbally praise and appreciate good work\",\"personality.Is_25_54_73_115_behaviour_bulletPoints\":\"Celebrating shared victories\\nEnjoying a story more than a list of facts\\nPreferring to work in groups\",\"personality.Is_25_54_73_115_behaviour_description\":\"Be excited about your own idea or product when selling to them. They are much more likely to engage with something you seem passionate and enthusiastic about.\",\"personality.Is_25_54_73_115_bookingMeeting_bulletPoints\":\"Be casual\\nPropose a time for them so they don't forget\\nShare your enthusiasm for speaking more about your possible partnership\",\"personality.Is_25_54_73_115_bookingMeeting_thisHappensBecause\":\"They enjoy getting to know new people, so that can work in your favor as long as you're interesting enough for them to know. If you seem genuine and can rope them in with a good story, they'll likely feel excited enough to meet with you.\",\"personality.Is_25_54_73_115_bookingMeeting_tryThis\":\"I'd be happy to discuss whenever you're free!\\nLet me know when works best for you to talk!\\nWhose buy-in will you need in the organization before making your decision?\",\"personality.Is_25_54_73_115_brief\":\"Likely to resist formal structure and value collaborative, warm, supportive interactions.\",\"personality.Is_25_54_73_115_buildingRapport_bulletPoints\":\"Establish connection before talking details\\nLean into their sense of humor\\nShare some fun stories that'll make them laugh\",\"personality.Is_25_54_73_115_buildingRapport_thisHappensBecause\":\"They will use their connection with you as a way to feel interested in the product. If they like you and feel comfortable and engaged with what you're saying, they'll think positively of the product, too.\",\"personality.Is_25_54_73_115_buildingRapport_tryThis\":\"I have a Golden Retriever, too! What your dog's name?\\nI have a four-year-old, too. Glad we're past the terrible twos with him!\\nYou're from X? Me too! Do you know...\",\"personality.Is_25_54_73_115_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the sooner they is able to utilize a really cool tool that everyone will love.\\nSpeak with an enthusiastic, connected tone of voice.\\nExpect long-term hold-ups to come from a lack of understanding of how this tool can really live up to the feature-heavy, holistic benefits that you provide.\",\"personality.Is_25_54_73_115_discussingMoney_bulletPoints\":\"Show your pricing model through colorful charts or fun animations.\\nExplain what the price will bring as far as new feature roll-outs and team-wide support.\\nSpeak of cross-team benefits and in people-centered terms.\",\"personality.Is_25_54_73_115_emailing_bulletPoints\":\"Offer something new and exciting\\nMake personal references and gestures\\nUse expressive, colorful language\",\"personality.Is_25_54_73_115_emailing_description\":\"Likely to respond well if you bring up mutual friends or connections and write about things in a positive tone.\",\"personality.Is_25_54_73_115_energizers_bulletPoints\":\"Sharing personal stories\\nPositive verbal recognition\\nFeeling accepted\",\"personality.Is_25_54_73_115_givingPitch_bulletPoints\":\"Make them laugh so they can connect with you on a personal level\\nSpeak in a casual tone of voice\\nUse storytelling to paint a picture of your product's solution\",\"personality.Is_25_54_73_115_givingPitch_thisHappensBecause\":\"They want to connect with you through conversation. If your pitch is too stale and centered only around you sharing about the product, without room for them to share their thoughts, engage with what you're saying, or even let the conversation go off-track at times, they'll grow bored and uninterested.\",\"personality.Is_25_54_73_115_givingPitch_tryThis\":\"You wouldn't believe what happened to me one time when I was showing off this feature...\\nI can assure you that your team will be excited and love you for rolling this out.\\nNow if you can picture what it's like to...\",\"personality.Is_25_54_73_115_handlingCompetition_bulletPoints\":\"Focus on your product instead of your competition\\nKeep things positive and light-hearted\\nLean in on innovation\",\"personality.Is_25_54_73_115_handlingCompetition_thisHappensBecause\":\"They aren't very competitive and enjoy positive conversation. Being overly critical of the competition, especially if you spend a lot of time talking about it, is likely to be a big turn-off for them.\",\"personality.Is_25_54_73_115_handlingCompetition_tryThis\":\"I know there are a few other people trying to do this. All I'll say is that we have a team of creative, passionate people...\\nSeeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\\nWe want to push the envelope and make amazing, cutting-edge products.\",\"personality.Is_25_54_73_115_meeting_bulletPoints\":\"Keep the discussion positive\\nBe open to a longer meeting\\nHighlight shared victories\",\"personality.Is_25_54_73_115_meeting_description\":\"Keep meetings very casual. If others are involved, ensure that everyone has an opportunity to talk and share their perspective. Listen to and affirm their ideas.\",\"personality.Is_25_54_73_115_painPoints_bulletPoints\":\"A lack of innovation or new problem-solving methods\\nHarsh team members\\nOverly hand-holding and micromanaging leaders\",\"personality.Is_25_54_73_115_painPoints_thisHappensBecause\":\"They are optimistic people and are may only feel more stressed by talking through their exact frustrations. In fact, they may not always be aware of current stressors, since they try to spin most things into a positive. By ensuring the conversation centers around the creativity, innovation, and opportunity provided by your product, you can keep them engaged and inspired.\",\"personality.Is_25_54_73_115_painPoints_tryThis\":\"This opens up a whole new world...\\nEveryone is going to absolutely love this...\\nOur product will help ensure your team works together effectively.\",\"personality.Is_25_54_73_115_presentations_bulletPoints\":\"Crack a few jokes and share funny memes to brighten their mood\\nUse bright visual aids to add to the conversation\\nUse their personal painpoints in examples within your presentation\",\"personality.Is_25_54_73_115_presentations_thisHappensBecause\":\"They can be inspired by creative visuals that help tell the story of your product and company. It's important, though, that the visuals are used intentionally to enhance the story you're telling, rather than just using them as an attempt to fill a bland presentation.\",\"personality.Is_25_54_73_115_presentations_tryThis\":\"You can really see just how much this product can do thanks to these graphics...\\nYour employees will really enjoy this piece.\\nOh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone!\",\"personality.Is_25_54_73_115_problemApproach_bulletPoints\":\"Following their instincts\\nHaving many ideas to juggle\\nSiding with people instead of considering a situation without bias\",\"personality.Is_25_54_73_115_problemApproach_thisHappensBecause\":\"They are likely to look for a quick and easy fix that will make their team happy. They follow their instincts and trust positive, genuine people. If you can establish a good connection with them and sell your product as an innovative, easy-to-use solution, they're likely to feel more eager and invested.\",\"personality.Is_25_54_73_115_problemApproach_tryThis\":\"When I started using this, it really helped me feel...\\nWhy don't you talk through it a bit with your team to see how they feel?\\nWatch this - you won't believe how incredible this is...\",\"personality.Is_25_54_73_115_speaking_bulletPoints\":\"Make time for small-talk\\nAvoid being overly critical\\nSpeak with an informal tone\",\"personality.Is_25_54_73_115_stressors_bulletPoints\":\"Negative feedback from others\\nWorking alone for too long\\nFeeling excluded from events\",\"personality.Is_25_54_73_115_stressors_description\":\"They are naturally enthusiastic and positive, so they may grow frustrated by repeated negativity from others. If teammates focus too closely on what may go wrong or show strong objections toward their ideas, they are likely to feel overwhelmed and drained.\",\"personality.Is_25_54_73_115_supportingChampion_beforeMeeting\":\"Send supporting documentation that speaks to the heart rather than the head.\\nRequest what you need in a sweet, lighthearted tone of voice.\\nSend them a heartwarming or funny story in reference to a shared laugh or inside joke you two had to keep them smiling.\",\"personality.Is_25_54_73_115_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about new features and team-wide benefits.\\nExpect them to want to support the conversation over causing conflict or overpowering anyone.\\nCommend them for their optimism and outgoing nature.\",\"personality.Is_25_54_73_115_threeWords\":\"Approachable, Cooperative, Optimistic\",\"personality.Is_25_54_73_115_urgencyAndPace_bulletPoints\":\"Check in with friendly emails to take action\\nExude excitement and optimism towards forward progression\\nInclude others in the process if they have a hard time sealing the deal\",\"personality.Is_25_54_73_115_urgencyAndPace_thisHappensBecause\":\"They are naturally fast-paced people, but they like to let things flow naturally. You may need to follow-up after meetings to check-in or remind them about a contract, but setting deadlines will only make them feel tense or frustrated.\",\"personality.Is_25_54_73_115_urgencyAndPace_tryThis\":\"I'm happy to talk whenever you'd like, so feel free to give me a call!\\nHere's what we can do next...\\nI'm happy to keep the conversation going if you want to hear more - there's no rush!\",\"personality.Is_25_54_73_115_workingTogether_bulletPoints\":\"Let them have a bit of flexibility\\nVerbally praise and appreciate good work\\nAgree on a common goal\",\"personality.IS_25_54_73_83_behaviour_bulletPoints\":\"Having patience for some mistakes\\nCollaborating frequently\\nBeing accommodating and forgiving with their time\",\"personality.IS_25_54_73_83_behaviour_description\":\"When selling to them, make an effort to connect on a personal level. Try to leverage any mutual friends or shared experiences you may have, so they have a chance to get to know you more.\",\"personality.IS_25_54_73_83_bookingMeeting_bulletPoints\":\"Bring up mutual connections, like a shared LinkedIn friend or a favorite restaurant\\nInvite others to the meeting for their additional comfort and support\\nPropose a time for them and ask what they think\",\"personality.IS_25_54_73_83_bookingMeeting_thisHappensBecause\":\"They built trust through shared personal connections, humor and casual conversation. If you get them to enjoy talking to you, even if it's through email at first, they'll be more interested in meeting with you. They're highly people-oriented, unlike D or C personality types who are most task-oriented.\",\"personality.IS_25_54_73_83_bookingMeeting_tryThis\":\"I saw on your LinkedIn page that you worked at X. Did you know [person]?\\n...If neither of those work, please let me know which times would work better and I'd be happy to adjust my schedule accordingly.\\nWhose buy-in will you need in the organization before making your decision?\",\"personality.IS_25_54_73_83_brief\":\"Tends to prefer collaboration over independent work, and is likely to thrive in a stable, welcoming environment.\",\"personality.IS_25_54_73_83_buildingRapport_bulletPoints\":\"Dip into some humor when it's appropriate\\nEstablish a personal connection first\\nPractice active listening\",\"personality.IS_25_54_73_83_buildingRapport_thisHappensBecause\":\"They really appreciate and prioritize rapport-building. They need to trust you throughout the sales process, and feel like you care about them on a personal level, so it's important you don't rush this step.\",\"personality.IS_25_54_73_83_buildingRapport_tryThis\":\"I'd love to hear more about that...\\nI have a four-year-old, too. Glad we're past the terrible twos with him!\\nI have a Golden Retriever, too! What your dog's name?\",\"personality.IS_25_54_73_83_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to using an innovative new tool that's friendly to every member of the team.\\nSpeak with a passionate, connected tone of voice.\\nExpect long-term hold-ups to come from not trusting that your product can benefit their team as a whole.\",\"personality.IS_25_54_73_83_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as team-centered benefits and ongoing feature roll-outs.\\nSpeak of cross-team benefits and in team-centered terms.\\nSpeak in terms of trust and accountability.\",\"personality.IS_25_54_73_83_emailing_bulletPoints\":\"End the message with positivity\\nTry to get to a more personal medium, like on the phone or in-person\\nUse a friendly introduction, rather than a direct one\",\"personality.IS_25_54_73_83_emailing_description\":\"They tend to be friendly and agreeable. Make sure to address them warmly and show enthusiasm in your outreach.\",\"personality.IS_25_54_73_83_energizers_bulletPoints\":\"Peaceful environments\\nDeep friendships\\nCollaboration\",\"personality.IS_25_54_73_83_givingPitch_bulletPoints\":\"Build a connection upfront before getting into details\\nFocus on the human aspect of your product over flashy ROI stats\\nFind common ground with their woes\",\"personality.IS_25_54_73_83_givingPitch_thisHappensBecause\":\"They want personal connection, even during a pitch. They're less likely to care about the details, so sharing things like pricing upfront might be a turn-off for them. Keep the conversation engaging, light-hearted, and personalized to keep them excited.\",\"personality.IS_25_54_73_83_givingPitch_tryThis\":\"I, personally, use our product for X and it has really helped me feel...\\nI can assure you that your team will be excited and love you for rolling this out.\\nYou wouldn't believe what happened to me one time when I was showing off this feature...\",\"personality.IS_25_54_73_83_handlingCompetition_bulletPoints\":\"Compliment the competition before comparing yourself to them\\nShare your first-hand account on why you love the product you sell\\nShowcase your team's commitment to excellence\",\"personality.IS_25_54_73_83_handlingCompetition_thisHappensBecause\":\"They have likely built trust in the other company if they're happily using the product, so they won't connect with you if you're bashing the other team. By instead focusing on how much you love your product and how it can make their team even happier, you're more likely to get them to consider your option instead.\",\"personality.IS_25_54_73_83_handlingCompetition_tryThis\":\"Is there something you wish they would do differently?\\nSeeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\\nI know there are a few other people trying to do this. All I'll say is that we have a team of creative, passionate people...\",\"personality.IS_25_54_73_83_meeting_bulletPoints\":\"Focus on group accomplishment\\nEngage them in casual conversation\\nInvolve everyone in the discussion\",\"personality.IS_25_54_73_83_meeting_description\":\"Keep meetings with them relaxed and inviting. Take your time in discussion and make sure everyone involved has an opportunity to share their thoughts on the matter before moving on.\",\"personality.IS_25_54_73_83_painPoints_bulletPoints\":\"Cold and harsh supervisors\\nConflict between them and the rest of the team\\nUnharmonious methods of working\",\"personality.IS_25_54_73_83_painPoints_thisHappensBecause\":\"They want people to feel happy and connected. They thrive when they're able to work closely with others and prevent any frustration or stress on their team that would otherwise create tension.\",\"personality.IS_25_54_73_83_painPoints_tryThis\":\"Team collaboration and communication is vital and we help improve that by...\\nI completely understand your frustration.\\nOur product will help ensure your team works together effectively.\",\"personality.IS_25_54_73_83_presentations_bulletPoints\":\"Go with bright and colorful graphics to engage their creative side\\nRelate to their specific pain points so they feel heard and understood\\nRefer to their painpoints often so they know you're listening\",\"personality.IS_25_54_73_83_presentations_thisHappensBecause\":\"They are likely to be pulled in by your excitement. The more excited you are about the product, the better they'll feel about it. Using color and graphics will also help keep their attention, since they can otherwise get easily lost in the conversation.\",\"personality.IS_25_54_73_83_presentations_tryThis\":\"I wanted to show you what that stress could cost you throughout the year.\\nYour employees will really enjoy this piece.\\nYou can really see just how much this product can do thanks to these graphics...\",\"personality.IS_25_54_73_83_problemApproach_bulletPoints\":\"Combining gut feelings and introspection\\nConsidering others' experiences\\nThinking of more trusted, proven solutions\",\"personality.IS_25_54_73_83_problemApproach_thisHappensBecause\":\"They tend to approach problem-solving by learning more about how their team feels about issues. They want to talk through things with people they trust, and are likely to rely on a combination of gut-instinct and advice for decision-making.\",\"personality.IS_25_54_73_83_problemApproach_tryThis\":\"I'm here to assist in any way I can.\\nWhy don't you talk through it a bit with your team to see how they feel?\\nWhen I started using this, it really helped me feel...\",\"personality.IS_25_54_73_83_speaking_bulletPoints\":\"Give them plenty of time to share their thoughts\\nRecognize and appreciate their contributions\\nKeep an open mind\",\"personality.IS_25_54_73_83_stressors_bulletPoints\":\"Emotional detachment\\nBlunt criticism\\nBeing rushed by other people\",\"personality.IS_25_54_73_83_stressors_description\":\"They may feel drained by unpredictable and chaotic environments. They may be uncomfortable with unstructured tasks that lack a clearly defined goal.\",\"personality.IS_25_54_73_83_supportingChampion_beforeMeeting\":\"Request what you need in an optimistic, supportive tone of voice.\\nSend them supporting documentation that speaks to team-wide happiness and morale.\\nKeep up their love for connection by giving a personal testimonial on your product.\",\"personality.IS_25_54_73_83_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about team-wide happiness and cool new features.\\nExpect them to avoid conflict in the conversation.\\nCommend them for their understanding and empathy throughout the process.\",\"personality.IS_25_54_73_83_threeWords\":\"Trusting, Diplomatic, Hospitable\",\"personality.IS_25_54_73_83_urgencyAndPace_bulletPoints\":\"Ask questions that speak to their feelings as opposed to their timeline and budget\\nExude passion and excitement\\nShow them that their emotions are at the forefront of your mind\",\"personality.IS_25_54_73_83_urgencyAndPace_thisHappensBecause\":\"They often want to move things along quickly, especially if they're really excited about the product. However, they're likely to consider others on their team and need their buy-in before committing to a change. They want to move at a pace that's fast enough for them, but doesn't cause the rest of their team any stress.\",\"personality.IS_25_54_73_83_urgencyAndPace_tryThis\":\"I want to make sure you're happy before we move forward. Are there any other questions I can answer?\\nHere's what we can do next...\\nI'm happy to talk whenever you'd like, so feel free to give me a call!\",\"personality.IS_25_54_73_83_workingTogether_bulletPoints\":\"Confront conflict in person, not over email\\nRespect their work-life balance\\nCultivate a sense of team spirit\",\"personality.Is_55_100_73_115_behaviour_bulletPoints\":\"They may naturally\\nCelebrating shared victories\\nEnjoying a story more than a list of facts\\nPreferring to work in groups\",\"personality.Is_55_100_73_115_behaviour_description\":\"Be excited about your own idea or product when selling to them. They are much more likely to engage with something you seem passionate and enthusiastic about.\",\"personality.Is_55_100_73_115_bookingMeeting_bulletPoints\":\"Be casual\\nPropose a time for them so they don't forget\\nShare your enthusiasm for speaking more about your possible partnership\",\"personality.Is_55_100_73_115_bookingMeeting_thisHappensBecause\":\"They enjoy getting to know new people, so that can work in your favor as long as you're interesting enough for them to know. If you seem genuine and can rope them in with a good story, they'll likely feel excited enough to meet with you.\",\"personality.Is_55_100_73_115_bookingMeeting_tryThis\":\"I'd be happy to discuss whenever you're free!\\nLet me know when works best for you to talk!\\nWhose buy-in will you need in the organization before making your decision?\",\"personality.Is_55_100_73_115_brief\":\"Likely to be casual and informal with others, and often fosters a positive, energetic atmosphere.\",\"personality.Is_55_100_73_115_buildingRapport_bulletPoints\":\"Establish connection before talking details\\nLean into their sense of humor\\nShare some fun stories that'll make them laugh\",\"personality.Is_55_100_73_115_buildingRapport_thisHappensBecause\":\"They will use their connection with you as a way to feel interested in the product. If they like you and feel comfortable and engaged with what you're saying, they'll think positively of the product, too.\",\"personality.Is_55_100_73_115_buildingRapport_tryThis\":\"I have a Golden Retriever, too! What your dog's name?\\nI have a four-year-old, too. Glad we're past the terrible twos with him!\\nYou're from X? Me too! Do you know...\",\"personality.Is_55_100_73_115_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the sooner they are able to utilize a really cool tool that everyone will love.\\nSpeak with an enthusiastic, connected tone of voice.\\nExpect long-term hold-ups to come from a lack of understanding of how this tool can really live up to the feature-heavy, holistic benefits that you provide.\",\"personality.Is_55_100_73_115_discussingMoney_bulletPoints\":\"Show your pricing model through colorful charts or fun animations.\\nExplain what the price will bring as far as new feature roll-outs and team-wide support.\\nSpeak of cross-team benefits and in people-centered terms.\",\"personality.Is_55_100_73_115_emailing_bulletPoints\":\"Offer something new and exciting\\nUse expressive, colorful language\\nMake personal references and gestures\",\"personality.Is_55_100_73_115_emailing_description\":\"Likely to respond well if you bring up mutual friends or connections and write about things in a positive tone.\",\"personality.Is_55_100_73_115_energizers_bulletPoints\":\"Sharing personal stories\\nFeeling accepted\\nPositive verbal recognition\",\"personality.Is_55_100_73_115_givingPitch_bulletPoints\":\"Make them laugh so they can connect with you on a personal level\\nSpeak in a casual tone of voice\\nUse storytelling to paint a picture of your product's solution\",\"personality.Is_55_100_73_115_givingPitch_thisHappensBecause\":\"They want to connect with you through conversation. If your pitch is too stale and centered only around you sharing about the product, without room for them to share their thoughts, engage with what you're saying, or even let the conversation go off-track at times, they'll grow bored and uninterested.\",\"personality.Is_55_100_73_115_givingPitch_tryThis\":\"You wouldn't believe what happened to me one time when I was showing off this feature...\\nI can assure you that your team will be excited and love you for rolling this out.\\nNow if you can picture what it's like to...\",\"personality.Is_55_100_73_115_handlingCompetition_bulletPoints\":\"Focus on your product instead of your competition\\nKeep things positive and light-hearted\\nLean in on innovation\",\"personality.Is_55_100_73_115_handlingCompetition_thisHappensBecause\":\"They aren't very competitive and enjoy positive conversation. Being overly critical of the competition, especially if you spend a lot of time talking about it, is likely to be a big turn-off for them.\",\"personality.Is_55_100_73_115_handlingCompetition_tryThis\":\"I know there are a few other people trying to do this. All I'll say is that we have a team of creative, passionate people...\\nSeeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\\nWe want to push the envelope and make amazing, cutting-edge products.\",\"personality.Is_55_100_73_115_meeting_bulletPoints\":\"Keep the discussion positive\\nHighlight shared victories\\nBe open to a longer meeting\",\"personality.Is_55_100_73_115_meeting_description\":\"Keep meetings very casual. If others are involved, ensure that everyone has an opportunity to talk and share their perspective. Listen to and affirm their ideas.\",\"personality.Is_55_100_73_115_painPoints_bulletPoints\":\"A lack of innovation or new problem-solving methods\\nHarsh team members\\nOverly hand-holding and micromanaging leaders\",\"personality.Is_55_100_73_115_painPoints_thisHappensBecause\":\"They are optimistic people and are may only feel more stressed by talking through their exact frustrations. In fact, they may not always be aware of current stressors, since they try to spin most things into a positive. By ensuring the conversation centers around the creativity, innovation, and opportunity provided by your product, you can keep them engaged and inspired.\",\"personality.Is_55_100_73_115_painPoints_tryThis\":\"This opens up a whole new world...\\nEveryone is going to absolutely love this...\\nOur product will help ensure your team works together effectively.\",\"personality.Is_55_100_73_115_presentations_bulletPoints\":\"Crack a few jokes and share funny memes to brighten their mood\\nUse bright visual aids to add to the conversation\\nUse their personal painpoints in examples within your presentation\",\"personality.Is_55_100_73_115_presentations_thisHappensBecause\":\"This happens because:\\nIs types can be inspired by creative visuals that help tell the story of your product and company. It's important, though, that the visuals are used intentionally to enhance the story you're telling, rather than just using them as an attempt to fill a bland presentation.\",\"personality.Is_55_100_73_115_presentations_tryThis\":\"You can really see just how much this product can do thanks to these graphics...\\nYour employees will really enjoy this piece.\\nOh don't worry, this isn't a boring, dull presentation. We want it to be fun for everyone!\",\"personality.Is_55_100_73_115_problemApproach_bulletPoints\":\"Following their instincts\\nHaving many ideas to juggle\\nSiding with people instead of considering a situation without bias\",\"personality.Is_55_100_73_115_problemApproach_thisHappensBecause\":\"They are likely to look for a quick and easy fix that will make their team happy. They follow their instincts and trust positive, genuine people. If you can establish a good connection with them and sell your product as an innovative, easy-to-use solution, they're likely to feel more eager and invested.\",\"personality.Is_55_100_73_115_problemApproach_tryThis\":\"When I started using this, it really helped me feel...\\nWhy don't you talk through it a bit with your team to see how they feel?\\nWatch this - you won't believe how incredible this is...\",\"personality.Is_55_100_73_115_speaking_bulletPoints\":\"Make time for small-talk\\nSpeak with an informal tone\\nAvoid being overly critical\",\"personality.Is_55_100_73_115_stressors_bulletPoints\":\"Negative feedback from others\\nNot being able to share opinions\\nFeeling excluded from events\",\"personality.Is_55_100_73_115_stressors_description\":\"They are naturally enthusiastic and positive, so they may grow frustrated by repeated negativity from others. If teammates focus too closely on what may go wrong or show strong objections toward their ideas, they are likely to feel overwhelmed and drained.\",\"personality.Is_55_100_73_115_supportingChampion_beforeMeeting\":\"Send supporting documentation that speaks to the heart rather than the head.\\nRequest what you need in a sweet, lighthearted tone of voice.\\nSend him a heartwarming or funny story in reference to a shared laugh or inside joke you two had to keep them smiling.\",\"personality.Is_55_100_73_115_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about new features and team-wide benefits.\\nExpect him to want to support the conversation over causing conflict or overpowering anyone.\\nCommend him for his optimism and outgoing nature.\",\"personality.Is_55_100_73_115_threeWords\":\"Approachable, Optimistic, Cooperative\",\"personality.Is_55_100_73_115_urgencyAndPace_bulletPoints\":\"Check in with friendly emails to take action\\nExude excitement and optimism towards forward progression\\nInclude others in the process if they have a hard time sealing the deal\",\"personality.Is_55_100_73_115_urgencyAndPace_thisHappensBecause\":\"They are naturally fast-paced people, but they like to let things flow naturally. You may need to follow-up after meetings to check-in or remind them about a contract, but setting deadlines will only make them feel tense or frustrated.\",\"personality.Is_55_100_73_115_urgencyAndPace_tryThis\":\"I'm happy to talk whenever you'd like, so feel free to give me a call!\\nHere's what we can do next...\\nI'm happy to keep the conversation going if you want to hear more - there's no rush!\",\"personality.Is_55_100_73_115_workingTogether_bulletPoints\":\"Let them have a bit of flexibility\\nAgree on a common goal\\nVerbally praise and appreciate good work\",\"personality.IS_55_100_73_83_behaviour_bulletPoints\":\"Making sure that everyone feels included\\nOpenly discussing emotions\\nRevealing vulnerability as a way to connect with others\",\"personality.IS_55_100_73_83_behaviour_description\":\"Tends to care a lot about others' experience with a product or service. To help build their confidence in your pitch, share about a few positive impacts that it has had other peoples' lives.\",\"personality.IS_55_100_73_83_bookingMeeting_bulletPoints\":\"Bring up mutual connections, like a shared LinkedIn friend or a favorite restaurant\\nInvite others to the meeting for their additional comfort and support\\nKeep it casual\",\"personality.IS_55_100_73_83_bookingMeeting_thisHappensBecause\":\"They build trust through shared personal connections, humor and casual conversation. If you get them to enjoy talking to you, even if it's through email at first, they'll be more interested in meeting with you. They're highly people-oriented, unlike others who are most task-oriented.\",\"personality.IS_55_100_73_83_bookingMeeting_tryThis\":\"I saw on your LinkedIn page that you worked at X. Did you know [person]?\\nWhose buy-in will you need in the organization before making your decision?\\n...If neither of those work, please let me know which times would work better and I'd be happy to adjust my schedule accordingly.\",\"personality.IS_55_100_73_83_brief\":\"Tends to be collaborative and thoughtful when making decisions, prioritizing the needs and feelings of the people involved rather than pure logic or efficiency.\",\"personality.IS_55_100_73_83_buildingRapport_bulletPoints\":\"Dip into some humor when it's appropriate\\nEstablish a personal connection first\\nShare stories and details about yourself\",\"personality.IS_55_100_73_83_buildingRapport_thisHappensBecause\":\"They really appreciate and prioritize rapport-building. They need to trust you throughout the sales process, and feel like you care about them on a personal level, so it's important you don't rush this step.\",\"personality.IS_55_100_73_83_buildingRapport_tryThis\":\"I have a four-year-old, too. Glad we're past the terrible twos with him!\\nI'd love to hear more about that...\\nI have a Golden Retriever, too! What your dog's name?\",\"personality.IS_55_100_73_83_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to using an innovative new tool that's friendly to every member of the team.\\nSpeak with a passionate, connected tone of voice.\\nExpect long-term hold-ups to come from a lack of understanding for how this tool is an awesome new additional to the team as a whole.\",\"personality.IS_55_100_73_83_discussingMoney_bulletPoints\":\"Explain what the price will bring as far as team-centered benefits and ongoing feature roll-outs.\\nSpeak of cross-team benefits and in team-centered terms.\\nShow your pricing model through colorful and engaging visuals.\",\"personality.IS_55_100_73_83_emailing_bulletPoints\":\"Use a friendly introduction, rather than a direct one\\nShare personal details\\nEnd the message with positivity\",\"personality.IS_55_100_73_83_emailing_description\":\"Tends to enjoy connecting with others, even through email. When reaching out to them be sure to include personal stories or information, to help them get to know you better.\",\"personality.IS_55_100_73_83_energizers_bulletPoints\":\"Connecting deeply with others\\nCollaboration\\nEngaging conversation\",\"personality.IS_55_100_73_83_givingPitch_bulletPoints\":\"Build a connection upfront before getting into details\\nFocus on the human aspect of your product over flashy ROI stats\\nShow how your product can make their feelings and emotions more positive\",\"personality.IS_55_100_73_83_givingPitch_thisHappensBecause\":\"They want personal connection, even during a pitch. They're less likely to care about the details, so sharing things like pricing upfront might be a turn-off for them. Keep the conversation engaging, light-hearted, and personalized to keep them excited.\",\"personality.IS_55_100_73_83_givingPitch_tryThis\":\"I can assure you that your team will be excited and love you for rolling this out.\\nI, personally, use our product for X and it has really helped me feel...\\nYou wouldn't believe what happened to me one time when I was showing off this feature...\",\"personality.IS_55_100_73_83_handlingCompetition_bulletPoints\":\"Compliment the competition before comparing yourself to them\\nShare your first-hand account on why you love the product you sell\\nShow them examples of other clients (who are similar to them) who've loved your product\",\"personality.IS_55_100_73_83_handlingCompetition_thisHappensBecause\":\"They have likely built trust in the other company if they're happily using the product, so they won't connect with you if you're bashing the other team. By instead focusing on how much you love your product and how it can make their team even happier, you're more likely to get them to consider your option instead.\",\"personality.IS_55_100_73_83_handlingCompetition_tryThis\":\"Seeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\\nIs there something you wish they would do differently?\\nI know there are a few other people trying to do this. All I'll say is that we have a team of creative, passionate people...\",\"personality.IS_55_100_73_83_meeting_bulletPoints\":\"Make sure the conversation reaches an actionable conclusion\\nInvolve everyone in the discussion\\nGreet them casually\",\"personality.IS_55_100_73_83_meeting_description\":\"May have the tendency to bring in unrelated information, so make sure you're able to say what you need to say and that the meeting is able to come to a clear conclusion.\",\"personality.IS_55_100_73_83_painPoints_bulletPoints\":\"Cold and harsh supervisors\\nConflict between them and the rest of the team\\nThe inability to perform a task independently\",\"personality.IS_55_100_73_83_painPoints_thisHappensBecause\":\"They want people to feel happy and connected. They thrive when they're able to work closely with others and prevent any frustration or stress on their team that would otherwise create tension.\",\"personality.IS_55_100_73_83_painPoints_tryThis\":\"Team collaboration and communication is vital and we help improve that by...\\nOur product will help ensure your team works together effectively.\\nI completely understand your frustration.\",\"personality.IS_55_100_73_83_presentations_bulletPoints\":\"Go with bright and colorful graphics to engage their creative side\\nRelate to their specific pain points so they feel heard and understood\\nUse funny clips to poke at their humor\",\"personality.IS_55_100_73_83_presentations_thisHappensBecause\":\"They are likely to be pulled in by your excitement. The more excited you are about the product, the better they'll feel about it. Using color and graphics will also help keep their attention, since they can otherwise get easily lost in the conversation.\",\"personality.IS_55_100_73_83_presentations_tryThis\":\"Your employees will really enjoy this piece.\\nI wanted to show you what that stress could cost you throughout the year.\\nYou can really see just how much this product can do thanks to these graphics...\",\"personality.IS_55_100_73_83_problemApproach_bulletPoints\":\"Combining gut feelings and introspection\\nConsidering others' experiences\\nFinding new ways of solving problems\",\"personality.IS_55_100_73_83_problemApproach_thisHappensBecause\":\"They tend to approach problem-solving by learning more about how their team feels about issues. They want to talk through things with people they trust, and are likely to rely on a combination of gut-instinct and advice for decision-making.\",\"personality.IS_55_100_73_83_problemApproach_tryThis\":\"Why don't you talk through it a bit with your team to see how they feel?\\nI'm here to assist in any way I can.\\nWhen I started using this, it really helped me feel...\",\"personality.IS_55_100_73_83_speaking_bulletPoints\":\"Use warm, inviting language\\nKeep an open mind\\nValidate their ideas\",\"personality.IS_55_100_73_83_stressors_bulletPoints\":\"Direct verbal conflict\\nBeing rushed by other people\\nFeeling ignored or rejected\",\"personality.IS_55_100_73_83_stressors_description\":\"Likely to tune you out if you try to over-explain a concept. They will avoid team conflict as much as possible and will shut down if they are pressured. If they are excluded from the team, they will lose motivation.\",\"personality.IS_55_100_73_83_supportingChampion_beforeMeeting\":\"Request what you need in an optimistic, supportive tone of voice.\\nSend them supporting documentation that speaks to team-wide happiness and morale.\\nKeep up their love for connection by speaking to them like a friend about what's needed on your end.\",\"personality.IS_55_100_73_83_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about team-wide happiness and cool new features.\\nExpect them to avoid conflict in the conversation.\\nCommend them for their consideration of their entire team when thinking of implementing your product.\",\"personality.IS_55_100_73_83_threeWords\":\"Warm, Hospitable, Intuitive\",\"personality.IS_55_100_73_83_urgencyAndPace_bulletPoints\":\"Ask questions that speak to their feelings as opposed to their timeline and budget\\nExude passion and excitement\\nShow them how much better their team will work\",\"personality.IS_55_100_73_83_urgencyAndPace_thisHappensBecause\":\"They often want to move things along quickly, especially if they're really excited about the product. However, they're likely to consider others on their team and need their buy-in before committing to a change. They want to move at a pace that's fast enough for them, but doesn't cause the rest of their team any stress.\",\"personality.IS_55_100_73_83_urgencyAndPace_tryThis\":\"Here's what we can do next...\\nI want to make sure you're happy before we move forward. Are there any other questions I can answer?\\nI'm happy to talk whenever you'd like, so feel free to give me a call\",\"personality.IS_55_100_73_83_workingTogether_bulletPoints\":\"Collaborate frequently\\nCultivate a sense of team spirit\\nHold regular team gatherings\",\"Personality.Meeting\":\"Meeting\",\"Personality.PainPoints\":\"Pain Points\",\"Personality.PersonIsMostMotivatedBy\":\"{{person}} is most motivated by:\",\"Personality.PersonMayNaturally\":\"{{person}} may naturally:\",\"Personality.PersonMostStressedBy\":\"{{person}} most stressed by:\",\"Personality.Presentations\":\"Presentations\",\"Personality.ProblemApproach\":\"Problem Approach\",\"personality.S_0_14_83_behaviour_bulletPoints\":\"Write a letter to communicate an idea or feeling.\\nStay focused when a conversation is not particularly exciting\\nRemain loyal to trusted companies and brands\",\"personality.S_0_14_83_behaviour_description\":\"They are cautious, respectful of authority, people-oriented, sincere, and is usually hesitant to take risks or make a big, sudden change. It's important to remain calm and assured while selling to them. Explain how your product, service, or idea will help them and their teammates in their day to day responsibilities.\",\"personality.S_0_14_83_bookingMeeting_bulletPoints\":\"Ask if a certain times works with their schedule so they are getting a straightforward option while also knowing you respect their time\\nUse warm and personable language\\nShare your excitement to learn more about their company's mission\",\"personality.S_0_14_83_bookingMeeting_thisHappensBecause\":\"They care a lot about other people, like their friends, family, and teammates. They'll need to trust you before they meet with you, so it's important that you share about yourself to help build that trust. You should look at this as a long-term business relationship that you'll build overtime, rather than a deal that you'll rush to close\",\"personality.S_0_14_83_bookingMeeting_tryThis\":\"I'd love to meet and connect so we can discuss your team's current needs a bit more.\\r\\nWould you be free to meet next Wednesday or Thursday morning?\\r\\nAre you free to meet next Thursday afternoon or Friday morning?\",\"personality.S_0_14_83_brief\":\"tends to be detail-oriented, skeptical of change, and likely prefers a clear set of expectations before making a decision.\",\"personality.S_0_14_83_buildingRapport_bulletPoints\":\"Find a shared passion you both have and relate to it throughout\\nRemember their deeper meaning in wanting this product and relate to it throughout\\nShow interest in their life and position at the company\",\"personality.S_0_14_83_buildingRapport_thisHappensBecause\":\"If They don't feel connected to you, they won't feel comfortable pursuing a new solution. Because they are warm and accomodating, they are easy to build personal connections with as long as you take the time to do so intentionally. If you can become friends with them, you'll have a better, longer-lasting working relationship, as well.\",\"personality.S_0_14_83_buildingRapport_tryThis\":\"You're from X? I am too! What part are you from?\\r\\nJust so you know who I am and where I'm coming from, I'd be happy to share a bit about myself...\\r\\nI'd love to hear more about that..\",\"personality.S_0_14_83_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to using a tool that supports everybody on the team, as opposed to just one department.\\nSpeak with a connected, gentle tone of voice.\\nExpect long-term hold-ups to come from not trusting it for an entire team's usage.\",\"personality.S_0_14_83_discussingMoney_bulletPoints\":\"Speak in team-centered terms.\\r\\nExplain what the pricing will bring as far as long-term, team-wide benefits.\\r\\nShow your pricing model through trust-building factors like money-back guarantees and warranties.\",\"personality.S_0_14_83_emailing_bulletPoints\":\"Use a formal greeting and closing\\nWrite with a warm, personal tone\\nAdd non-essential but friendly lines like \\\"hope you're doing well\\\"\",\"personality.S_0_14_83_emailing_description\":\"They appreciate stability and looks for dependability in others before opening up, so make sure to convey a sense of balance through a warm, friendly tone, especially through email, with them.\",\"personality.S_0_14_83_energizers_bulletPoints\":\"Making a difference\\nStability\\nLong-term trust & loyalty\",\"personality.S_0_14_83_givingPitch_bulletPoints\":\"Lean in on trust-builders like warranties or guarantees to show them that their purchase is worthwhile\\r\\nShare your story and journey first so they know they can trust you\\r\\nWelcome in close team members or friends in your discussion to make them feel supported\",\"personality.S_0_14_83_givingPitch_thisHappensBecause\":\"They are very people-oriented. They'll connect with you by hearing a bit more about who you are and engaging in casual conversation first. This is one of the most important parts of the pitch because they need to trust you before they'll trust in your solution. The key to pitching them is to slowly build lasting trust over time.\",\"personality.S_0_14_83_givingPitch_tryThis\":\"I've been working here for about 5 years and in that time I've been lucky enough to...\\r\\nFeel free to bring in other people from your team, if you'd like!\\r\\nI, personally, use our product for X and it has really helped me feel...\",\"personality.S_0_14_83_handlingCompetition_bulletPoints\":\"Focus on your product rather than making hard, blunt comparisions about others\\r\\nKeep it positive\\r\\nShare your team's commitment to your company's greater mission\",\"personality.S_0_14_83_handlingCompetition_thisHappensBecause\":\"They don't like negativity or tense competition. You'll look much better to them if you stay on the high ground and focus just on what your product and team does well. If you need to discuss the competition, be kind.\",\"personality.S_0_14_83_handlingCompetition_tryThis\":\"I don't want to get to into someone else's team because I don't know what their situation is like. Here at X, we really strive to...\\r\\nIf you're still running into issues with X, our solution can help relieve some of that burden by...\\r\\nIs there something you wish they would do differently?\",\"personality.S_0_14_83_meeting_bulletPoints\":\"Ask them about their day\\nDivide the labor and delegate accordingly\\nMake sure that they have a voice\",\"personality.S_0_14_83_meeting_description\":\"They will appreciate if you start a meeting with friendly conversation. Take time to build trust and don't rush directly into the agenda. Expect to lead the conversation, and work through agenda items at a steady pace.\",\"personality.S_0_14_83_painPoints_bulletPoints\":\"An uncomfortable working atmosphere\\r\\nArguments between colleagues\\r\\nFrustrations amongst the team\",\"personality.S_0_14_83_painPoints_thisHappensBecause\":\"They are likely to feel stressed by looming threats to the status quo, internal conflict, and sudden changes. If you try to sell your product as a new solution for them without taking the time to understand their stress, empathize with them, and offer plenty of assurance that your product will actually be a good long-term solution for them, they may resign herself to stick with their current process since it's what's comfortable\",\"personality.S_0_14_83_painPoints_tryThis\":\"I've been through that too, so I know it can be really stressful.\\r\\nI'm sorry you've had to deal with that. We'd love to make things a little easier for you.\\r\\nThat sounds incredibly frustrating. I completely understand why you feel that way.\",\"personality.S_0_14_83_presentations_bulletPoints\":\"Focus more on the long-lasting happiness your product will bring their team rather than concepts like efficiency or speed\\nKeep their feelings at the forefront of your mind\\nMaintain a casual and inviting tone\",\"personality.S_0_14_83_presentations_thisHappensBecause\":\"Visual aids aren't necessary with them since they care more about the conversation and getting to know you. If understanding your product requires something like pictures of examples, feel free to share, but focus your energies on the casual flow of conversation, rather than on building a rigid presentation.\",\"personality.S_0_14_83_presentations_tryThis\":\"If at any point you'd want to see how this works in more detail, let me know!\\r\\nI sent a schedule earlier that details the timelines and expectations for our typical sales process.\\r\\nI wanted to show you what that stress could cost you throughout the year.\",\"personality.S_0_14_83_problemApproach_bulletPoints\":\"Acting as a moderator between others\\r\\nConsidering all sides of an argument\\r\\nGiving situations lots of thought\",\"personality.S_0_14_83_problemApproach_thisHappensBecause\":\"They tend to be very intentional about solving problems. They don't jump to conclusions or take risks unless absolutely necessary. By creating purchase protections and involving someone they trust, you're showing that you're trustworthy, too, which will help them feel more open to your product.\",\"personality.S_0_14_83_problemApproach_tryThis\":\"If you're not happy with this, we can definitely work something out. We want to make sure this works out well for you.\\r\\nIf you have any questions at all, please don't hesitate to ask. I'm more than happy to help answer!\\r\\nI'm here to assist in any way I can.\",\"personality.S_0_14_83_speaking_bulletPoints\":\"Let them finish their sentences before talking\\nProject politeness and respect (even at the expense of boldness)\\nAllow them to set the pace\",\"personality.S_0_14_83_stressors_bulletPoints\":\"Feeling unappreciated\\nCompetition\\nBlunt or aggressive language\",\"personality.S_0_14_83_stressors_description\":\"They tend to feel drained by high-expectations or applied pressure from others. If they feel rushed or pushed harder than they are prepared for,They will likely become stressed, frustrated, and unmotivated.\",\"personality.S_0_14_83_supportingChampion_beforeMeeting\":\"Request what you need in a caring tone of voice.\\r\\nSend supporting documentation that speaks to them heart rather than their head.\\r\\nKeep up their love for community happiness by inviting others in on the meeting.\",\"personality.S_0_14_83_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about team-wide happiness and product reliability.\\nExpect them to be more reserved and quiet during your meeting.\\nCommend them for their sensitivity to their team's painpoints.\",\"personality.S_0_14_83_threeWords\":\"Composed, Thoughtful, Agreeable\",\"personality.S_0_14_83_urgencyAndPace_bulletPoints\":\"Get their team members on-board\\nGive them clear expectations for how things will play out\\nUse giving language that shows you're there for them\",\"personality.S_0_14_83_urgencyAndPace_thisHappensBecause\":\"They like to carefully think through decisions. If you rush them, they are likely to feel unsure or regret their purchase, which won't be good for anyone. Allow them plenty of time to feel comfortable and answer any questions they have along the way.\",\"personality.S_0_14_83_urgencyAndPace_tryThis\":\"If you have any questions, please feel free to reach out!\\r\\nThere's no rush. I'm happy to help out in any way I can.\\r\\nI want to make sure you're happy before we move forward. Are there any other questions I can answer?\",\"personality.S_0_14_83_workingTogether_bulletPoints\":\"Give them time to adapt\\nOffer gentle and objective criticism\\nHonor your commitments\",\"personality.S_15_24_83_behaviour_bulletPoints\":\"Quickly offering to help\\nPatiently waiting in line\\nHaving a strong respect for authority\",\"personality.S_15_24_83_behaviour_description\":\"Express interest in them outside of the sale by engaging with them on a personal level. If they connect with you as a person, they are more likely to trust in your product.\",\"personality.S_15_24_83_bookingMeeting_bulletPoints\":\"Ask if a certain times works with their schedule so they're getting a straightforward option while also knowing you respect their time\\nUse warm and personable language\\nShare your excitement to learn more about their company's mission\",\"personality.S_15_24_83_bookingMeeting_thisHappensBecause\":\"They care a lot about other people, like their friends, family, and teammates. They'll need to trust you before they'll meet with you, so it's important that you share about yourself to help build that trust. You should look at this as a long-term business relationship that you'll build overtime, rather than a deal that you'll rush to close.\",\"personality.S_15_24_83_bookingMeeting_tryThis\":\"I'd love to meet and connect so we can discuss your team's current needs a bit more.\\r\\nWould you be free to meet next Wednesday or Thursday morning?\\r\\nAre you free to meet next Thursday afternoon or Friday morning?\",\"personality.S_15_24_83_brief\":\"tends to be a careful planner and natural listener: patient, logical, and supportive.\",\"personality.S_15_24_83_buildingRapport_bulletPoints\":\"Find a shared passion you both have and relate to it throughout\\nRemember their deeper meaning in wanting this product and relate to it throughout\\nShow interest in their life and position at the company\",\"personality.S_15_24_83_buildingRapport_thisHappensBecause\":\"If they don't feel connected to you, they won't feel comfortable pursuing a new solution. Because they're warm and accomodating, they are easy to build personal connections with as long as you take the time to do so intentionally. If you can become friends with them, you'll have a better, longer-lasting working relationship, as well.\",\"personality.S_15_24_83_buildingRapport_tryThis\":\"You're from X? I am too! What part are you from?\\r\\nJust so you know who I am and where I'm coming from, I'd be happy to share a bit about myself...\\r\\nI'd love to hear more about that...\",\"personality.S_15_24_83_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to using a tool that supports everybody on the team, as opposed to just one department.\\nSpeak with a connected, gentle tone of voice.\\nExpect long-term hold-ups to come from not trusting it for an entire team's usage.\",\"personality.S_15_24_83_discussingMoney_bulletPoints\":\"Speak in team-centered terms.\\nExplain what the pricing will bring as far as long-term, team-wide benefits.\\nShow your pricing model through trust-building factors like money-back guarantees and warranties.\",\"personality.S_15_24_83_emailing_bulletPoints\":\"Engage in friendly conversation\\nWrite with a warm, personal tone\\nEstablish trust by referring to personal connections\",\"personality.S_15_24_83_emailing_description\":\"They are detail-oriented and prefer a clear set of expectations and a step-by-step plan before making a decision, so don't push them to make commit until they offer up an opinion.\",\"personality.S_15_24_83_energizers_bulletPoints\":\"Consistency\\nStability\\nPractice & routines\",\"personality.S_15_24_83_givingPitch_bulletPoints\":\"Lean in on trust-builders like warranties or guarantees to show them that their purchase is worthwhile\\nShare your story and journey first so they know they can trust you\\nWelcome in close team members or friends in your discussion to make them feel supported\",\"personality.S_15_24_83_givingPitch_thisHappensBecause\":\"They are very people-oriented. They'll connect with you by hearing a bit more about who you are and engaging in casual conversation first. This is one of the most important parts of the pitch because they need to trust you before they'll trust in your solution. The key to pitching them is to slowly build lasting trust over time.\",\"personality.S_15_24_83_givingPitch_tryThis\":\"I've been working here for about 5 years and in that time I've been lucky enough to...\\r\\nFeel free to bring in other people from your team, if you'd like!\\r\\nI, personally, use our product for X and it has really helped me feel...\",\"personality.S_15_24_83_handlingCompetition_bulletPoints\":\"Focus on your product rather than making hard, blunt comparisions about others\\nKeep it positive\\nShare your team's commitment to your company's greater mission\",\"personality.S_15_24_83_handlingCompetition_thisHappensBecause\":\"They don't like negativity or tense competition. You'll look much better to them if you stay on the high ground and focus just on what your product and team does well. If you need to discuss the competition, be kind.\",\"personality.S_15_24_83_handlingCompetition_tryThis\":\"I don't want to get to into someone else's team because I don't know what their situation is like. Here at X, we really strive to...\\r\\nIf you're still running into issues with X, our solution can help relieve some of that burden by...\\r\\nIs there something you wish they would do differently?\",\"personality.S_15_24_83_meeting_bulletPoints\":\"Clearly communicate the plan\\nDivide the labor and delegate accordingly\\nListen carefully and take notes in the meeting\",\"personality.S_15_24_83_meeting_description\":\"They tend to enjoy well-organized, personable meetings, so try to ask them some lighthearted questions at the start. Take notes throughout if the discussion involves important information and avoid being critical of what they say.\",\"personality.S_15_24_83_painPoints_bulletPoints\":\"An uncomfortable working atmosphere\\nArguments between colleagues\\nFrustrations amongst the team\",\"personality.S_15_24_83_painPoints_thisHappensBecause\":\"They are likely to feel stressed by looming threats to the status quo, internal conflict, and sudden changes. If you try to sell your product as a new solution for them without taking the time to understand their stress, empathize with them, and offer plenty of assurance that your product will actually be a good long-term solution for them, they may resign themselves to stick with their current process since it's what's comfortable.\",\"personality.S_15_24_83_painPoints_tryThis\":\"I've been through that too, so I know it can be really stressful.\\r\\nI'm sorry you've had to deal with that. We'd love to make things a little easier for you.\\r\\nThat sounds incredibly frustrating. I completely understand why you feel that way.\",\"personality.S_15_24_83_presentations_bulletPoints\":\"Focus more on the long-lasting happiness your product will bring their team rather than their concepts like efficiency or speed\\nKeep their feelings at the forefront of your mind\\nMaintain a casual and inviting tone\",\"personality.S_15_24_83_presentations_thisHappensBecause\":\"Visual aids aren't necessary with them since they care more about the conversation and getting to know you. If understanding your product requires something like pictures of examples, feel free to share, but focus your energies on the casual flow of conversation, rather than on building a rigid presentation.\",\"personality.S_15_24_83_presentations_tryThis\":\"If at any point you'd want to see how this works in more detail, let me know!\\r\\nI sent a schedule earlier that details the timelines and expectations for our typical sales process.\\r\\nI wanted to show you what that stress could cost you throughout the year.\",\"personality.S_15_24_83_problemApproach_bulletPoints\":\"Acting as a moderator between others\\nConsidering all sides of an argument\\nGiving situations lots of thought\",\"personality.S_15_24_83_problemApproach_thisHappensBecause\":\"They tend to be very intentional about solving problems. They don't jump to conclusions or take risks unless absolutely necessary. By creating purchase protections and involving someone they trust, you're showing that you're trustworthy, too, which will help them feel more open to your product.\",\"personality.S_15_24_83_problemApproach_tryThis\":\"If you're not happy with this, we can definitely work something out. We want to make sure this works out well for you.\\r\\nIf you have any questions at all, please don't hesitate to ask. I'm more than happy to help answer!\\r\\nI'm here to assist in any way I can.\",\"personality.S_15_24_83_speaking_bulletPoints\":\"Share appreciation for their help\\nProject politeness and respect (even at the expense of boldness)\\nTake time to earn trust before making your point\",\"personality.S_15_24_83_stressors_bulletPoints\":\"Peers who lack commitment\\nCompetition\\nFailing to follow through on a promise\",\"personality.S_15_24_83_stressors_description\":\"They may grow frustrated if they feel unappreciated or undervalued by their coworkers. They place a lot of value in how others see them and will likely feel hurt and drained if they have a lesser opinion of them.\",\"personality.S_15_24_83_supportingChampion_beforeMeeting\":\"Request what you need in a caring tone of voice.\\nSend supporting documentation that speaks to their heart rather than their head.\\nKeep up their love for community happiness by inviting others in on the meeting.\",\"personality.S_15_24_83_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about team-wide happiness and product reliability.\\r\\nExpect them to be more reserved and quiet during your meeting.\\r\\nCommend them for their sensitivity to their team's painpoints.\",\"personality.S_15_24_83_threeWords\":\"Considerate, Thoughtful, Patient\",\"personality.S_15_24_83_urgencyAndPace_bulletPoints\":\"Get their team members on-board\\nGive them clear expectations for how things will play out\\nUse giving language that shows you're there for them\",\"personality.S_15_24_83_urgencyAndPace_thisHappensBecause\":\"They like to carefully think through decisions. If you rush them, they're likely to feel unsure or regret their purchase, which won't be good for anyone. Allow them plenty of time to feel comfortable and answer any questions they have along the way.\",\"personality.S_15_24_83_urgencyAndPace_tryThis\":\"If you have any questions, please feel free to reach out!\\r\\nThere's no rush. I'm happy to help out in any way I can.\\r\\nI want to make sure you're happy before we move forward. Are there any other questions I can answer?\",\"personality.S_15_24_83_workingTogether_bulletPoints\":\"Offer gentle and objective criticism\\nExpect resistance to major changes or risky situations\\nGive them time to adapt\",\"personality.S_25_54_83_behaviour_bulletPoints\":\"Listening to the concerns and fears of others\\nFeeling compelled to assist other people\\nBeing skeptical of a sudden change\",\"personality.S_25_54_83_behaviour_description\":\"They tend to be concerned with how a purchase may impact other people. Remain polite and caring throughout the conversation; connect with them on a personal level and give them time to discuss their the decision with others.\",\"personality.S_25_54_83_bookingMeeting_bulletPoints\":\"Share your excitement to learn more about their company's mission\\nUse warm and personable language\\nAsk if a certain times works with their schedule so they're getting a straightforward option while also knowing you respect their time\",\"personality.S_25_54_83_bookingMeeting_thisHappensBecause\":\"They care a lot about other people, like their friends, family, and teammates. They'll need to trust you before they'll meet with you, so it's important that you share about yourself to help build that trust. You should look at this as a long-term business relationship that you'll build overtime, rather than a deal that you'll rush to close.\",\"personality.S_25_54_83_bookingMeeting_tryThis\":\"Would you be free to meet next Wednesday or Thursday morning?\\nI'd love to meet and connect so we can discuss your team's current needs a bit more.\\nLet me know what times work best for you next week!\",\"personality.S_25_54_83_brief\":\"Tends to be naturally supportive, compassionate, loyal, and most comfortable in one-on-one conversation.\",\"personality.S_25_54_83_buildingRapport_bulletPoints\":\"Show interest in their life and position at the company\\nRemember their deeper meaning in wanting this product and relate to it throughout\\nFind a shared passion you both have and relate to it throughout\",\"personality.S_25_54_83_buildingRapport_thisHappensBecause\":\"If they don't feel connected to you, they won't feel comfortable pursuing a new solution. Because they're warm and accomodating, they are easy to build personal connections with as long as you take the time to do so intentionally. If you can become friends with them, you'll have a better, longer-lasting working relationship, as well.\",\"personality.S_25_54_83_buildingRapport_tryThis\":\"You're from X? I am too! What part are you from?\\nI'd love to hear more about that...\\nJust so you know who I am and where I'm coming from, I'd be happy to share a bit about myself...\",\"personality.S_25_54_83_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from not trusting it for an entire team's usage.\\nSpeak with a connected, gentle tone of voice.\\nFocus on how the faster things can get going, the closer they can be to using a tool that supports everybody on the team, as opposed to just one department.\",\"personality.S_25_54_83_discussingMoney_bulletPoints\":\"Show your pricing model through trust-building factors like money-back guarantees and warranties.\\nExplain what the pricing will bring as far as long-term, team-wide benefits.\\nSpeak in team-centered terms.\",\"personality.S_25_54_83_emailing_bulletPoints\":\"Use a sentence to express appreciation\\nAdd non-essential but friendly lines like \\\"hope you're doing well\\\"\\nExpress gratitude frequently\",\"personality.S_25_54_83_emailing_description\":\"They are very friendly and appreciate methodical process, so make sure not to be overly enthusiastic or idealistic when reaching out to them.\",\"personality.S_25_54_83_energizers_bulletPoints\":\"Intentional conversation\\nLong-term trust & loyalty\\nGroup cooperation\",\"personality.S_25_54_83_givingPitch_bulletPoints\":\"Welcome in close team members or friends in your discussion to make them feel supported\\nShare your story and journey first so they know they can trust you\\nLean in on trust-builders like warranties or guarantees to show them that their purchase is worthwhile\",\"personality.S_25_54_83_givingPitch_thisHappensBecause\":\"They are very people-oriented. They'll connect with you by hearing a bit more about who you are and engaging in casual conversation first. This is one of the most important parts of the pitch because they need to trust you before they'll trust in your solution. The key to pitching them is to slowly build lasting trust over time.\",\"personality.S_25_54_83_givingPitch_tryThis\":\"I've been working here for about 5 years and in that time I've been lucky enough to...\\r\\nI, personally, use our product for X and it has really helped me feel...\\r\\nFeel free to bring in other people from your team, if you'd like!\",\"personality.S_25_54_83_handlingCompetition_bulletPoints\":\"Share your team's commitment to your company's greater mission\\nKeep it positive\\nFocus on your product rather than making hard, blunt comparisions about others\",\"personality.S_25_54_83_handlingCompetition_thisHappensBecause\":\"They don't like negativity or tense competition. You'll look much better to them if you stay on the high ground and focus just on what your product and team does well. If you need to discuss the competition, be kind.\",\"personality.S_25_54_83_handlingCompetition_tryThis\":\"I don't want to get to into someone else's team because I don't know what their situation is like. Here at X, we really strive to...\\r\\nIs there something you wish they would do differently?\\r\\nIf you're still running into issues with X, our solution can help relieve some of that burden by...\",\"personality.S_25_54_83_meeting_bulletPoints\":\"Respect their time and schedule\\nMake sure that they has a voice\\nTake time for social graces\",\"personality.S_25_54_83_meeting_description\":\"They tend to be a warm listener, so be positive and clear when presenting information in a meeting. Ask for their opinion on the matter and remain visibly attentive when they speak.\",\"personality.S_25_54_83_painPoints_bulletPoints\":\"Frustrations amongst the team\\nArguments between colleagues\\nAn uncomfortable working atmosphere\",\"personality.S_25_54_83_painPoints_thisHappensBecause\":\"They are likely to feel stressed by looming threats to the status quo, internal conflict, and sudden changes. If you try to sell your product as a new solution for them without taking the time to understand their stress, empathize with them, and offer plenty of assurance that your product will actually be a good long-term solution for them, they may resign themselves to stick with their current process since it's what's comfortable.\",\"personality.S_25_54_83_painPoints_tryThis\":\"I'm sorry you've had to deal with that. We'd love to make things a little easier for you.\\r\\nI've been through that too, so I know it can be really stressful.\\r\\nI know how hard it can be to ensure everyone's happy on a team...\",\"personality.S_25_54_83_presentations_bulletPoints\":\"Maintain a casual and inviting tone\\nKeep their feelings at the forefront of your mind\\nFocus more on the long-lasting happiness your product will bring their team rather than concepts like efficiency or speed\",\"personality.S_25_54_83_presentations_thisHappensBecause\":\"Visual aids aren't necessary with them since they care more about the conversation and getting to know you. If understanding your product requires something like pictures of examples, feel free to share, but focus your energies on the casual flow of conversation, rather than on building a rigid presentation.\",\"personality.S_25_54_83_presentations_tryThis\":\"If at any point you'd want to see how this works in more detail, let me know!\\r\\nI wanted to show you what that stress could cost you throughout the year.\\r\\nI sent a schedule earlier that details the timelines and expectations for our typical sales process.\",\"personality.S_25_54_83_problemApproach_bulletPoints\":\"Giving situations lots of thought\\nConsidering all sides of an argument\\nActing as a moderator between others\",\"personality.S_25_54_83_problemApproach_thisHappensBecause\":\"They tend to be very intentional about solving problems. They don't jump to conclusions or take risks unless absolutely necessary. By creating purchase protections and involving someone they trust, you're showing that you're trustworthy, too, which will help them feel more open to your product.\",\"personality.S_25_54_83_problemApproach_tryThis\":\"If you're not happy with this, we can definitely work something out. We want to make sure this works out well for you.\\r\\nI'm here to assist in any way I can.\\r\\nIf you have any questions at all, please don't hesitate to ask. I'm more than happy to help answer!\",\"personality.S_25_54_83_speaking_bulletPoints\":\"Avoid harsh criticism\\nAllow them to set the pace\\nUse words like \\\"value\\\" and \\\"fair\\\"\",\"personality.S_25_54_83_stressors_bulletPoints\":\"Asserting authority over others\\nBlunt or aggressive language\\nBeing overly pressured\",\"personality.S_25_54_83_stressors_description\":\"They tend to feel drained when those around them seem to lack commitment. If others flake on plans or back out of promises, they will likely lose trust and motivation.\",\"personality.S_25_54_83_supportingChampion_beforeMeeting\":\"Keep up their love for community happiness by inviting others in on the meeting.\\nSend supporting documentation that speaks to their heart rather than their head.\\nRequest what you need in a caring tone of voice.\",\"personality.S_25_54_83_supportingChampion_duringMeeting\":\"Commend them for their sensitivity to their team's painpoints.\\r\\nExpect them to be more reserved and quiet during your meeting.\\r\\nCheck in with your Champion when speaking about team-wide happiness and product reliability.\",\"personality.S_25_54_83_threeWords\":\"Steady, Agreeable, Compassionate\",\"personality.S_25_54_83_urgencyAndPace_bulletPoints\":\"Use giving language that shows you're there for them\\nGive them clear expectations for how things will play out\\nGet their team members on-board\",\"personality.S_25_54_83_urgencyAndPace_thisHappensBecause\":\"They like to carefully think through decisions. If you rush them, they're likely to feel unsure or regret their purchase, which won't be good for anyone. Allow them plenty of time to feel comfortable and answer any questions they have along the way.\",\"personality.S_25_54_83_urgencyAndPace_tryThis\":\"If you have any questions, please feel free to reach out!\\r\\nI want to make sure you're happy before we move forward. Are there any other questions I can answer?\\r\\nThere's no rush. I'm happy to help out in any way I can.\",\"personality.S_25_54_83_workingTogether_bulletPoints\":\"Honor your commitments\\nInvolve them in group decisions\\nGive them time to adapt\",\"personality.S_55_100_83_behaviour_bulletPoints\":\"Write a letter to communicate an idea or feeling.\\nRemain loyal to trusted companies and brands\\nStay focused when a conversation is not particularly exciting\",\"personality.S_55_100_83_behaviour_description\":\"They are cautious, respectful of authority, people-oriented, sincere, and is usually hesitant to take risks or make a big, sudden change. It's important to remain calm and assured while selling to them. Explain how your product, service, or idea will help them and their teammates in their day to day responsibilities.\",\"personality.S_55_100_83_bookingMeeting_bulletPoints\":\"Ask if a certain times works with their schedule so they're getting a straightforward option while also knowing you respect their time\\nUse warm and personable language\\nShare your excitement to learn more about their company's mission\",\"personality.S_55_100_83_bookingMeeting_thisHappensBecause\":\"They care a lot about other people, like their friends, family, and teammates. They'll need to trust you before they'll meet with you, so it's important that you share about yourself to help build that trust. You should look at this as a long-term business relationship that you'll build overtime, rather than a deal that you'll rush to close.\",\"personality.S_55_100_83_bookingMeeting_tryThis\":\"I'd love to meet and connect so we can discuss your team's current needs a bit more.\\nWould you be free to meet next Wednesday or Thursday morning?\\nAre you free to meet next Thursday afternoon or Friday morning?\",\"personality.S_55_100_83_brief\":\"They tend to be detail-oriented, skeptical of change, and likely prefers a clear set of expectations before making a decision.\",\"personality.S_55_100_83_buildingRapport_bulletPoints\":\"Find a shared passion you both have and relate to it throughout\\nRemember their deeper meaning in wanting this product and relate to it throughout\\nShow interest in their life and position at the company\",\"personality.S_55_100_83_buildingRapport_thisHappensBecause\":\"If they don't feel connected to you, they won't feel comfortable pursuing a new solution. Because they're warm and accomodating, they are easy to build personal connections with as long as you take the time to do so intentionally. If you can become friends with them, you'll have a better, longer-lasting working relationship, as well.\",\"personality.S_55_100_83_buildingRapport_tryThis\":\"You're from X? I am too! What part are you from?\\r\\nJust so you know who I am and where I'm coming from, I'd be happy to share a bit about myself...\\r\\nI'd love to hear more about that...\",\"personality.S_55_100_83_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to using a tool that supports everybody on the team, as opposed to just one department.\\nSpeak with a connected, gentle tone of voice.\\nExpect long-term hold-ups to come from not trusting it for an entire team's usage.\",\"personality.S_55_100_83_discussingMoney_bulletPoints\":\"Speak in team-centered terms.\\nExplain what the pricing will bring as far as long-term, team-wide benefits.\\nShow your pricing model through trust-building factors like money-back guarantees and warranties.\",\"personality.S_55_100_83_emailing_bulletPoints\":\"Use a formal greeting and closing\\nWrite with a warm, personal tone\\nAdd non-essential but friendly lines like \\\"hope you're doing well\\\"\",\"personality.S_55_100_83_emailing_description\":\"They appreciate stability and looks for dependability in others before opening up, so make sure to convey a sense of balance through a warm, friendly tone, especially through email, with them.\",\"personality.S_55_100_83_energizers_bulletPoints\":\"Making a difference\\nStability\\nLong-term trust & loyalty\",\"personality.S_55_100_83_givingPitch_bulletPoints\":\"Lean in on trust-builders like warranties or guarantees to show them that their purchase is worthwhile\\nShare your story and journey first so they know they can trust you\\nWelcome in close team members or friends in your discussion to make them feel supported\",\"personality.S_55_100_83_givingPitch_thisHappensBecause\":\"They are very people-oriented. They'll connect with you by hearing a bit more about who you are and engaging in casual conversation first. This is one of the most important parts of the pitch because they need to trust you before they'll trust in your solution. The key to pitching them is to slowly build lasting trust over time.\",\"personality.S_55_100_83_givingPitch_tryThis\":\"I've been working here for about 5 years and in that time I've been lucky enough to...\\r\\nFeel free to bring in other people from your team, if you'd like!\\r\\nI, personally, use our product for X and it has really helped me feel..\",\"personality.S_55_100_83_handlingCompetition_bulletPoints\":\"Focus on your product rather than making hard, blunt comparisions about others\\nKeep it positive\\nShare your team's commitment to your company's greater mission\",\"personality.S_55_100_83_handlingCompetition_thisHappensBecause\":\"They don't like negativity or tense competition. You'll look much better to them if you stay on the high ground and focus just on what your product and team does well. If you need to discuss the competition, be kind.\",\"personality.S_55_100_83_handlingCompetition_tryThis\":\"I don't want to get to into someone else's team because I don't know what their situation is like. Here at X, we really strive to...\\nIf you're still running into issues with X, our solution can help relieve some of that burden by...\\nIs there something you wish they would do differently?\",\"personality.S_55_100_83_meeting_bulletPoints\":\"Ask them about their day\\nDivide the labor and delegate accordingly\\nMake sure that they have a voice\",\"personality.S_55_100_83_meeting_description\":\"They will appreciate if you start a meeting with friendly conversation. Take time to build trust and don't rush directly into the agenda. Expect to lead the conversation, and work through agenda items at a steady pace.\",\"personality.S_55_100_83_painPoints_bulletPoints\":\"These pain points will most impact Matthieu:\\nAn uncomfortable working atmosphere\\nArguments between colleagues\\nFrustrations amongst the team\",\"personality.S_55_100_83_painPoints_thisHappensBecause\":\"They are likely to feel stressed by looming threats to the status quo, internal conflict, and sudden changes. If you try to sell your product as a new solution for them without taking the time to understand their stress, empathize with them, and offer plenty of assurance that your product will actually be a good long-term solution for them, they may resign themselves to stick with their current process since it's what's comfortable.\",\"personality.S_55_100_83_painPoints_tryThis\":\"I've been through that too, so I know it can be really stressful.\\r\\nI'm sorry you've had to deal with that. We'd love to make things a little easier for you.\\r\\nThat sounds incredibly frustrating. I completely understand why you feel that way.\",\"personality.S_55_100_83_presentations_bulletPoints\":\"Focus more on the long-lasting happiness your product will bring their team rather than concepts like efficiency or speed\\nKeep their feelings at the forefront of your mind\\nMaintain a casual and inviting tone\",\"personality.S_55_100_83_presentations_thisHappensBecause\":\"Visual aids aren't necessary with them since they care more about the conversation and getting to know you. If understanding your product requires something like pictures of examples, feel free to share, but focus your energies on the casual flow of conversation, rather than on building a rigid presentation.\",\"personality.S_55_100_83_presentations_tryThis\":\"If at any point you'd want to see how this works in more detail, let me know!\\r\\nI sent a schedule earlier that details the timelines and expectations for our typical sales process.\\r\\nI wanted to show you what that stress could cost you throughout the year.\",\"personality.S_55_100_83_problemApproach_bulletPoints\":\"Acting as a moderator between others\\nConsidering all sides of an argument\\nGiving situations lots of thought\",\"personality.S_55_100_83_problemApproach_thisHappensBecause\":\"They tend to be very intentional about solving problems. They don't jump to conclusions or take risks unless absolutely necessary. By creating purchase protections and involving someone they trust, you're showing that you're trustworthy, too, which will help them feel more open to your product.\",\"personality.S_55_100_83_problemApproach_tryThis\":\"If you're not happy with this, we can definitely work something out. We want to make sure this works out well for you.\\r\\nIf you have any questions at all, please don't hesitate to ask. I'm more than happy to help answer!\\r\\nI'm here to assist in any way I can\",\"personality.S_55_100_83_speaking_bulletPoints\":\"Let them finish their sentences before talking\\nProject politeness and respect (even at the expense of boldness)\\nAllow them to set the pace\",\"personality.S_55_100_83_stressors_bulletPoints\":\"Feeling unappreciated\\nCompetition\\nBlunt or aggressive language\",\"personality.S_55_100_83_stressors_description\":\"They tend to feel drained by high-expectations or applied pressure from others. If they feel rushed or pushed harder than they are prepared for, they will likely become stressed, frustrated, and unmotivated.\",\"personality.S_55_100_83_supportingChampion_beforeMeeting\":\"Request what you need in a caring tone of voice.\\nSend supporting documentation that speaks to their heart rather than their head.\\nKeep up their love for community happiness by inviting others in on the meeting.\",\"personality.S_55_100_83_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about team-wide happiness and product reliability.\\r\\nExpect them to be more reserved and quiet during your meeting.\\r\\nCommend them for their sensitivity to their team's painpoints.\",\"personality.S_55_100_83_threeWords\":\"Composed, Thoughtful, Agreeable\",\"personality.S_55_100_83_urgencyAndPace_bulletPoints\":\"Get their team members on-board\\nGive them clear expectations for how things will play out\\nUse giving language that shows you're there for them\",\"personality.S_55_100_83_urgencyAndPace_thisHappensBecause\":\"They like to carefully think through decisions. If you rush them, they're likely to feel unsure or regret their purchase, which won't be good for anyone. Allow them plenty of time to feel comfortable and answer any questions they have along the way.\",\"personality.S_55_100_83_urgencyAndPace_tryThis\":\"If you have any questions, please feel free to reach out!\\nThere's no rush. I'm happy to help out in any way I can.\\nI want to make sure you're happy before we move forward. Are there any other questions I can answer?\",\"personality.S_55_100_83_workingTogether_bulletPoints\":\"Give them time to adapt\\nOffer gentle and objective criticism\\nOffer frequent verbal affirmation\",\"personality.SC_0_14_83_67_behaviour_bulletPoints\":\"Needing space to think things through\\nBeing comfortable with a rigid structure\\nListening closely to all the details\",\"personality.SC_0_14_83_67_behaviour_description\":\"Make sure to get into the nitty-gritty when selling to them. Discuss the specifications of everything involved in their purchase, including cost, implementation, and expected performance.\",\"personality.SC_0_14_83_67_bookingMeeting_bulletPoints\":\"Give them two time options to chose from and ask them which one works best\\nKeep your tone gentle and straightforward\\nProvide an agenda for the meeting\",\"personality.SC_0_14_83_67_bookingMeeting_thisHappensBecause\":\"They need to trust you, your company, and the product before they'll consider it. They are comfortable with the status quo and may have a hard time stepping out of their comfort zone. You'll need to convince them that the change is worth the improvements your product can make to their daily lives.\",\"personality.SC_0_14_83_67_bookingMeeting_tryThis\":\"We're trusted by over 200 companies...\\r\\nWhat time works best for you to meet next Wednesday or Thursday?\\r\\nAre you free to meet either at 2pm on February 27th or at 11am on February 28th?\",\"personality.SC_0_14_83_67_brief\":\"tends to be pragmatic, reliable, organized, and precise.\",\"personality.SC_0_14_83_67_buildingRapport_bulletPoints\":\"Ask them what questions they have for you\\nProvide clear background about yourself and your position in the company\\nShow interest in their mission for their company\",\"personality.SC_0_14_83_67_buildingRapport_thisHappensBecause\":\"They may take a while to warm up to you, but if you consistently show that you're warm, empathetic, organized, and reliable, they can become some of your most loyal customers.\",\"personality.SC_0_14_83_67_buildingRapport_tryThis\":\"I completely understand that frustration. Here's what I can do to help...\\r\\nI know you may have concerns about how this will all fit with your current process...\\r\\nJust so you know who I am and where I'm coming from, I'd be happy to share a bit about myself...\",\"personality.SC_0_14_83_67_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to a stronger, more strategized day-to-day process.\\nSpeak with an empathetic, analytical tone of voice.\\nExpect long-term hold-ups to come from not trusting that your product can have long-term value.\",\"personality.SC_0_14_83_67_discussingMoney_bulletPoints\":\"Speak in terms of value and protection.\\nShow your pricing model through practical numbers and trust-building factors.\\nExplain what the pricing will bring as far as financial practicalities and deep-rooted trust.\",\"personality.SC_0_14_83_67_emailing_bulletPoints\":\"Provide lots of details and information\\nAsk them something that will require a long and contemplative response\\nKeep the conversation fact-focused\",\"personality.SC_0_14_83_67_emailing_description\":\"They are usually hesitant to take risks or make a big, sudden change, so you will need to be sincere and honest in order to help them feel comfortable, especially if you're reaching out about a new idea.\",\"personality.SC_0_14_83_67_energizers_bulletPoints\":\"Support from others\\nCleanliness & organization\\nTaking their time\",\"personality.SC_0_14_83_67_givingPitch_bulletPoints\":\"Be gentle and clear\\nDon't rush them if they have more questions than you expected\\nFocus on the reliability, safety and consistency of your product\",\"personality.SC_0_14_83_67_givingPitch_thisHappensBecause\":\"They need to trust in you and the product before they'll consider it. Respecting them, providing clear information, and demonstrating reliability are all key to building a good working relationship with them and closing the deal.\",\"personality.SC_0_14_83_67_givingPitch_tryThis\":\"I know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\\r\\nThis will only improve your existing process and it shouldn't change how you work day-to-day.\\r\\nFeel free to bring in other people from your team, if you'd like!\",\"personality.SC_0_14_83_67_handlingCompetition_bulletPoints\":\"Be blunt in sharing your competitor's shortcomings\\nLean in your team commitment to consistency and trustworthiness when it comes to your product\\nUse a generous but straightforward tone\",\"personality.SC_0_14_83_67_handlingCompetition_thisHappensBecause\":\"Even if a product isn't perfect, they are incredibly loyal people who crave consistency. Change isn't easy for them, but you can do things, like providing free trials and offering ways to help ease implelentation, to make it less stressful for them, which will ultimately help in an endeavor to get them to switch from a competing product.\",\"personality.SC_0_14_83_67_handlingCompetition_tryThis\":\"It can be hard to try something new, especially if you're comfortable where you are. But we want to make it so much better for you in the long-run.\\r\\nX company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\\r\\nIf you're still running into issues with X, our solution can help relieve some of that burden by...\\\"\",\"personality.SC_0_14_83_67_meeting_bulletPoints\":\"Lead the conversation\\nTake time to work out an agenda\\nLet them know how they can be helpful\",\"personality.SC_0_14_83_67_meeting_description\":\"To help keep meetings with them organized, send them an overview of what the discussion will be about beforehand. Make sure you show up on time and honor the scheduled limit. If they neglect to give much input during the meeting, be sure to ask them for their input.\",\"personality.SC_0_14_83_67_painPoints_bulletPoints\":\"Instability\\nThreats to their security\\nUntrustworthy team members or partners\",\"personality.SC_0_14_83_67_painPoints_thisHappensBecause\":\"They are most concerned by threats to their security/stability, changing environments, and unpredictable circumstances. If you build trust with them through personal reference, set your product up as a solution for their pain points, and reduce any stress that could be caused in the sales process, you can move them forward in the process.\",\"personality.SC_0_14_83_67_painPoints_tryThis\":\"There's no rush to commit.\\r\\nWe'll ensure it's a smooth transition if you decide the product is right for you.\\r\\nTake your time to think about it.\",\"personality.SC_0_14_83_67_presentations_bulletPoints\":\"Focus on things like money saved, customer happiness, and team-wide benefits\\nPlan to make the presentation more like a conversation, as they'll probably be hesitant to ask questions during it\\nStick to straightforward information as opposed to flashy visuals\",\"personality.SC_0_14_83_67_presentations_thisHappensBecause\":\"They don't need to be spared the nitty gritty details in favor of an infographic. They'll benefit more by building a relationship with you through open conversation and presentations may detract from the healthy relationship-building.\",\"personality.SC_0_14_83_67_presentations_tryThis\":\"As you can see, our product has a very loyal client-base...\\r\\nAs you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\\r\\nI sent a schedule earlier that details the timelines and expectations for our typical sales process\",\"personality.SC_0_14_83_67_problemApproach_bulletPoints\":\"Analyzing all of the sides on all points of view\\nMaking an informed decision based on facts\\nStaying out of big arguments\",\"personality.SC_0_14_83_67_problemApproach_thisHappensBecause\":\"They tend to analyze all of the facts of the situation, create a calm environment to think, and discuss their thoughts with their most trusted friends or coworkers. By respecting their typical problem-solving process, which is something very important to them, you will earn their trust and make them more comfortable moving forward in the sales process.\",\"personality.SC_0_14_83_67_problemApproach_tryThis\":\"I'm here to help in any way I can.\\r\\nHere's all of the information, but the decision about what's best is up to you.\\r\\nIf you have any questions at all, please don't hesitate to ask. I'm more than happy to help answer!\",\"personality.SC_0_14_83_67_speaking_bulletPoints\":\"Maintain a calm tone\\nGive them enough time to think before responding\\nEmphasize past results\",\"personality.SC_0_14_83_67_stressors_bulletPoints\":\"Inconsistency from others\\nVague directions\\nSudden change in plans\",\"personality.SC_0_14_83_67_stressors_description\":\"They to feel drained by vague instructions from other people, especially pertaining to their work. If those around them are unable to clearly communicate their expectations, they may become stressed and unmotivated.\",\"personality.SC_0_14_83_67_supportingChampion_beforeMeeting\":\"Request what you need in a kind and descriptive tone of voice.\\nSend supporting documentation that shows detailed processes (product guide, service guide, etc.)\\nKeep up with their love for stability by inviting others in on the meeting.\",\"personality.SC_0_14_83_67_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about what's been proven most successful in the past.\\nExpect them to be quietly taking notes during your meeting without trying to butt into the conversation too much.\\nCommend them for how easy it's been to collaborate with them.\",\"personality.SC_0_14_83_67_threeWords\":\"Calm, Reliable, Conscientious\",\"personality.SC_0_14_83_67_urgencyAndPace_bulletPoints\":\"Give them access to schedule a call or meeting with you if they have questions\\nLay out what's needed and by when\\nUse a gentle and helpful tone\",\"personality.SC_0_14_83_67_urgencyAndPace_thisHappensBecause\":\"It may take a while for them to make up their minds - they don't like change and they'll want to be completely sure that they're making a good decision. If you pressure them too much, they'll leave. Understand where they're coming from and give them time and space to think.\",\"personality.SC_0_14_83_67_urgencyAndPace_tryThis\":\"I'd be happy to get another meeting on the calendar to go over any questions you have!\\nAre there any questions I can answer?\\nThere's no rush. I'm happy to help out in any way I can.\",\"personality.SC_0_14_83_67_workingTogether_bulletPoints\":\"Double-check your work\\nExpect it to take a long time to earn their trust\\nRespect the structure of their schedule\",\"personality.Sc_0_14_83_99_behaviour_bulletPoints\":\"Appreciating formality in business meetings\\nFeeling comforted by certainty\\nGiving others time to adapt to change\",\"personality.Sc_0_14_83_99_behaviour_description\":\"May be hesitant to make a decision on the spot. Offer some sort of warranty or way of assuring that they will get their money's worth.\",\"personality.Sc_0_14_83_99_bookingMeeting_bulletPoints\":\"Be clear about why you're reaching out\\nProvide an agenda for the meeting\\nFind some supporting documentation that'll build your product's trust-factor\",\"personality.Sc_0_14_83_99_bookingMeeting_thisHappensBecause\":\"They care a lot about their teams and their schedules. They aren't likely to seek out change, especially if things are going well for them. The best approach is to connect with them on a personal level so the meeting doesn't feel like a high-stakes sales gimmick, but rather feels like a conversation.\",\"personality.Sc_0_14_83_99_bookingMeeting_tryThis\":\"I'd love to share more about my company to see if we can help you out...\\nWhat time works best for you to meet next Wednesday or Thursday?\\nWe're trusted by over 200 companies...\",\"personality.Sc_0_14_83_99_brief\":\"Is analytical and inventive as an individual, but will likely seek group consensus before making a big decision.\",\"personality.Sc_0_14_83_99_buildingRapport_bulletPoints\":\"Come on lightly until they show that they're getting more comfortable\\nShow interest in their mission for their company\\nProvide clear background about yourself and your position in the company\",\"personality.Sc_0_14_83_99_buildingRapport_thisHappensBecause\":\"It's important to view relationships with them as worthwhile investments. It may be more difficult to earn their trust, but if you can, you're likely to have a lifelong customer. Connecting with them on a personal level is the primary way of doing this.\",\"personality.Sc_0_14_83_99_buildingRapport_tryThis\":\"I completely understand that frustration. Here's what I can do to help...\\r\\nJust so you know who I am and where I'm coming from, I'd be happy to share a bit about myself...\\r\\nYou're from X? I am too! What part are you from?\",\"personality.Sc_0_14_83_99_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to using a tool that smoothly implements into already existing processes.\\nExpect long-term hold-ups to come from not trusting that your product can have long-term value.\\nSpeak with a connected, practical tone of voice.\",\"personality.Sc_0_14_83_99_discussingMoney_bulletPoints\":\"Show your pricing model through trust-building factors and bottom-line numbers over flashy graphics.\\nExplain what the pricing will bring as far as financial practicalities and deep-rooted trust.\\nExplain what the pricing will bring as far as long-term monetary benefits.\",\"personality.Sc_0_14_83_99_emailing_bulletPoints\":\"Respond to questions with thoughtfulness over speed\\nProvide a great deal of information\\nGive them plenty of time to think\",\"personality.Sc_0_14_83_99_emailing_description\":\"Very loyal and accommodating but prefer to work methodically, so avoid being pushy or forceful when reaching out them. Instead, focus on sharing the important details and giving them plenty of time to respond.\",\"personality.Sc_0_14_83_99_energizers_bulletPoints\":\"Predictability\\nPeace\\nSecurity\",\"personality.Sc_0_14_83_99_givingPitch_bulletPoints\":\"Ensure they have all of their questions answered before moving on\\nFocus on the reliability, safety and consistency of your product\\nDon't rush them if they have more questions than you expected\",\"personality.Sc_0_14_83_99_givingPitch_thisHappensBecause\":\"They are very organized, people-oriented personalities. They want to make sure they understand everything before moving forward and they want to know that they're choosing a reliable, trustworthy product. Input from their team members can also help reassure them.\",\"personality.Sc_0_14_83_99_givingPitch_tryThis\":\"I know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\\r\\nFeel free to bring in other people from your team, if you'd like!\\r\\nI've been working here for about 5 years and in that time I've been lucky enough to...\",\"personality.Sc_0_14_83_99_handlingCompetition_bulletPoints\":\"Be devil's advocate before comparing yourself to others\\nUse a generous but straightforward tone\\nGently address why your competition falls short\",\"personality.Sc_0_14_83_99_handlingCompetition_thisHappensBecause\":\"They are loyal customers. If they're using a competing solution, it may be more difficult to get them to switch. However, bashing the competition will only lead them to see you as rude or aggressive. Rather than focusing on what the competition is doing wrong, discuss what exactly you're doing right.\",\"personality.Sc_0_14_83_99_handlingCompetition_tryThis\":\"It can be hard to try something new, especially if you're comfortable where you are. But we want to make it so much better for you in the long-run.\\r\\nIf you're still running into issues with X, our solution can help relieve some of that burden by...\\r\\nI don't want to get to into someone else's team because I don't know what their situation is like. Here at X, we really strive to...\",\"personality.Sc_0_14_83_99_meeting_bulletPoints\":\"Set a fixed, measurable objective\\nRemain level headed and realistic\\nShare something new that you learned\",\"personality.Sc_0_14_83_99_meeting_description\":\"Focus on remaining consistent and calm throughout meetings with them. Tell them beforehand what the meeting will entail and make sure not to rush through it.\",\"personality.Sc_0_14_83_99_painPoints_bulletPoints\":\"Baid-aid approaches to problems\\nUntrustworthy team members or partners\\nNot being heard on an emotional level\",\"personality.Sc_0_14_83_99_painPoints_thisHappensBecause\":\"They stress may revolve around issues that are frustrating their team generally, but they'll trust you more if you make an effort to ask and listen, rather than if you jumped into the pitch with a bunch of assumptions about what their issues might be. Showing empathy and learning more about them will be the best approach to addressing their pain points.\",\"personality.Sc_0_14_83_99_painPoints_tryThis\":\"What causes you the most stress each day at work?\\nWe'll ensure it's a smooth transition if you decide the product is right for you.\\nThere's no rush to commit.\",\"personality.Sc_0_14_83_99_presentations_bulletPoints\":\"Delve deep into their particular questions and answer them one-by-one so they don't feel like their concerns are going unanswered\\nStick to straightforward information as opposed to flashy visuals\\nFocus on presentations that show timelines and long-term use\",\"personality.Sc_0_14_83_99_presentations_thisHappensBecause\":\"The goal when selling to them shouldn't be to excite or woo them with pretty graphics. It's not likely to sway their decision or entertain them. You should worry, instead, about ensuring they have access to a plan and other resources that they can refer to for information outside of your conversation.\",\"personality.Sc_0_14_83_99_presentations_tryThis\":\"As you can see, our product has a very loyal client-base...\\r\\nI sent a schedule earlier that details the timelines and expectations for our typical sales process.\\r\\nIf at any point you'd want to see how this works in more detail, let me know!\",\"personality.Sc_0_14_83_99_problemApproach_bulletPoints\":\"Doing their own research in private\\nStaying out of big arguments\\nFinding a long-term solution\",\"personality.Sc_0_14_83_99_problemApproach_thisHappensBecause\":\"They approach problems by looking for reliable, long-term solutions. They don't generally make quick decisions or trust their instincts. Instead, they build trusting relationships with vendors who can help, ask friends and family for advice, and do plenty of their own research. By giving them clear, accurate information, working to build a relationship, and inviting them to talk things over with other people, you're ensuring that they feel as comfortable as possible, which will help cement your business relationship with them.\",\"personality.Sc_0_14_83_99_problemApproach_tryThis\":\"I'm here to help in any way I can.\\r\\nIf you have any questions at all, please don't hesitate to ask. I'm more than happy to help answer!\\r\\nIf you're not happy with this, we can definitely work something out. We want to make sure this works out well for you.\",\"personality.Sc_0_14_83_99_speaking_bulletPoints\":\"Guide the conversation with questions\\nTake the lead\\nOffer helpful, constructive feedback\",\"personality.Sc_0_14_83_99_stressors_bulletPoints\":\"Uncertainty\\nMaking things up on the spot\\nChaotic environments\",\"personality.Sc_0_14_83_99_stressors_description\":\"They may feel drained in positions that require them to make things up on the spot without having time to collect and organize their thoughts. Fast-paced, improvisational work environments will likely stress them out and cause them to be less motivated.\",\"personality.Sc_0_14_83_99_supportingChampion_beforeMeeting\":\"Keep up their [love] for planning by accentuating details like dates, times, and meeting agendas.\\nKeep up with their love for stability by inviting others in on the meeting.\\nSend supporting documentation that speaks to team-wide benefits and strategies.\",\"personality.Sc_0_14_83_99_supportingChampion_duringMeeting\":\"Check in with your Champion when talking about long-term growth and product reliability.\\nCommend them for how easy it's been to collaborate with them.\\nExpect them to quietly take lots of notes during the meeting.\",\"personality.Sc_0_14_83_99_threeWords\":\"Courteous, Consistent, Perceptive\",\"personality.Sc_0_14_83_99_urgencyAndPace_bulletPoints\":\"Bring in other decision-makers if needed to push the process along\\nUse a gentle and helpful tone\\nGently remind them of any impending deadlines\",\"personality.Sc_0_14_83_99_urgencyAndPace_thisHappensBecause\":\"They need time to think through their decision carefully before committing. If you haven't heard from them in a while, it doesn't mean they've moved on. Make yourself available to help, but don't rush or pressure them, since that will only cause them stress.\",\"personality.Sc_0_14_83_99_urgencyAndPace_tryThis\":\"I'd be happy to get another meeting on the calendar to go over any questions you have!\\r\\nThere's no rush. I'm happy to help out in any way I can.\\r\\nIf you have any questions, please feel free to reach out!\",\"personality.Sc_0_14_83_99_workingTogether_bulletPoints\":\"Approach tough decisions with gentle objectivity\\nAsk them questions to understand their point of view\\nRespect the structure of their schedule\",\"personality.SC_15_24_83_67_behaviour_bulletPoints\":\"Listen closely to all the details\\nFinish one task before starting another\\nNeed space to think things through\",\"personality.SC_15_24_83_67_behaviour_description\":\"Provide a full explanation to them, use a fact-based appeal and give them time to process. Show how your solution provides stability and don't try to control or dominate the conversation.\",\"personality.SC_15_24_83_67_bookingMeeting_bulletPoints\":\"Give them two time options to chose from and ask them which one works best\\nKeep your tone gentle and straightforward\\nProvide an agenda for the meeting\",\"personality.SC_15_24_83_67_bookingMeeting_thisHappensBecause\":\"They need to trust you, your company, and the product before they'll consider it. They are comfortable with the status quo and may have a hard time stepping out of their comfort zone. You'll need to convince them that the change is worth the improvements your product can make to their daily lives.\",\"personality.SC_15_24_83_67_bookingMeeting_tryThis\":\"We're trusted by over 200 companies...\\r\\nWhat time works best for you to meet next Wednesday or Thursday?\\r\\nAre you free to meet either at 2pm on February 27th or at 11am on February 28th?\",\"personality.SC_15_24_83_67_brief\":\"tends to be precise, team-oriented, adaptable, and analytical.\",\"personality.SC_15_24_83_67_buildingRapport_bulletPoints\":\"Ask them what questions they have for you\\nProvide clear background about yourself and your position in the company\\nShow interest in their mission for their company\",\"personality.SC_15_24_83_67_buildingRapport_thisHappensBecause\":\"They may take a while to warm up to you, but if you consistently show that you're warm, empathetic, organized, and reliable, they can become some of your most loyal customers.\",\"personality.SC_15_24_83_67_buildingRapport_tryThis\":\"I completely understand that frustration. Here's what I can do to help...\\r\\nI know you may have concerns about how this will all fit with your current process...\\r\\nJust so you know who I am and where I'm coming from, I'd be happy to share a bit about myself...\",\"personality.SC_15_24_83_67_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to a stronger, more strategized day-to-day process.\\nSpeak with an empathetic, analytical tone of voice.\\nExpect long-term hold-ups to come from not trusting that your product can have long-term value.\",\"personality.SC_15_24_83_67_discussingMoney_bulletPoints\":\"Speak in terms of value and protection.\\nShow your pricing model through practical numbers and trust-building factors.\\nExplain what the pricing will bring as far as financial practicalities and deep-rooted trust.\",\"personality.SC_15_24_83_67_emailing_bulletPoints\":\"Ask them something that will require a long and contemplative response\\nProvide lots of details and information\\nGive them plenty of time to think\",\"personality.SC_15_24_83_67_emailing_description\":\"They are very diligent and work hard to accomplish one goal at a time, so convey trustworthiness and don't use aggressive language in your outreach to them.\",\"personality.SC_15_24_83_67_energizers_bulletPoints\":\"Cleanliness & organization\\nSupport from others\\nSecurity\",\"personality.SC_15_24_83_67_givingPitch_bulletPoints\":\"Be gentle and clear\\nDon't rush them if they have more questions than you expected\\nFocus on the reliability, safety and consistency of your product\",\"personality.SC_15_24_83_67_givingPitch_thisHappensBecause\":\"They need to trust in you and the product before they'll consider it. Respecting them, providing clear information, and demonstrating reliability are all key to building a good working relationship with them and closing the deal.\",\"personality.SC_15_24_83_67_givingPitch_tryThis\":\"I know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\\r\\nThis will only improve your existing process and it shouldn't change how you work day-to-day.\\r\\nFeel free to bring in other people from your team, if you'd like!\",\"personality.SC_15_24_83_67_handlingCompetition_bulletPoints\":\"Be blunt in sharing your competitor's shortcomings\\nLean in your team commitment to consistency and trustworthiness when it comes to your product\\nUse a generous but straightforward tone\",\"personality.SC_15_24_83_67_handlingCompetition_thisHappensBecause\":\"Even if a product isn't perfect, They are incredibly loyal people who crave consistency. Change isn't easy for them, but you can do things, like providing free trials and offering ways to help ease implelentation, to make it less stressful for them, which will ultimately help in an endeavor to get them to switch from a competing product.\",\"personality.SC_15_24_83_67_handlingCompetition_tryThis\":\"It can be hard to try something new, especially if you're comfortable where you are. But we want to make it so much better for you in the long-run.\\nX company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\\nIf you're still running into issues with X, our solution can help relieve some of that burden by.\",\"personality.SC_15_24_83_67_meeting_bulletPoints\":\"Let them know how they can be helpful\\nLead the conversation\\nShare something new that you learned\",\"personality.SC_15_24_83_67_meeting_description\":\"They are weary of anyone that is perceived as manipulative, dishonest, or forceful. Slow down, provide facts, and allow them to process the information. Make sure to provide a meeting agenda to help them prepare beforehand.\",\"personality.SC_15_24_83_67_painPoints_bulletPoints\":\"Instability\\nThreats to their security\\nUntrustworthy team members or partners\",\"personality.SC_15_24_83_67_painPoints_thisHappensBecause\":\"They are most concerned by threats to their security/stability, changing environments, and unpredictable circumstances. If you build trust with them through personal reference, set your product up as a solution for their pain points, and reduce any stress that could be caused in the sales process, you can move them forward in the process.\",\"personality.SC_15_24_83_67_painPoints_tryThis\":\"There's no rush to commit.\\r\\nWe'll ensure it's a smooth transition if you decide the product is right for you.\\r\\nTake your time to think about it.\",\"personality.SC_15_24_83_67_presentations_bulletPoints\":\"Focus on things like money saved, customer happiness, and team-wide benefits\\nPlan to make the presentation more like a conversation, as they'll probably be hesitant to ask questions during it\\nStick to straightforward information as opposed to flashy visuals\",\"personality.SC_15_24_83_67_presentations_thisHappensBecause\":\"They don't need to be spared the nitty gritty details in favor of an infographic. They'll benefit more by building a relationship with you through open conversation and presentations may detract from the healthy relationship-building.\",\"personality.SC_15_24_83_67_presentations_tryThis\":\"As you can see, our product has a very loyal client-base...\\r\\nAs you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\\r\\nI sent a schedule earlier that details the timelines and expectations for our typical sales process.\",\"personality.SC_15_24_83_67_problemApproach_bulletPoints\":\"Analyzing all of the sides on all points of view\\nMaking an informed decision based on facts\\nStaying out of big arguments\",\"personality.SC_15_24_83_67_problemApproach_thisHappensBecause\":\"They tend to analyze all of the facts of the situation, create a calm environment to think, and discuss their thoughts with their most trusted friends or coworkers. By respecting their typical problem-solving process, which is something very important to them, you will earn their trust and make them more comfortable moving forward in the sales process.\",\"personality.SC_15_24_83_67_problemApproach_tryThis\":\"I'm here to help in any way I can.\\r\\nHere's all of the information, but the decision about what's best is up to you.\\r\\nIf you have any questions at all, please don't hesitate to ask. I'm more than happy to help answer!\",\"personality.SC_15_24_83_67_speaking_bulletPoints\":\"Emphasize past results\\nMaintain a calm tone\\nGive them enough time to think before responding\",\"personality.SC_15_24_83_67_stressors_bulletPoints\":\"Vague directions\\nInconsistency from others\\nChaotic environments\",\"personality.SC_15_24_83_67_stressors_description\":\"They tend to avoid unpredictable and chaotic situations unless it's absolutely necessary. Under pressure, they may become inflexible; make sure to give them time to create a high-quality solution.\",\"personality.SC_15_24_83_67_supportingChampion_beforeMeeting\":\"Request what you need in a kind and descriptive tone of voice.\\nSend supporting documentation that shows detailed processes (product guide, service guide, etc.)\\nKeep up with their love for stability by inviting others in on the meeting.\",\"personality.SC_15_24_83_67_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about what's been proven most successful in the past.\\r\\nExpect them to be quietly taking notes during your meeting without trying to butt into the conversation too much.\\r\\nCommend them for how easy it's been to collaborate with them.\",\"personality.SC_15_24_83_67_threeWords\":\"Conscientious, Calm, Perceptive\",\"personality.SC_15_24_83_67_urgencyAndPace_bulletPoints\":\"Give them access to schedule a call or meeting with you if they have questions\\nLay out what's needed and by when\\nUse a gentle and helpful tone\",\"personality.SC_15_24_83_67_urgencyAndPace_thisHappensBecause\":\"It may take a while for them to make up their minds - they don't like change and they'll want to be completely sure that they're making a good decision. If you pressure them too much, they'll leave. Understand where they're coming from and give them time and space to think.\",\"personality.SC_15_24_83_67_urgencyAndPace_tryThis\":\"I'd be happy to get another meeting on the calendar to go over any questions you have!\\r\\nAre there any questions I can answer?\\r\\nThere's no rush. I'm happy to help out in any way I can.\",\"personality.SC_15_24_83_67_workingTogether_bulletPoints\":\"Expect it to take a long time to earn their trust\\nDouble-check your work\\nRespect the structure of their schedule\",\"personality.Sc_15_24_83_99_behaviour_bulletPoints\":\"Follow rules and instructions\\nFeel comforted by certainty\\nBe sensitive to subtleties and nuances\",\"personality.Sc_15_24_83_99_behaviour_description\":\"Following rules and instructions\\nFeeling comforted by certainty\\nBeing sensitive to subtleties and nuances\",\"personality.Sc_15_24_83_99_bookingMeeting_bulletPoints\":\"Be clear about why you're reaching out\\nFind some supporting documentation that'll build your product's trust-factor\\nGive them two or three time frames to choose from\",\"personality.Sc_15_24_83_99_bookingMeeting_thisHappensBecause\":\"They care a lot about their teams and their schedules. \\nThey aren't likely to seek out change, especially if things are going well for them. \\nThe best approach is to connect with them on a personal level so the meeting doesn't feel like a high-stakes sales gimmick, but rather feels like a conversation.\",\"personality.Sc_15_24_83_99_bookingMeeting_tryThis\":\"I'd love to share more about my company to see if we can help you out...\\r\\nAre you free to meet next Thursday afternoon or Friday morning?\\r\\nWhat time works best for you to meet next Wednesday or Thursday?\",\"personality.Sc_15_24_83_99_brief\":\"They may want time to sort out their thoughts after a pitch. \\nBe prepared to face some hesitation from them. \\nDo your best to offer reassurance and prove your reliability.\",\"personality.Sc_15_24_83_99_buildingRapport_bulletPoints\":\"Come on lightly until they show that they're getting more comfortable\\nShow your company's trustworthiness\\nUncover their feelings in their job position\",\"personality.Sc_15_24_83_99_buildingRapport_thisHappensBecause\":\"It's important to view relationships with them as worthwhile investments. \\nIt may be more difficult to earn their trust, but if you can, you're likely to have a lifelong customer. \\nConnecting with them on a personal level is the primary way of doing this.\",\"personality.Sc_15_24_83_99_buildingRapport_tryThis\":\"TJust so you know who I am and where I'm coming from, I'd be happy to share a bit about myself... \\nI completely understand that frustration. Here's what I can do to help... \\nYou're from X? I am too! What part are you from?\",\"personality.Sc_15_24_83_99_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to using a tool that smoothly implements into already existing processes.\\nSpeak with a connected, practical tone of voice.\\nExpect long-term hold-ups to come from not trusting your product for long-term usage or effectiveness.\",\"personality.Sc_15_24_83_99_discussingMoney_bulletPoints\":\"Show your pricing model through trust-building factors and bottom-line numbers over flashy graphics.\\nExplain what the pricing will bring as far as long-term monetary benefits.\\nSpeak in terms of deep-rooted value.\",\"personality.Sc_15_24_83_99_emailing_bulletPoints\":\"Avoid using too many abbreviations\\nProvide a great deal of information\\nAllow them time to process before responding\",\"personality.Sc_15_24_83_99_emailing_description\":\"They are meticulously detail-oriented and skeptical of change, so avoid making any vague statements and share all important information when you reach out to them.\",\"personality.Sc_15_24_83_99_energizers_bulletPoints\":\"Fairness & equity\\nPeace\\nFriendly environments\",\"personality.Sc_15_24_83_99_givingPitch_bulletPoints\":\"Ensure they have all of their questions answered before moving on\\nTalk through the risks first so you can have their trust from the get-go\\nWelcome in other team members in the conversation to help them gauge their options\",\"personality.Sc_15_24_83_99_givingPitch_thisHappensBecause\":\"They are very organized, people-oriented personalities. They want to make sure they understand everything before moving forward and they want to know that they're choosing a reliable, trustworthy product. \\nInput from their team members can also help reassure them.\",\"personality.Sc_15_24_83_99_givingPitch_tryThis\":\"Feel free to bring in other people from your team, if you'd like!\\r\\nI know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\\r\\nI've been working here for about 5 years and in that time I've been lucky enough to...\",\"personality.Sc_15_24_83_99_handlingCompetition_bulletPoints\":\"Be devil's advocate before comparing yourself to others\\nGently address why your competition falls short\\nSpeak with kind simplicity\",\"personality.Sc_15_24_83_99_handlingCompetition_thisHappensBecause\":\"They are loyal customers. \\nIf they're using a competing solution, it may be more difficult to get them to switch. \\nHowever, bashing the competition will only lead an them to see you as rude or aggressive. \\nRather than focusing on what the competition is doing wrong, discuss what exactly you're doing right.\",\"personality.Sc_15_24_83_99_handlingCompetition_tryThis\":\"If you're still running into issues with X, our solution can help relieve some of that burden by... \\nIt can be hard to try something new, especially if you're comfortable where you are. \\nBut we want to make it so much better for you in the long-run. \\nI don't want to get to into someone else's team because I don't know what their situation is like. \\nHere at X, we really strive to...\",\"personality.Sc_15_24_83_99_meeting_bulletPoints\":\"Be less blunt with criticism\\nRemain level headed and realistic\\nMaintain a calm, warm tone\",\"personality.Sc_15_24_83_99_meeting_description\":\"They tend to be a more reserved people-person, so give them a chance to connect with others in a meeting. \\nEngage them in casual conversation before jumping into the matter at hand and listen attentively when they share their perspective.\",\"personality.Sc_15_24_83_99_painPoints_bulletPoints\":\"Baid-aid approaches to problems\\nNot being heard on an emotional level\\nUnclear and undocumented procedures\",\"personality.Sc_15_24_83_99_painPoints_thisHappensBecause\":\"Their stress may revolve around issues that are frustrating their team generally, but they'll trust you more if you make an effort to ask and listen, rather than if you jumped into the pitch with a bunch of assumptions about what their issues might be. \\nShowing empathy and learning more about them will be the best approach to addressing their pain points.\",\"personality.Sc_15_24_83_99_painPoints_tryThis\":\"What causes you the most stress each day at work?\\r\\nThat sounds incredibly frustrating. \\nI completely understand why you feel that way.\\r\\nWe'll ensure it's a smooth transition if you decide the product is right for you.\",\"personality.Sc_15_24_83_99_presentations_bulletPoints\":\"Delve deep into their particular questions and answer them one-by-one so they don't feel like their concerns are going unanswered\\nFocus on presentations that show timelines and long-term use\\nGive them space to read more detail-heavy documentation on their own time\",\"personality.Sc_15_24_83_99_presentations_thisHappensBecause\":\"The goal when selling to them shouldn't be to excite or woo them with pretty graphics. \\nIt's not likely to sway their decision or entertain them. \\nYou should worry, instead, about ensuring they have access to a plan and other resources that they can refer to for information outside of your conversation.\",\"personality.Sc_15_24_83_99_presentations_tryThis\":\"I sent a schedule earlier that details the timelines and expectations for our typical sales process. \\nAs you can see, our product has a very loyal client-base... \\nIf at any point you'd want to see how this works in more detail, let me know!\",\"personality.Sc_15_24_83_99_problemApproach_bulletPoints\":\"Doing their own research in private\\nFinding a long-term solution\\nStaying out of fights\",\"personality.Sc_15_24_83_99_problemApproach_thisHappensBecause\":\"They approach problems by looking for reliable, long-term solutions. \\nThey don't generally make quick decisions or trust their instincts. \\nInstead, they build trusting relationships with vendors who can help, ask friends and family for advice, and do plenty of their own research. \\nBy giving them clear, accurate information, working to build a relationship, and inviting them to talk things over with other people, you're ensuring that they feel as comfortable as possible, which will help cement your business relationship with them.\",\"personality.Sc_15_24_83_99_problemApproach_tryThis\":\"If you have any questions at all, please don't hesitate to ask. \\nI'm more than happy to help answer! \\nI'm here to help in any way I can. \\nIf you're not happy with this, we can definitely work something out. \\nWe want to make sure this works out well for you.\",\"personality.Sc_15_24_83_99_speaking_bulletPoints\":\"Expect them to pick up on subtle hints\\nOffer helpful, constructive feedback\\nGuide the conversation with questions\",\"personality.Sc_15_24_83_99_stressors_bulletPoints\":\"Being rushed\\nMaking things up on the spot\\nDealing with hostility from others\",\"personality.Sc_15_24_83_99_stressors_description\":\"They are likely to lose motivation when working with others who show a lack of consistency or follow-through. \\nIf they are unable to trust in those around them, even at work, they may have a hard time working to the best of their abilities.\",\"personality.Sc_15_24_83_99_supportingChampion_beforeMeeting\":\"Keep up their [love] for planning by accentuating details like dates, times, and meeting agendas.\\nSend supporting documentation that speaks to team-wide benefits and strategies.\\nRequest what you need in an empathetic tone of voice.\",\"personality.Sc_15_24_83_99_supportingChampion_duringMeeting\":\"Check in with your Champion when talking about long-term growth and product reliability. \\nExpect them to quietly take lots of notes during the meeting. \\nCommend them for their organization and ability to stay on top of the conversation.\",\"personality.Sc_15_24_83_99_threeWords\":\"Careful, Consistent, Modest\",\"personality.Sc_15_24_83_99_urgencyAndPace_bulletPoints\":\"Bring in other decision-makers if needed to push the process along\\nGently remind them of any impending deadlines\\nGive them all your points of contact so they feel able to contact you with concerns\",\"personality.Sc_15_24_83_99_urgencyAndPace_thisHappensBecause\":\"They need time to think through their decision carefully before committing. \\nIf you haven't heard from them in a while, it doesn't mean they've moved on. \\nMake yourself available to help, but don't rush or pressure them, since that will only cause them stress.\",\"personality.Sc_15_24_83_99_urgencyAndPace_tryThis\":\"There's no rush. \\nI'm happy to help out in any way I can. \\nI'd be happy to get another meeting on the calendar to go over any questions you have! \\nIf you have any questions, please feel free to reach out!\",\"personality.Sc_15_24_83_99_workingTogether_bulletPoints\":\"Bring underlying conflicts to the surface\\nAsk them questions to understand their point of view\\nDisplay steadiness and consistency\",\"personality.SC_25_54_83_67_behaviour_bulletPoints\":\"Listening closely to all the details\\nNeeding space to think things through\\nFinishing one task before starting another\",\"personality.SC_25_54_83_67_behaviour_description\":\"Provide a full explanation to them; use a fact-based appeal and give them time to process. Show how your solution provides stability and don't try to control or dominate the conversation.\",\"personality.SC_25_54_83_67_bookingMeeting_bulletPoints\":\"Give them two time options to chose from and ask them which one works best\\nKeep your tone gentle and straightforward\\nProvide an agenda for the meeting\",\"personality.SC_25_54_83_67_bookingMeeting_thisHappensBecause\":\"They need to trust you, your company, and the product before they'll consider it. They are comfortable with the status quo and may have a hard time stepping out of their comfort zone. You'll need to convince them that the change is worth the improvements your product can make to their daily lives.\",\"personality.SC_25_54_83_67_bookingMeeting_tryThis\":\"We're trusted by over 200 companies...\\nWhat time works best for you to meet next Wednesday or Thursday?\\nAre you free to meet either at 2pm on February 27th or at 11am on February 28th?\",\"personality.SC_25_54_83_67_brief\":\"Tends to be precise, team-oriented, adaptable, and analytical.\",\"personality.SC_25_54_83_67_buildingRapport_bulletPoints\":\"Ask them what questions they have for you\\nProvide clear background about yourself and your position in the company\\nShow interest in their mission for their company\",\"personality.SC_25_54_83_67_buildingRapport_thisHappensBecause\":\"They may take a while to warm up to you, but if you consistently show that you're warm, empathetic, organized, and reliable, they can become some of your most loyal customers.\",\"personality.SC_25_54_83_67_buildingRapport_tryThis\":\"I completely understand that frustration. Here's what I can do to help...\\nI know you may have concerns about how this will all fit with your current process...\\nJust so you know who I am and where I'm coming from, I'd be happy to share a bit about myself...\",\"personality.SC_25_54_83_67_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to a stronger, more strategized day-to-day process.\\nSpeak with an empathetic, analytical tone of voice.\\nExpect long-term hold-ups to come from not trusting that your product can have long-term value.\",\"personality.SC_25_54_83_67_discussingMoney_bulletPoints\":\"Speak in terms of value and protection.\\nShow your pricing model through practical numbers and trust-building factors.\\nExplain what the pricing will bring as far as financial practicalities and deep-rooted trust.\",\"personality.SC_25_54_83_67_emailing_bulletPoints\":\"Ask them something that will require a long and contemplative response\\nProvide lots of details and information\\nGive them plenty of time to think\",\"personality.SC_25_54_83_67_emailing_description\":\"They are very diligent and works hard to accomplish one goal at a time, so convey trustworthiness and don't use aggressive language in your outreach to them.\",\"personality.SC_25_54_83_67_energizers_bulletPoints\":\"Cleanliness & organization\\nSupport from others\\nSecurity\",\"personality.SC_25_54_83_67_givingPitch_bulletPoints\":\"Be gentle and clear\\nDon't rush them if they have more questions than you expected\\nFocus on the reliability, safety and consistency of your product\",\"personality.SC_25_54_83_67_givingPitch_thisHappensBecause\":\"They need to trust in you and the product before they'll consider it. Respecting them, providing clear information, and demonstrating reliability are all key to building a good working relationship with them and closing the deal.\",\"personality.SC_25_54_83_67_givingPitch_tryThis\":\"I know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\\nThis will only improve your existing process and it shouldn't change how you work day-to-day.\\nFeel free to bring in other people from your team, if you'd like!\",\"personality.SC_25_54_83_67_handlingCompetition_bulletPoints\":\"Be blunt in sharing your competitor's shortcomings\\nLean in your team commitment to consistency and trustworthiness when it comes to your product\\nUse a generous but straightforward tone\",\"personality.SC_25_54_83_67_handlingCompetition_thisHappensBecause\":\"Even if a product isn't perfect, they are incredibly loyal people who crave consistency. Change isn't easy for them, but you can do things, like providing free trials and offering ways to help ease implelentation, to make it less stressful for them, which will ultimately help in an endeavor to get them to switch from a competing product.\",\"personality.SC_25_54_83_67_handlingCompetition_tryThis\":\"It can be hard to try something new, especially if you're comfortable where you are. But we want to make it so much better for you in the long-run.\\nX company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\\nIf you're still running into issues with X, our solution can help relieve some of that burden by...\",\"personality.SC_25_54_83_67_meeting_bulletPoints\":\"Let them know how they can be helpful\\nLead the conversation\\nShare something new that you learned\",\"personality.SC_25_54_83_67_meeting_description\":\"They are weary of anyone that is perceived as manipulative, dishonest, or forceful. Slow down, provide facts, and allow them to process the information. Make sure to provide a meeting agenda to help them prepare beforehand.\",\"personality.SC_25_54_83_67_painPoints_bulletPoints\":\"Instability\\nThreats to their security\\nUntrustworthy team members or partners\",\"personality.SC_25_54_83_67_painPoints_thisHappensBecause\":\"They are most concerned by threats to their security/stability, changing environments, and unpredictable circumstances. If you build trust with them through personal reference, set your product up as a solution for their pain points, and reduce any stress that could be caused in the sales process, you can move them forward in the process.\",\"personality.SC_25_54_83_67_painPoints_tryThis\":\"There's no rush to commit.\\nWe'll ensure it's a smooth transition if you decide the product is right for you.\\nTake your time to think about it.\",\"personality.SC_25_54_83_67_presentations_bulletPoints\":\"Focus on things like money saved, customer happiness, and team-wide benefits\\nPlan to make the presentation more like a conversation, as they'll probably be hesitant to ask questions during it\\nStick to straightforward information as opposed to flashy visuals\",\"personality.SC_25_54_83_67_presentations_thisHappensBecause\":\"They don't need to be spared the nitty gritty details in favor of an infographic. They'll benefit more by building a relationship with you through open conversation and presentations may detract from the healthy relationship-building.\",\"personality.SC_25_54_83_67_presentations_tryThis\":\"As you can see, our product has a very loyal client-base...\\nAs you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\\nI sent a schedule earlier that details the timelines and expectations for our typical sales process.\",\"personality.SC_25_54_83_67_problemApproach_bulletPoints\":\"Analyzing all of the sides on all points of view\\nMaking an informed decision based on facts\\nStaying out of big arguments\",\"personality.SC_25_54_83_67_problemApproach_thisHappensBecause\":\"Tend to analyze all of the facts of the situation, create a calm environment to think, and discuss their thoughts with their most trusted friends or coworkers. By respecting their typical problem-solving process, which is something very important to them, you will earn their trust and make them more comfortable moving forward in the sales process.\",\"personality.SC_25_54_83_67_problemApproach_tryThis\":\"I'm here to help in any way I can.\\nHere's all of the information, but the decision about what's best is up to you.\\nIf you have any questions at all, please don't hesitate to ask. I'm more than happy to help answer!\",\"personality.SC_25_54_83_67_speaking_bulletPoints\":\"Emphasize past results\\nMaintain a calm tone\\nGive them enough time to think before responding\",\"personality.SC_25_54_83_67_stressors_bulletPoints\":\"Vague directions\\nInconsistency from others\\nChaotic environments\",\"personality.SC_25_54_83_67_stressors_description\":\"Tends to avoid unpredictable and chaotic situations unless it's absolutely necessary. Under pressure, They may become inflexible; make sure to give them time to create a high-quality solution.\",\"personality.SC_25_54_83_67_supportingChampion_beforeMeeting\":\"Request what you need in a kind and descriptive tone of voice.\\nSend supporting documentation that shows detailed processes (product guide, service guide, etc.)\\nKeep up with their love for stability by inviting others in on the meeting.\",\"personality.SC_25_54_83_67_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about what's been proven most successful in the past.\\nExpect them to be quietly taking notes during your meeting without trying to butt into the conversation too much.\\nCommend them for how easy it's been to collaborate with them.\",\"personality.SC_25_54_83_67_threeWords\":\"Conscientious, Calm, Perceptive\",\"personality.SC_25_54_83_67_urgencyAndPace_bulletPoints\":\"Give them access to schedule a call or meeting with you if they have questions\\nLay out what's needed and by when\\nUse a gentle and helpful tone\",\"personality.SC_25_54_83_67_urgencyAndPace_thisHappensBecause\":\"It may take a while for them to make up their minds - they don't like change and they'll want to be completely sure that they're making a good decision. If you pressure them too much, they'll leave. Understand where they're coming from and give them time and space to think.\",\"personality.SC_25_54_83_67_urgencyAndPace_tryThis\":\"I'd be happy to get another meeting on the calendar to go over any questions you have!\\nAre there any questions I can answer?\\nThere's no rush. I'm happy to help out in any way I can.\",\"personality.SC_25_54_83_67_workingTogether_bulletPoints\":\"Expect it to take a long time to earn their trust\\nDouble-check your work\\nRespect the structure of their schedule\",\"personality.Sc_25_54_83_99_behaviour_bulletPoints\":\"Understand how other people may react to a situation\\nCreate a stable work environment\\nWork at the same company for a long time\",\"personality.Sc_25_54_83_99_behaviour_description\":\"Spend time getting to know them on a personal level. Spend time answering questions they may have, and try to build consensus. Show how your solution provides stability and security.\",\"personality.Sc_25_54_83_99_bookingMeeting_bulletPoints\":\"Give them two or three time frames to choose from\\nFind some supporting documentation that'll build your product's trust-factor\\nBe clear about why you're reaching out\",\"personality.Sc_25_54_83_99_bookingMeeting_thisHappensBecause\":\"They care a lot about their teams and their schedules. They aren't likely to seek out change, especially if things are going well for him. The best approach is to connect with them on a personal level so the meeting doesn't feel like a high-stakes sales gimmick, but rather feels like a conversation.\",\"personality.Sc_25_54_83_99_bookingMeeting_tryThis\":\"Are you free to meet next Thursday afternoon or Friday morning? \\nI'd love to share more about my company to see if we can help you out... \\nI'd love to meet and connect so we can discuss your team's current needs a bit more.\",\"personality.Sc_25_54_83_99_brief\":\"Tends to be agreeable and thoughtful in interactions, with a preference for stabilizing the environment over controlling it.\",\"personality.Sc_25_54_83_99_buildingRapport_bulletPoints\":\"Uncover their feelings in their job position\\nShow your company's trustworthiness\\nCome on lightly until they show that they are getting more comfortable\",\"personality.Sc_25_54_83_99_buildingRapport_thisHappensBecause\":\"It's important to view relationships with them as worthwhile investments. It may be more difficult to earn their trust, but if you can, you're likely to have a lifelong customer. Connecting with them on a personal level is the primary way of doing this.\",\"personality.Sc_25_54_83_99_buildingRapport_tryThis\":\"Just so you know who I am and where I'm coming from, I'd be happy to share a bit about myself...\\nYou're from X? I am too! What part are you from?\\nI completely understand that frustration. Here's what I can do to help...\",\"personality.Sc_25_54_83_99_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from not trusting your product for long-term usage or effectiveness.\\nSpeak with a connected, practical tone of voice.\\nFocus on how the faster things can get going, the closer he can be to using a tool that smoothly implements into already existing processes.\",\"personality.Sc_25_54_83_99_discussingMoney_bulletPoints\":\"Speak in terms of deep-rooted value.\\nExplain what the pricing will bring as far as long-term monetary benefits.\\nShow your pricing model through trust-building factors and bottom-line numbers over flashy graphics.\",\"personality.Sc_25_54_83_99_emailing_bulletPoints\":\"Establish trust by referring to personal connections\\nAllow him time to process before responding\\nEngage in friendly conversation\",\"personality.Sc_25_54_83_99_emailing_description\":\"They are very diligent, and might seem risk-averse, so, when emailing them, provide them with a clear expectations and a step-by-step plan.\",\"personality.Sc_25_54_83_99_energizers_bulletPoints\":\"Practice & routines\\nFriendly environments\\nConsistency\",\"personality.Sc_25_54_83_99_givingPitch_bulletPoints\":\"Welcome in other team members in the conversation to help them gauge their options\\nTalk through the risks first so you can have their trust from the get-go\\nEnsure they have all of their questions answered before moving on\",\"personality.Sc_25_54_83_99_givingPitch_thisHappensBecause\":\"They are very organized, people-oriented person. They want to make sure they understand everything before moving forward and they wants to know that they are choosing a reliable, trustworthy product. Input from their team members can also help reassure them.\",\"personality.Sc_25_54_83_99_givingPitch_tryThis\":\"Feel free to bring in other people from your team, if you'd like!\\nI've been working here for about 5 years and in that time I've been lucky enough to...\\nI know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\",\"personality.Sc_25_54_83_99_handlingCompetition_bulletPoints\":\"Speak with kind simplicity\\nGently address why your competition falls short\\nBe devil's advocate before comparing yourself to others\",\"personality.Sc_25_54_83_99_handlingCompetition_thisHappensBecause\":\"They are a loyal customer. If they are using a competing solution, it may be more difficult to get them to switch. However, bashing the competition will only lead them to see you as rude or aggressive. Rather than focusing on what the competition is doing wrong, discuss what exactly you're doing right.\",\"personality.Sc_25_54_83_99_handlingCompetition_tryThis\":\"If you're still running into issues with X, our solution can help relieve some of that burden by...\\nI don't want to get to into someone else's team because I don't know what their situation is like. Here at X, we really strive to...\\nIt can be hard to try something new, especially if you're comfortable where you are. But we want to make it so much better for you in the long-run.\",\"personality.Sc_25_54_83_99_meeting_bulletPoints\":\"Listen carefully and take notes in the meeting\\nMaintain a calm, warm tone\\nClearly communicate the plan\",\"personality.Sc_25_54_83_99_meeting_description\":\"When meeting with them, make an effort to hear them out. Be patient and avoid talking over them when they shares their thoughts. Give them time to process before expecting a direct decision or visible action.\",\"personality.Sc_25_54_83_99_painPoints_bulletPoints\":\"Unclear and undocumented procedures\\nNot being heard on an emotional level\\nBaid-aid approaches to problems\",\"personality.Sc_25_54_83_99_painPoints_thisHappensBecause\":\"Their stress may revolve around issues that are frustrating their team generally, but they'll trust you more if you make an effort to ask and listen, rather than if you jumped into the pitch with a bunch of assumptions about what their issues might be. Showing empathy and learning more about them will be the best approach to addressing their pain points.\",\"personality.Sc_25_54_83_99_painPoints_tryThis\":\"That sounds incredibly frustrating. I completely understand why you feel that way.\\nWhat causes you the most stress each day at work?\\nI've been through that too, so I know it can be really stressful.\",\"personality.Sc_25_54_83_99_presentations_bulletPoints\":\"Give them space to read more detail-heavy documentation on their own time\\nFocus on presentations that show timelines and long-term use\\nDelve deep into their particular questions and answer them one-by-one so they don't feel like their concerns are going unanswered\",\"personality.Sc_25_54_83_99_presentations_thisHappensBecause\":\"The goal when selling to them shouldn't be to excite or woo them with pretty graphics. It's not likely to sway their decision or entertain them. You should worry, instead, about ensuring they have access to a plan and other resources that they can refer to for information outside of your conversation.\",\"personality.Sc_25_54_83_99_presentations_tryThis\":\"I sent a schedule earlier that details the timelines and expectations for our typical sales process.\\nIf at any point you'd want to see how this works in more detail, let me know!\\nAs you can see, our product has a very loyal client-base...\",\"personality.Sc_25_54_83_99_problemApproach_bulletPoints\":\"Staying out of fights\\nFinding a long-term solution\\nDoing their own research in private\",\"personality.Sc_25_54_83_99_problemApproach_thisHappensBecause\":\"They approach problems by looking for reliable, long-term solutions. They don't generally make quick decisions or trust their instincts. Instead, they build trusting relationships with vendors who can help, asks friends and family for advice, and does plenty of their own research. By giving them clear, accurate information, working to build a relationship, and inviting them to talk things over with other people, you're ensuring that they feel as comfortable as possible, which will help cement your business relationship with them.\",\"personality.Sc_25_54_83_99_problemApproach_tryThis\":\"If you have any questions at all, please don't hesitate to ask. I'm more than happy to help answer!\\nIf you're not happy with this, we can definitely work something out. We want to make sure this works out well for you.\\nI'm here to help in any way I can\",\"personality.Sc_25_54_83_99_speaking_bulletPoints\":\"Take time to earn trust before making your point\\nAvoid pressuring him to make a quick decision\\nShare appreciation for his he\",\"personality.Sc_25_54_83_99_stressors_bulletPoints\":\"Failing to follow through on a promise\\nDealing with hostility from others\\nPeers who lack commitment\",\"personality.Sc_25_54_83_99_stressors_description\":\"Values fairness and equity, and if someone is slowing up progress, they will get frustrated and potentially defensive.\",\"personality.Sc_25_54_83_99_supportingChampion_beforeMeeting\":\"Request what you need in an empathetic tone of voice.\\nSend supporting documentation that speaks to team-wide benefits and strategies.\\nKeep up their [love] for planning by accentuating details like dates, times, and meeting agendas.\",\"personality.Sc_25_54_83_99_supportingChampion_duringMeeting\":\"Commend them for his organization and ability to stay on top of the conversation.\\nExpect them to quietly take lots of notes during the meeting.\\nCheck in with your Champion when talking about long-term growth and product reliability.\",\"personality.Sc_25_54_83_99_threeWords\":\"Patient, Modest, Considerate\",\"personality.Sc_25_54_83_99_urgencyAndPace_bulletPoints\":\"Give them all your points of contact so they feel able to contact you with concerns\\nGently remind them of any impending deadlines\\nBring in other decision-makers if needed to push the process along\",\"personality.Sc_25_54_83_99_urgencyAndPace_thisHappensBecause\":\"They need time to think through their decision carefully before committing. If you haven't heard from them a while, it doesn't mean they have moved on. Make yourself available to help, but don't rush or pressure them, since that will only cause him stress.\",\"personality.Sc_25_54_83_99_urgencyAndPace_tryThis\":\"There's no rush. I'm happy to help out in any way I can.\\nIf you have any questions, please feel free to reach out!\\nI'd be happy to get another meeting on the calendar to go over any questions you have!\",\"personality.Sc_25_54_83_99_workingTogether_bulletPoints\":\"Expect resistance to major changes or risky situations\\nDisplay steadiness and consistency\\nOffer gentle and objective criticism\",\"personality.SC_55_100_83_67_behaviour_bulletPoints\":\"Finishing one task before starting another\\nListening closely to all the details\\nGiving others time to adapt to change\",\"personality.SC_55_100_83_67_behaviour_description\":\"Provide a full explanation to them; use a fact-based appeal and give them time to process. Show how your solution provides stability and don't try to control or dominate the conversation.\",\"personality.SC_55_100_83_67_bookingMeeting_bulletPoints\":\"Provide an agenda for the meeting\\nKeep your tone gentle and straightforward\\nGive them two time options to chose from and ask them which one works best\",\"personality.SC_55_100_83_67_bookingMeeting_thisHappensBecause\":\"They need to trust you, your company, and the product before they'll consider it. They are comfortable with the status quo and may have a hard time stepping out of their comfort zone. You'll need to convince them that the change is worth the improvements your product can make to their daily lives.\",\"personality.SC_55_100_83_67_bookingMeeting_tryThis\":\"What time works best for you to meet next Wednesday or Thursday?\\r\\nWe're trusted by over 200 companies...\\r\\nI'd love to share more about my company to see if we can help you out...\",\"personality.SC_55_100_83_67_brief\":\"tends to communicate formally and values consistency, stability, and loyalty in relationships.\",\"personality.SC_55_100_83_67_buildingRapport_bulletPoints\":\"Show interest in their mission for their company\\nProvide clear background about yourself and your position in the company\\nAsk them what questions they have for you\",\"personality.SC_55_100_83_67_buildingRapport_thisHappensBecause\":\"They may take a while to warm up to you, but if you consistently show that you're warm, empathetic, organized, and reliable, they can become some of your most loyal customers.\",\"personality.SC_55_100_83_67_buildingRapport_tryThis\":\"I completely understand that frustration. Here's what I can do to help...\\nJust so you know who I am and where I'm coming from, I'd be happy to share a bit about myself...\\nI know you may have concerns about how this will all fit with your current process...\",\"personality.SC_55_100_83_67_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from not trusting that your product can have long-term value.\\nSpeak with an empathetic, analytical tone of voice.\\nFocus on how the faster things can get going, the closer they can be to a stronger, more strategized day-to-day process.\",\"personality.SC_55_100_83_67_discussingMoney_bulletPoints\":\"Explain what the pricing will bring as far as financial practicalities and deep-rooted trust.\\nShow your pricing model through practical numbers and trust-building factors.\\nSpeak in terms of value and protection.\",\"personality.SC_55_100_83_67_emailing_bulletPoints\":\"Ask them something that will require a long and contemplative response\\nGive them plenty of time to think\\nProvide lots of details and information\",\"personality.SC_55_100_83_67_emailing_description\":\"They are very diligent and work hard to accomplish one goal at a time, so convey trustworthiness and don't use aggressive language in your outreach to them.\",\"personality.SC_55_100_83_67_energizers_bulletPoints\":\"Cleanliness & organization\\nSecurity\\nSupport from others\",\"personality.SC_55_100_83_67_givingPitch_bulletPoints\":\"Focus on the reliability, safety and consistency of your product\\nDon't rush them if they have more questions than you expected\\nBe gentle and clear\",\"personality.SC_55_100_83_67_givingPitch_thisHappensBecause\":\"They need to trust in you and the product before they'll consider it. Respecting them, providing clear information, and demonstrating reliability are all key to building a good working relationship with them and closing the deal.\",\"personality.SC_55_100_83_67_givingPitch_tryThis\":\"I know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\\r\\nFeel free to bring in other people from your team, if you'd like!\\r\\nThis will only improve your existing process and it shouldn't change how you work day-to-day.\",\"personality.SC_55_100_83_67_handlingCompetition_bulletPoints\":\"Use a generous but straightforward tone\\nLean in your team commitment to consistency and trustworthiness when it comes to your product\\nBe blunt in sharing your competitor's shortcomings\",\"personality.SC_55_100_83_67_handlingCompetition_thisHappensBecause\":\"Even if a product isn't perfect, They are incredibly loyal people who crave consistency. Change isn't easy for them, but you can do things, like providing free trials and offering ways to help ease implelentation, to make it less stressful for them, which will ultimately help in an endeavor to get them to switch from a competing product.\",\"personality.SC_55_100_83_67_handlingCompetition_tryThis\":\"It can be hard to try something new, especially if you're comfortable where you are. But we want to make it so much better for you in the long-run.\\r\\nIf you're still running into issues with X, our solution can help relieve some of that burden by...\\r\\nX company may have been the best solution in the past, but data shows that it is no longer a good solution for your use case.\",\"personality.SC_55_100_83_67_meeting_bulletPoints\":\"Let them know how they can be helpful\\nShare something new that you learned\\nLead the conversation\",\"personality.SC_55_100_83_67_meeting_description\":\"They are weary of anyone that is perceived as manipulative, dishonest, or forceful. Slow down, provide facts, and allow them to process the information. Make sure to provide a meeting agenda to help them prepare beforehand.\",\"personality.SC_55_100_83_67_painPoints_bulletPoints\":\"Untrustworthy team members or partners\\nThreats to their security\\nInstability\",\"personality.SC_55_100_83_67_painPoints_thisHappensBecause\":\"They are most concerned by threats to their security/stability, changing environments, and unpredictable circumstances. If you build trust with them through personal reference, set your product up as a solution for their pain points, and reduce any stress that could be caused in the sales process, you can move them forward in the process.\",\"personality.SC_55_100_83_67_painPoints_tryThis\":\"We'll ensure it's a smooth transition if you decide the product is right for you.\\r\\nThere's no rush to commit.\\r\\nWhat causes you the most stress each day at work?\",\"personality.SC_55_100_83_67_presentations_bulletPoints\":\"Stick to straightforward information as opposed to flashy visuals\\nPlan to make the presentation more like a conversation, as they'll probably be hesitant to ask questions during it\\nFocus on things like money saved, customer happiness, and team-wide benefits.\",\"personality.SC_55_100_83_67_presentations_thisHappensBecause\":\"They don't need to be spared the nitty gritty details in favor of an infographic. They'll benefit more by building a relationship with you through open conversation and presentations may detract from the healthy relationship-building.\",\"personality.SC_55_100_83_67_presentations_tryThis\":\"As you can see, our product has a very loyal client-base...\\r\\nI sent a schedule earlier that details the timelines and expectations for our typical sales process.\\r\\nAs you can see from the graph, there's a measurable difference in the efficiency of teams who use X sales product and teams who use ours.\",\"personality.SC_55_100_83_67_problemApproach_bulletPoints\":\"Staying out of big arguments\\nMaking an informed decision based on facts\\nAnalyzing all of the sides on all points of view\",\"personality.SC_55_100_83_67_problemApproach_thisHappensBecause\":\"they tend to analyze all of the facts of the situation, create a calm environment to think, and discuss their thoughts with their most trusted friends or coworkers. By respecting their typical problem-solving process, which is something very important to them, you will earn their trust and make them more comfortable moving forward in the sales process.\",\"personality.SC_55_100_83_67_problemApproach_tryThis\":\"I'm here to help in any way I can.\\r\\nIf you have any questions at all, please don't hesitate to ask. I'm more than happy to help answer!\\r\\nHere's all of the information, but the decision about what's best is up to you.\",\"personality.SC_55_100_83_67_speaking_bulletPoints\":\"Emphasize past results\\nAsk about their skills\\nMaintain a calm tone\",\"personality.SC_55_100_83_67_stressors_bulletPoints\":\"Vague directions\\nChaotic environments\\nInconsistency from others\",\"personality.SC_55_100_83_67_stressors_description\":\"They tend to avoid unpredictable and chaotic situations unless it's absolutely necessary. Under pressure, they may become inflexible; make sure to give Sharon time to create a high-quality solution.\",\"personality.SC_55_100_83_67_supportingChampion_beforeMeeting\":\"Keep up with their love for stability by inviting others in on the meeting.\\nSend supporting documentation that shows detailed processes (product guide, service guide, etc.)\\nRequest what you need in a kind and descriptive tone of voice.\",\"personality.SC_55_100_83_67_supportingChampion_duringMeeting\":\"Commend them for how easy it's been to collaborate with her.\\r\\nExpect them to be quietly taking notes during your meeting without trying to butt into the conversation too much.\\r\\nCheck in with your Champion when speaking about what's been proven most successful in the past.\",\"personality.SC_55_100_83_67_threeWords\":\"Conscientious, Perceptive, Calm\",\"personality.SC_55_100_83_67_urgencyAndPace_bulletPoints\":\"Use a gentle and helpful tone\\nLay out what's needed and by when\\nGive them access to schedule a call or meeting with you if they have questions\",\"personality.SC_55_100_83_67_urgencyAndPace_thisHappensBecause\":\"It may take a while for them to make up their minds - they don't like change and they'll want to be completely sure that they're making a good decision. If you pressure them too much, they'll leave. Understand where they're coming from and give them time and space to think.\",\"personality.SC_55_100_83_67_urgencyAndPace_tryThis\":\"I'd be happy to get another meeting on the calendar to go over any questions you have!\\r\\nThere's no rush. I'm happy to help out in any way I can.\\r\\nAre there any questions I can answer?\",\"personality.SC_55_100_83_67_workingTogether_bulletPoints\":\"Follow through on your commitments\\nExpect it to take a long time to earn their trust\\nRespect the structure of their schedule\",\"personality.Sc_55_100_83_99_behaviour_bulletPoints\":\"Naturally seeking fairness and justice\\nWorking at the same company for a long time\\nPrioritizing security and reliability in a product or job\",\"personality.Sc_55_100_83_99_behaviour_description\":\"To convince them, spend time getting to know them on a personal level. Spend time answering questions They may have, and try to build consensus. Show how your solution provides stability and security.\",\"personality.Sc_55_100_83_99_bookingMeeting_bulletPoints\":\"Give them two or three time frames to choose from\\nFind some supporting documentation that'll build your product's trust-factor\\nBe clear about why you're reaching out\",\"personality.Sc_55_100_83_99_bookingMeeting_thisHappensBecause\":\"They care a lot about their teams and their schedules. They aren't likely to seek out change, especially if things are going well for them. The best approach is to connect with them on a personal level so the meeting doesn't feel like a high-stakes sales gimmick, but rather feels like a conversation.\",\"personality.Sc_55_100_83_99_bookingMeeting_tryThis\":\"Are you free to meet next Thursday afternoon or Friday morning?\\nI'd love to share more about my company to see if we can help you out...\\nI'd love to meet and connect so we can discuss your team's current needs a bit more\",\"personality.Sc_55_100_83_99_brief\":\"tends to be detail-oriented, skeptical of change, and likely prefers a step-by-step plan before making a decision.\",\"personality.Sc_55_100_83_99_buildingRapport_bulletPoints\":\"Uncover their feelings in their job position\\nShow your company's trustworthiness\\nCome on lightly until they show that they're getting more comfortable\",\"personality.Sc_55_100_83_99_buildingRapport_thisHappensBecause\":\"This happens because:\\r\\nIt's important to view relationships with them as worthwhile investments. It may be more difficult to earn their trust, but if you can, you're likely to have a lifelong customer. Connecting with them on a personal level is the primary way of doing this.\",\"personality.Sc_55_100_83_99_buildingRapport_tryThis\":\"Just so you know who I am and where I'm coming from, I'd be happy to share a bit about myself...\\nYou're from X? I am too! What part are you from?\\nI completely understand that frustration. Here's what I can do to help...\",\"personality.Sc_55_100_83_99_creatingUrgency_bulletPoints\":\"Expect long-term hold-ups to come from not trusting your product for long-term usage or effectiveness.\\nSpeak with a connected, practical tone of voice.\\nFocus on how the faster things can get going, the closer they can be to using a tool that smoothly implements into already existing processes.\",\"personality.Sc_55_100_83_99_discussingMoney_bulletPoints\":\"Speak in terms of deep-rooted value.\\nExplain what the pricing will bring as far as long-term monetary benefits.\\nShow your pricing model through trust-building factors and bottom-line numbers over flashy graphics.\",\"personality.Sc_55_100_83_99_emailing_bulletPoints\":\"Establish trust by referring to personal connections\\nEngage in friendly conversation\\nAllow them time to process before responding\",\"personality.Sc_55_100_83_99_emailing_description\":\"They are very diligent, and might seem risk-averse, so, when emailing them, provide them with a clear expectations and a step-by-step plan.\",\"personality.Sc_55_100_83_99_energizers_bulletPoints\":\"Practice & routines\\nConsistency\\nFriendly environments\",\"personality.Sc_55_100_83_99_givingPitch_bulletPoints\":\"Welcome in other team members in the conversation to help them gauge their options\\nTalk through the risks first so you can have their trust from the get-go\\nEnsure they have all of their questions answered before moving on\",\"personality.Sc_55_100_83_99_givingPitch_thisHappensBecause\":\"They are very organized, people-oriented personalities. They want to make sure they understand everything before moving forward and they want to know that they're choosing a reliable, trustworthy product. Input from their team members can also help reassure them.\",\"personality.Sc_55_100_83_99_givingPitch_tryThis\":\"Feel free to bring in other people from your team, if you'd like!\\r\\nI've been working here for about 5 years and in that time I've been lucky enough to...\\r\\nI know it can be hard to hear the information without talking to someone who has a lot of experience working with us, so I'd be happy to connect you to one of our longest customers...\",\"personality.Sc_55_100_83_99_handlingCompetition_bulletPoints\":\"Speak with kind simplicity\\nGently address why your competition falls short\\nBe devil's advocate before comparing yourself to others\",\"personality.Sc_55_100_83_99_handlingCompetition_thisHappensBecause\":\"They are loyal customers. If they're using a competing solution, it may be more difficult to get them to switch. However, bashing the competition will only lead them to see you as rude or aggressive. Rather than focusing on what the competition is doing wrong, discuss what exactly you're doing right.\",\"personality.Sc_55_100_83_99_handlingCompetition_tryThis\":\"If you're still running into issues with X, our solution can help relieve some of that burden by...\\r\\nI don't want to get to into someone else's team because I don't know what their situation is like. Here at X, we really strive to...\\r\\nIt can be hard to try something new, especially if you're comfortable where you are. But we want to make it so much better for you in the long-run.\",\"personality.Sc_55_100_83_99_meeting_bulletPoints\":\"Listen carefully and take notes in the meeting\\nClearly communicate the plan\\nMaintain a calm, warm tone\",\"personality.Sc_55_100_83_99_meeting_description\":\"When meeting with them, make an effort to hear them out. Be patient and avoid talking over them when they share their thoughts. Give them time to process before expecting a direct decision or visible action.\",\"personality.Sc_55_100_83_99_painPoints_bulletPoints\":\"Unclear and undocumented procedures\\nNot being heard on an emotional level\\nBaid-aid approaches to problems\",\"personality.Sc_55_100_83_99_painPoints_thisHappensBecause\":\"Their stress may revolve around issues that are frustrating their team generally, but they'll trust you more if you make an effort to ask and listen, rather than if you jumped into the pitch with a bunch of assumptions about what their issues might be. Showing empathy and learning more about them will be the best approach to addressing their pain points.\",\"personality.Sc_55_100_83_99_painPoints_tryThis\":\"That sounds incredibly frustrating. I completely understand why you feel that way.\\r\\nWhat causes you the most stress each day at work?\\r\\nI've been through that too, so I know it can be really stressful.\",\"personality.Sc_55_100_83_99_presentations_bulletPoints\":\"Give them space to read more detail-heavy documentation on their own time\\nFocus on presentations that show timelines and long-term use\\nDelve deep into their particular questions and answer them one-by-one so they don't feel like their concerns are going unanswered\",\"personality.Sc_55_100_83_99_presentations_thisHappensBecause\":\"The goal when selling to them shouldn't be to excite or woo them with pretty graphics. It's not likely to sway their decision or entertain them. You should worry, instead, about ensuring they have access to a plan and other resources that they can refer to for information outside of your conversation.\",\"personality.Sc_55_100_83_99_presentations_tryThis\":\"I sent a schedule earlier that details the timelines and expectations for our typical sales process.\\r\\nIf at any point you'd want to see how this works in more detail, let me know!\\r\\nAs you can see, our product has a very loyal client-base...\",\"personality.Sc_55_100_83_99_problemApproach_bulletPoints\":\"Staying out of fights\\nFinding a long-term solution\\nDoing their own research in private\",\"personality.Sc_55_100_83_99_problemApproach_thisHappensBecause\":\"They approach problems by looking for reliable, long-term solutions. They don't generally make quick decisions or trust their instincts. Instead, they build trusting relationships with vendors who can help, ask friends and family for advice, and do plenty of their own research. By giving them clear, accurate information, working to build a relationship, and inviting them to talk things over with other people, you're ensuring that they feel as comfortable as possible, which will help cement your business relationship with them.\",\"personality.Sc_55_100_83_99_problemApproach_tryThis\":\"If you have any questions at all, please don't hesitate to ask. I'm more than happy to help answer!\\r\\nIf you're not happy with this, we can definitely work something out. We want to make sure this works out well for you.\\r\\nI'm here to help in any way I can.\",\"personality.Sc_55_100_83_99_speaking_bulletPoints\":\"Take time to earn trust before making your point\\nShare appreciation for their help\\nAvoid pressuring them to make a quick decision\",\"personality.Sc_55_100_83_99_stressors_bulletPoints\":\"Failing to follow through on a promise\\nPeers who lack commitment\\nDealing with hostility from others\",\"personality.Sc_55_100_83_99_stressors_description\":\"They value fairness and equity, and if someone is slowing up progress, They will get frustrated and potentially defensive.\",\"personality.Sc_55_100_83_99_supportingChampion_beforeMeeting\":\"Request what you need in an empathetic tone of voice.\\nSend supporting documentation that speaks to team-wide benefits and strategies.\\nKeep up their [love] for planning by accentuating details like dates, times, and meeting agendas.\",\"personality.Sc_55_100_83_99_supportingChampion_duringMeeting\":\"Commend them for their organization and ability to stay on top of the conversation.\\r\\nExpect them to quietly take lots of notes during the meeting.\\r\\nCheck in with your Champion when talking about long-term growth and product reliability.\",\"personality.Sc_55_100_83_99_threeWords\":\"Patient, Considerate, Modest\",\"personality.Sc_55_100_83_99_urgencyAndPace_bulletPoints\":\"Give them all your points of contact so they feel able to contact you with concerns\\nGently remind them of any impending deadlines\\nBring in other decision-makers if needed to push the process along\",\"personality.Sc_55_100_83_99_urgencyAndPace_thisHappensBecause\":\"They need time to think through their decision carefully before committing. If you haven't heard from them in a while, it doesn't mean they've moved on. Make yourself available to help, but don't rush or pressure them, since that will only cause them stress.\",\"personality.Sc_55_100_83_99_urgencyAndPace_tryThis\":\"There's no rush. I'm happy to help out in any way I can.\\r\\nIf you have any questions, please feel free to reach out!\\r\\nI'd be happy to get another meeting on the calendar to go over any questions you have!\",\"personality.Sc_55_100_83_99_workingTogether_bulletPoints\":\"Sincerely listen to them\\nExpect resistance to major changes or risky situations\\nOffer gentle and objective criticism\",\"personality.Si_0_14_83_105_behaviour_bulletPoints\":\"Consulting with a small group of trusted peers before a decision\\nComforting someone in a sad situation\\nPerceiving subtle hints\",\"personality.Si_0_14_83_105_behaviour_description\":\"Because they are likely to place a lot of value in what their team thinks of an idea or product, involve them from the start, if possible, or give them plenty of time to discuss it with them. Explain how your product will impact everyone in the group.\",\"personality.Si_0_14_83_105_bookingMeeting_bulletPoints\":\"Stay positive and optimistic\\nStick to a sociable and casual approach\\nPropose a time for them and ask what they think\",\"personality.Si_0_14_83_105_bookingMeeting_thisHappensBecause\":\"They want to build rapport with you before getting into the conversation, so you want to make sure they're as comfortable as possible.\",\"personality.Si_0_14_83_105_bookingMeeting_tryThis\":\"Let me know what times work best for you next week!\\r\\n...If neither of those work, please let me know which times would work better and I'd be happy to adjust my schedule accordingly.\\r\\nWould you be free to meet next Wednesday or Thursday morning?\",\"personality.Si_0_14_83_105_brief\":\"tends to be naturally supportive, compassionate, and loyal, with strong abilities to adapt and empathize.\",\"personality.Si_0_14_83_105_buildingRapport_bulletPoints\":\"Ask them about their personal life\\r\\nGive them space to ask some questions, as it means they're probably opening up to you\\r\\nPractice active listening\",\"personality.Si_0_14_83_105_buildingRapport_thisHappensBecause\":\"They will need to trust you and feel that you have their and their teams best interest at heart. Making a human connection with them will help you get another meeting and move forward in the process.\",\"personality.Si_0_14_83_105_buildingRapport_tryThis\":\"I'd love to hear more about that...\\nYou're from X? I am too! What part are you from?\\nI have a four-year-old, too. Glad we're past the terrible twos with him!\",\"personality.Si_0_14_83_105_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to a more connected, happy team.\\nSpeak with an empathetic, connected tone of voice.\\nExpect long-term hold-ups to come from not trusting that your product can benefit their team as a whole.\",\"personality.Si_0_14_83_105_discussingMoney_bulletPoints\":\"Explain what the pricing will bring as far as team-wide benefits and long-term quality.\\nShow your pricing model through simple graphics and trust-building factors.\\nSpeak in terms of trust and accountability.\",\"personality.Si_0_14_83_105_emailing_bulletPoints\":\"Point out shared interests\\nExpress gratitude frequently\\nUse a sentence to express appreciation\",\"personality.Si_0_14_83_105_emailing_description\":\"They tend to be a naturally accommodating but can be a little reserved, so don't be too pushy or try to implement aggressive deadlines when reaching out to their via email.\",\"personality.Si_0_14_83_105_energizers_bulletPoints\":\"Affirmation and appreciation\\nGroup cooperation\\nCreating harmony\",\"personality.Si_0_14_83_105_givingPitch_bulletPoints\":\"Bring up things they'd mentioned later in the pitch so they know you're listening, too\\r\\nBuild trust with them first\\r\\nFind common ground with their woes\",\"personality.Si_0_14_83_105_givingPitch_thisHappensBecause\":\"Deep human connection is a priority for them, so it's important that you prioritize building a trusting relationship with them before expecting them to trust and buy into what you're saying.\",\"personality.Si_0_14_83_105_givingPitch_tryThis\":\"I, personally, use our product for X and it has really helped me feel...\\nI've been working here for about 5 years and in that time I've been lucky enough to...\\nI can assure you that your team will be excited and love you for rolling this out.\",\"personality.Si_0_14_83_105_handlingCompetition_bulletPoints\":\"Share your company's backstory so they becoming emotionally invested in furthering your mission\\nShow empathy towards your competition instead of directly bashing them\\nShowcase your team's commitment to excellence\",\"personality.Si_0_14_83_105_handlingCompetition_thisHappensBecause\":\"This happens because:\\r\\nThey are likely to build strong relationships with the vendors that they work with. If there is an incumbent solution in place, there is a high likelihood that they will feel guilty in making a switch due to their relationships with people at the incumbent company.\",\"personality.Si_0_14_83_105_handlingCompetition_tryThis\":\"Is there something you wish they would do differently?\\r\\nI don't want to get to into someone else's team because I don't know what their situation is like. Here at X, we really strive to...\\r\\nSeeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\\\"\",\"personality.Si_0_14_83_105_meeting_bulletPoints\":\"Help them feel welcomed\\nTake time for social graces\\nCreate a relaxed atmosphere\",\"personality.Si_0_14_83_105_meeting_description\":\"They tend to appreciate casual discussion, so make sure they have a chance to chat a bit and warm up before getting to the point of the meeting. Avoid rushing through the conversation or being overly assertive; instead, try to keep the meeting more conversational.\",\"personality.Si_0_14_83_105_painPoints_bulletPoints\":\"Inter-team tension\\nUncomfortable and difficult communication\\nUnharmonious methods of working\",\"personality.Si_0_14_83_105_painPoints_thisHappensBecause\":\"They really value cohesion and peace on their team, so they're often more frustrated by anything that prevents harmony.\",\"personality.Si_0_14_83_105_painPoints_tryThis\":\"I know how hard it can be to ensure everyone's happy on a team...\\nI completely understand your frustration.\\nI'm sorry you've had to deal with that. We'd love to make things a little easier for you.\",\"personality.Si_0_14_83_105_presentations_bulletPoints\":\"Be overly generous about answering their questions, as they might not want to impose too much\\nLean in on content that shows company-wide happiness or successes\\nRefer to their painpoints often so they know you're listening\",\"personality.Si_0_14_83_105_presentations_thisHappensBecause\":\"They are incredibly polite, but they may grow bored or lose interest if the presentation doesn't relate enough to them personally. They'll do their best to adapt to you, but as the seller, it's your job to really meet them where they are so they feel truly excited about the product.\",\"personality.Si_0_14_83_105_presentations_tryThis\":\"I wanted to show you what that stress could cost you throughout the year.\\r\\nIf at any point you'd want to see how this works in more detail, let me know!\\r\\nYour employees will really enjoy this piece.\",\"personality.Si_0_14_83_105_problemApproach_bulletPoints\":\"Leaning on their team's positive consensus\\r\\nSharing their opinions with a couple of close friends to see what they think\\r\\nThinking of more trusted, proven solutions\",\"personality.Si_0_14_83_105_problemApproach_thisHappensBecause\":\"They tend to rely on more trusted, proven solutions, since they want to ensure the problem is solved quickly and permanently, particularly if other people are feeling frustrated. However, they'd be willing to try something new if it meant making their team happier, especially if other people they trust are pushing them to do so. The more consensus they get around an initiative the more likely they are to take action.\",\"personality.Si_0_14_83_105_problemApproach_tryThis\":\"I'm here to assist in any way I can.\\nIf you're not happy with this, we can definitely work something out. We want to make sure this works out well for you.\\nWhy don't you talk through it a bit with your team to see how they feel?\",\"personality.Si_0_14_83_105_speaking_bulletPoints\":\"Ask questions about their personal life\\nUse words like \\\"value\\\" and \\\"fair\\\"\\nSpeak with a calm and steady tone\",\"personality.Si_0_14_83_105_stressors_bulletPoints\":\"Facing conflict with others\\nBeing overly pressured\\nDemanding deadlines\",\"personality.Si_0_14_83_105_stressors_description\":\"They are likely to feel drained when faced with scrutiny or judgement from other people, especially coworkers. They tend to take others' opinion of them very seriously, so they may feel hurt or frustrated when people criticize them.\",\"personality.Si_0_14_83_105_supportingChampion_beforeMeeting\":\"Request what you need in a sensitive, caring tone of voice.\\r\\nSend supporting documentation that highlights team-wide morale, happiness.\\r\\nKeep up their love for connection by giving a personal testimonial on your product.\",\"personality.Si_0_14_83_105_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about team-wide benefits and collaboration capabilities of your product.\\nExpect them to want to support their Decision-Maker's concerns as best as possible.\\nCommend them for their understanding and empathy throughout the process.\",\"personality.Si_0_14_83_105_threeWords\":\"Accommodating, Compassionate, Friendly\",\"personality.Si_0_14_83_105_urgencyAndPace_bulletPoints\":\"Ask them what their feelings are with moving forward as opposed to giving them a strict deadline\\nGive them many points of contact so you're easily accessible when they've made up their mind\\nShow them that their emotions are at the forefront of your mind\",\"personality.Si_0_14_83_105_urgencyAndPace_thisHappensBecause\":\"They need to trust you and the product before feeling confident in their choice. If you rush them, you'll likely lose them. If you take time building a good working relationship, you'll probably have a long-term customer.\",\"personality.Si_0_14_83_105_urgencyAndPace_tryThis\":\"I want to make sure you're happy before we move forward. Are there any other questions I can answer?\\r\\nIf you have any questions, please feel free to reach out!\\r\\nHere's what we can do next...\\\"\",\"personality.Si_0_14_83_105_workingTogether_bulletPoints\":\"Include the whole group in shared victories\\nInvolve them in group decisions\\nWork on projects as a team\",\"personality.Si_15_24_83_105_behaviour_bulletPoints\":\"Comfort someone in a sad situation\\nPraise others for their good work\\nConsult with a small group of trusted peers before a decision\",\"personality.Si_15_24_83_105_behaviour_description\":\"They may have a hard time saying \\\"no\\\" when they are not interested. It may take them a while to make up their mind, so remain patient, but also prepare to recognize other forms of them rejecting the offer. In their words, a polite \\\"not right now\\\" may mean they are not interested at all.\",\"personality.Si_15_24_83_105_bookingMeeting_bulletPoints\":\"Stay positive and optimistic\\r\\nStick to a sociable and casual approach\\r\\nPropose a time for them and ask what they think\",\"personality.Si_15_24_83_105_bookingMeeting_thisHappensBecause\":\"They want to build rapport with you before getting into the conversation, so you want to make sure they're as comfortable as possible.\",\"personality.Si_15_24_83_105_bookingMeeting_tryThis\":\"Let me know what times work best for you next week!\\r\\n...If neither of those work, please let me know which times would work better and I'd be happy to adjust my schedule accordingly.\\r\\nWould you be free to meet next Wednesday or Thursday morning?\",\"personality.Si_15_24_83_105_brief\":\"is likely to foster a peaceful, calm work environment.\",\"personality.Si_15_24_83_105_buildingRapport_bulletPoints\":\"Ask them about their personal life\\r\\nGive them space to ask some questions, as it means they're probably opening up to you\\r\\nPractice active listening\",\"personality.Si_15_24_83_105_buildingRapport_thisHappensBecause\":\"They will need to trust you and feel that you have their and their teams best interest at heart. Making a human connection with them will help you get another meeting and move forward in the process.\",\"personality.Si_15_24_83_105_buildingRapport_tryThis\":\"I'd love to hear more about that...\\r\\nYou're from X? I am too! What part are you from?\\r\\nI have a four-year-old, too. Glad we're past the terrible twos with him!\",\"personality.Si_15_24_83_105_creatingUrgency_bulletPoints\":\"When meeting with them, make sure they feel comfortable and welcome enough to share their thoughts. Ask them questions about their life and connect on a more personal level before diving into the point of the meeting.\",\"personality.Si_15_24_83_105_discussingMoney_bulletPoints\":\"Explain what the pricing will bring as far as team-wide benefits and long-term quality.\\nShow your pricing model through simple graphics and trust-building factors.\\nSpeak in terms of trust and accountability.\",\"personality.Si_15_24_83_105_emailing_bulletPoints\":\"Express gratitude frequently\\nPoint out shared interests\\nUse a sentence to express appreciation\",\"personality.Si_15_24_83_105_emailing_description\":\"They can be skeptical and reserved at first but warms up quickly when appreciated, so make sure to use a warm, respectful tone when sending communication.\",\"personality.Si_15_24_83_105_energizers_bulletPoints\":\"Group cooperation\\nAffirmation and appreciation\\nIntentional conversation\",\"personality.Si_15_24_83_105_givingPitch_bulletPoints\":\"Bring up things they'd mentioned later in the pitch so they know you're listening, too\\nBuild trust with them first\\nFind common ground with their woes\",\"personality.Si_15_24_83_105_givingPitch_thisHappensBecause\":\"Deep human connection is a priority for them, so it's important that you prioritize building a trusting relationship with them before expecting them to trust and buy into what you're saying\",\"personality.Si_15_24_83_105_givingPitch_tryThis\":\"I, personally, use our product for X and it has really helped me feel...\\r\\nI've been working here for about 5 years and in that time I've been lucky enough to...\\r\\nI can assure you that your team will be excited and love you for rolling this out.\",\"personality.Si_15_24_83_105_handlingCompetition_bulletPoints\":\"Share your company's backstory so they becoming emotionally invested in furthering your mission\\nShow empathy towards your competition instead of directly bashing them\\nShowcase your team's commitment to excellence\",\"personality.Si_15_24_83_105_handlingCompetition_thisHappensBecause\":\"They are likely to build strong relationships with the vendors that they work with. If there is an incumbent solution in place, there is a high likelihood that they will feel guilty in making a switch due to their relationships with people at the incumbent company.\",\"personality.Si_15_24_83_105_handlingCompetition_tryThis\":\"Is there something you wish they would do differently?\\nI don't want to get to into someone else's team because I don't know what their situation is like. Here at X, we really strive to...\\nSeeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\",\"personality.Si_15_24_83_105_meeting_bulletPoints\":\"Take time for social graces\\nHelp them feel welcomed\\nRespect their time and schedule\",\"personality.Si_15_24_83_105_meeting_description\":\"When meeting with them, make sure they feel comfortable and welcome enough to share their thoughts. Ask them questions about their life and connect on a more personal level before diving into the point of the meeting.\",\"personality.Si_15_24_83_105_painPoints_bulletPoints\":\"Inter-team tension\\nUncomfortable and difficult communication\\nUnharmonious methods of working\",\"personality.Si_15_24_83_105_painPoints_thisHappensBecause\":\"They really value cohesion and peace on their team, so they're often more frustrated by anything that prevents harmony.\",\"personality.Si_15_24_83_105_painPoints_tryThis\":\"I know how hard it can be to ensure everyone's happy on a team...\\r\\nI completely understand your frustration.\\r\\nI'm sorry you've had to deal with that. We'd love to make things a little easier for you.\",\"personality.Si_15_24_83_105_presentations_bulletPoints\":\"Be overly generous about answering their questions, as they might not want to impose too much\\r\\nLean in on content that shows company-wide happiness or successes\\r\\nRefer to their painpoints often so they know you're listening\",\"personality.Si_15_24_83_105_presentations_thisHappensBecause\":\"They are incredibly polite, but they may grow bored or lose interest if the presentation doesn't relate enough to them personally. They'll do their best to adapt to you, but as the seller, it's your job to really meet them where they are so they feel truly excited about the product.\",\"personality.Si_15_24_83_105_presentations_tryThis\":\"I wanted to show you what that stress could cost you throughout the year.\\r\\nIf at any point you'd want to see how this works in more detail, let me know!\\r\\nYour employees will really enjoy this piece.\",\"personality.Si_15_24_83_105_problemApproach_bulletPoints\":\"Leaning on their team's positive consensus\\nSharing their opinions with a couple of close friends to see what they think\\nThinking of more trusted, proven solutions\",\"personality.Si_15_24_83_105_problemApproach_thisHappensBecause\":\"They tend to rely on more trusted, proven solutions, since they want to ensure the problem is solved quickly and permanently, particularly if other people are feeling frustrated. However, they'd be willing to try something new if it meant making their team happier, especially if other people they trust are pushing them to do so. The more consensus they get around an initiative the more likely they are to take action.\",\"personality.Si_15_24_83_105_problemApproach_tryThis\":\"I'm here to assist in any way I can.\\r\\nIf you're not happy with this, we can definitely work something out. We want to make sure this works out well for you.\\r\\nWhy don't you talk through it a bit with your team to see how they feel?\",\"personality.Si_15_24_83_105_speaking_bulletPoints\":\"Use words like \\\"value\\\" and \\\"fair\\\"\\nAsk questions about their personal life\\nAvoid harsh criticism\",\"personality.Si_15_24_83_105_stressors_bulletPoints\":\"Being overly pressured\\nFacing conflict with others\\nAsserting authority over others\",\"personality.Si_15_24_83_105_stressors_description\":\"They are the happiest when their work environment reflects their supportive, calm personality. Try not to interrupt their routine and avoid rushing or pressuring them.\",\"personality.Si_15_24_83_105_supportingChampion_beforeMeeting\":\"Request what you need in a sensitive, caring tone of voice.\\nSend supporting documentation that highlights team-wide morale, happiness.\\nKeep up their love for connection by giving a personal testimonial on your product.\",\"personality.Si_15_24_83_105_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about team-wide benefits and collaboration capabilities of your product.\\nExpect them to want to support their Decision-Maker's concerns as best as possible.\\nCommend them for their understanding and empathy throughout the process.\",\"personality.Si_15_24_83_105_threeWords\":\"Compassionate, Accommodating, Steady\",\"personality.Si_15_24_83_105_urgencyAndPace_bulletPoints\":\"Ask them what their feelings are with moving forward as opposed to giving them a strict deadline\\nGive them many points of contact so you're easily accessible when they've made up their mind\\nShow them that their emotions are at the forefront of your mind\",\"personality.Si_15_24_83_105_urgencyAndPace_thisHappensBecause\":\"They need to trust you and the product before feeling confident in their choice. If you rush them, you'll likely lose them. If you take time building a good working relationship, you'll probably have a long-term customer.\",\"personality.Si_15_24_83_105_urgencyAndPace_tryThis\":\"I want to make sure you're happy before we move forward. Are there any other questions I can answer?\\r\\nIf you have any questions, please feel free to reach out!\\r\\nHere's what we can do next...\",\"personality.Si_15_24_83_105_workingTogether_bulletPoints\":\"Involve them in group decisions\\nInclude the whole group in shared victories\\nHonor your commitments\",\"personality.Si_25_54_83_105_behaviour_bulletPoints\":\"Consulting with a small group of trusted peers before a decision\\nComforting someone in a sad situation\\nPerceiving subtle hints\",\"personality.Si_25_54_83_105_behaviour_description\":\"Because They likely to place a lot of value in what their team thinks of an idea or product, involve them from the start, if possible, or give them plenty of time to discuss it with them. Explain how your product will impact everyone in the group.\",\"personality.Si_25_54_83_105_bookingMeeting_bulletPoints\":\"Stay positive and optimistic Stick to a sociable and casual approach Propose a time for them and ask what they think\",\"personality.Si_25_54_83_105_bookingMeeting_thisHappensBecause\":\"They want to build rapport with you before getting into the conversation, so you want to make sure they're as comfortable as possible.\",\"personality.Si_25_54_83_105_bookingMeeting_tryThis\":\"Let me know what times work best for you next week! ...If neither of those work, please let me know which times would work better and I'd be happy to adjust my schedule accordingly. Would you be free to meet next Wednesday or Thursday morning?\",\"personality.Si_25_54_83_105_brief\":\"tends to be naturally supportive, compassionate, and loyal, with strong abilities to adapt and empathize.\",\"personality.Si_25_54_83_105_buildingRapport_bulletPoints\":\"Ask them about their personal life\\r\\nGive them space to ask some questions, as it means they're probably opening up to you\\r\\nPractice active listening\",\"personality.Si_25_54_83_105_buildingRapport_thisHappensBecause\":\"They will need to trust you and feel that you have their and their teams best interest at heart. Making a human connection with them will help you get another meeting and move forward in the process.\",\"personality.Si_25_54_83_105_buildingRapport_tryThis\":\"I'd love to hear more about that...\\r\\nYou're from X? I am too! What part are you from?\\r\\nI have a four-year-old, too. Glad we're past the terrible twos with him!\",\"personality.Si_25_54_83_105_creatingUrgency_bulletPoints\":\"Focus on how the faster things can get going, the closer they can be to a more connected, happy team.\\nSpeak with an empathetic, connected tone of voice.\\nExpect long-term hold-ups to come from not trusting that your product can benefit their team as a whole\",\"personality.Si_25_54_83_105_discussingMoney_bulletPoints\":\"Explain what the pricing will bring as far as team-wide benefits and long-term quality.\\r\\nShow your pricing model through simple graphics and trust-building factors.\\r\\nSpeak in terms of trust and accountability.\",\"personality.Si_25_54_83_105_emailing_bulletPoints\":\"Point out shared interests\\nExpress gratitude frequently\\nUse a sentence to express appreciation\",\"personality.Si_25_54_83_105_emailing_description\":\"They tend to be a naturally accommodating but can be a little reserved, so don't be too pushy or try to implement aggressive deadlines when reaching out to them via email.\",\"personality.Si_25_54_83_105_energizers_bulletPoints\":\"Affirmation and appreciation\\nGroup cooperation\\nCreating harmony\",\"personality.Si_25_54_83_105_givingPitch_bulletPoints\":\"Bring up things they'd mentioned later in the pitch so they know you're listening, too\\r\\nBuild trust with them first\\r\\nFind common ground with their woes\",\"personality.Si_25_54_83_105_givingPitch_thisHappensBecause\":\"Deep human connection is a priority for them, so it's important that you prioritize building a trusting relationship with them before expecting them to trust and buy into what you're saying.\",\"personality.Si_25_54_83_105_givingPitch_tryThis\":\"I, personally, use our product for X and it has really helped me feel...\\r\\nI've been working here for about 5 years and in that time I've been lucky enough to...\\r\\nI can assure you that your team will be excited and love you for rolling this out.\",\"personality.Si_25_54_83_105_handlingCompetition_bulletPoints\":\"Share your company's backstory so they becoming emotionally invested in furthering your mission\\r\\nShow empathy towards your competition instead of directly bashing them\\r\\nShowcase your team's commitment to excellence\",\"personality.Si_25_54_83_105_handlingCompetition_thisHappensBecause\":\"They are likely to build strong relationships with the vendors that they work with. If there is an incumbent solution in place, there is a high likelihood that they will feel guilty in making a switch due to their relationships with people at the incumbent company\",\"personality.Si_25_54_83_105_handlingCompetition_tryThis\":\"Is there something you wish they would do differently?\\r\\nI don't want to get to into someone else's team because I don't know what their situation is like. Here at X, we really strive to...\\r\\nSeeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\",\"personality.Si_25_54_83_105_meeting_bulletPoints\":\"Help them feel welcomed\\nTake time for social graces\\nCreate a relaxed atmosphere\",\"personality.Si_25_54_83_105_meeting_description\":\"They tend to appreciate casual discussion, so make sure They have a chance to chat a bit and warm up before getting to the point of the meeting. Avoid rushing through the conversation or being overly assertive; instead, try to keep the meeting more conversational.\",\"personality.Si_25_54_83_105_painPoints_bulletPoints\":\"Inter-team tension\\nUncomfortable and difficult communication\\nUnharmonious methods of working\",\"personality.Si_25_54_83_105_painPoints_thisHappensBecause\":\"They really value cohesion and peace on their team, so they're often more frustrated by anything that prevents harmony.\",\"personality.Si_25_54_83_105_painPoints_tryThis\":\"I know how hard it can be to ensure everyone's happy on a team...\\r\\nI completely understand your frustration.\\r\\nI'm sorry you've had to deal with that. We'd love to make things a little easier for you.\",\"personality.Si_25_54_83_105_presentations_bulletPoints\":\"Be overly generous about answering their questions, as they might not want to impose too much\\nLean in on content that shows company-wide happiness or successes\\nRefer to their painpoints often so they know you're listening\",\"personality.Si_25_54_83_105_presentations_thisHappensBecause\":\"They are incredibly polite, but they may grow bored or lose interest if the presentation doesn't relate enough to them personally. They'll do their best to adapt to you, but as the seller, it's your job to really meet them where they are so they feel truly excited about the product.\",\"personality.Si_25_54_83_105_presentations_tryThis\":\"I wanted to show you what that stress could cost you throughout the year.\\r\\nIf at any point you'd want to see how this works in more detail, let me know!\\r\\nYour employees will really enjoy this piece.\",\"personality.Si_25_54_83_105_problemApproach_bulletPoints\":\"Leaning on their team's positive consensus Sharing their opinions with a couple of close friends to see what they think Thinking of more trusted, proven solutions\",\"personality.Si_25_54_83_105_problemApproach_thisHappensBecause\":\"They tend to rely on more trusted, proven solutions, since they want to ensure the problem is solved quickly and permanently, particularly if other people are feeling frustrated. However, they'd be willing to try something new if it meant making their team happier, especially if other people they trust are pushing them to do so. The more consensus they get around an initiative the more likely they are to take action.\",\"personality.Si_25_54_83_105_problemApproach_tryThis\":\"I'm here to assist in any way I can. If you're not happy with this, we can definitely work something out. We want to make sure this works out well for you. Why don't you talk through it a bit with your team to see how they feel?\",\"personality.Si_25_54_83_105_speaking_bulletPoints\":\"Ask questions about their personal life\\nUse words like \\\"value\\\" and \\\"fair\\\"\\nSpeak with a calm and steady tone\",\"personality.Si_25_54_83_105_stressors_bulletPoints\":\"Facing conflict with others\\nBeing overly pressured\\nDemanding deadlines\",\"personality.Si_25_54_83_105_stressors_description\":\"They are likely to feel drained when faced with scrutiny or judgement from other people, especially coworkers. They tend to take others' opinion of them very seriously, so they may feel hurt or frustrated when people criticize them\",\"personality.Si_25_54_83_105_supportingChampion_beforeMeeting\":\"Request what you need in a sensitive, caring tone of voice.\\nSend supporting documentation that highlights team-wide morale, happiness.\\nKeep up their love for connection by giving a personal testimonial on your product.\",\"personality.Si_25_54_83_105_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about team-wide benefits and collaboration capabilities of your product.\\nExpect them to want to support their Decision-Maker's concerns as best as possible.\\nCommend them for their understanding and empathy throughout the process\",\"personality.Si_25_54_83_105_threeWords\":\"Accommodating, Compassionate, Friendly\",\"personality.Si_25_54_83_105_urgencyAndPace_bulletPoints\":\"Ask them what their feelings are with moving forward as opposed to giving them a strict deadline\\nGive them many points of contact so you're easily accessible when they've made up their mind\\nShow them that their emotions are at the forefront of your mind\",\"personality.Si_25_54_83_105_urgencyAndPace_thisHappensBecause\":\"They need to trust you and the product before feeling confident in their choice. If you rush them, you'll likely lose them. If you take time building a good working relationship, you'll probably have a long-term customer.\",\"personality.Si_25_54_83_105_urgencyAndPace_tryThis\":\"I want to make sure you're happy before we move forward. Are there any other questions I can answer?\\r\\nIf you have any questions, please feel free to reach out!\\r\\nHere's what we can do next...\",\"personality.Si_25_54_83_105_workingTogether_bulletPoints\":\"Include the whole group in shared victories\\nInvolve them in group decisions\\nWork on projects as a team\",\"personality.Si_55_100_83_105_behaviour_bulletPoints\":\"Comfort someone in a sad situation\\nPraise others for their good work\\nConsult with a small group of trusted peers before a decision\",\"personality.Si_55_100_83_105_behaviour_description\":\"They may have a hard time saying \\\"no\\\" when they are not interested. It may take them a while to make up their mind, so remain patient, but also prepare to recognize other forms of them rejecting the offer. In their words, a polite \\\"not right now\\\" may mean they are not interested at all.\",\"personality.Si_55_100_83_105_bookingMeeting_bulletPoints\":\"Stay positive and optimistic\\r\\nStick to a sociable and casual approach\\r\\nPropose a time for them and ask what they think\",\"personality.Si_55_100_83_105_bookingMeeting_thisHappensBecause\":\"They want to build rapport with you before getting into the conversation, so you want to make sure they're as comfortable as possible.\",\"personality.Si_55_100_83_105_bookingMeeting_tryThis\":\"Let me know what times work best for you next week!\\r\\n...If neither of those work, please let me know which times would work better and I'd be happy to adjust my schedule accordingly.\\r\\nWould you be free to meet next Wednesday or Thursday morning?\",\"personality.Si_55_100_83_105_brief\":\"is likely to foster a peaceful, calm work environment.\",\"personality.Si_55_100_83_105_buildingRapport_bulletPoints\":\"Ask them about their personal life\\r\\nGive them space to ask some questions, as it means they're probably opening up to you\\r\\nPractice active listening\",\"personality.Si_55_100_83_105_buildingRapport_thisHappensBecause\":\"They will need to trust you and feel that you have their and their teams best interest at heart. Making a human connection with them will help you get another meeting and move forward in the process.\",\"personality.Si_55_100_83_105_buildingRapport_tryThis\":\"I'd love to hear more about that...\\r\\nYou're from X? I am too! What part are you from?\\r\\nI have a four-year-old, too. Glad we're past the terrible twos with him!\",\"personality.Si_55_100_83_105_creatingUrgency_bulletPoints\":\"When meeting with them, make sure they feel comfortable and welcome enough to share their thoughts. Ask them questions about their life and connect on a more personal level before diving into the point of the meeting.\",\"personality.Si_55_100_83_105_discussingMoney_bulletPoints\":\"Explain what the pricing will bring as far as team-wide benefits and long-term quality.\\nShow your pricing model through simple graphics and trust-building factors.\\nSpeak in terms of trust and accountability.\",\"personality.Si_55_100_83_105_emailing_bulletPoints\":\"Express gratitude frequently\\nPoint out shared interests\\nUse a sentence to express appreciation\",\"personality.Si_55_100_83_105_emailing_description\":\"They can be skeptical and reserved at first but warms up quickly when appreciated, so make sure to use a warm, respectful tone when sending communication.\",\"personality.Si_55_100_83_105_energizers_bulletPoints\":\"Group cooperation\\nAffirmation and appreciation\\nIntentional conversation\",\"personality.Si_55_100_83_105_givingPitch_bulletPoints\":\"Bring up things they'd mentioned later in the pitch so they know you're listening, too\\nBuild trust with them first\\nFind common ground with their woes\",\"personality.Si_55_100_83_105_givingPitch_thisHappensBecause\":\"Deep human connection is a priority for them, so it's important that you prioritize building a trusting relationship with them before expecting them to trust and buy into what you're saying\",\"personality.Si_55_100_83_105_givingPitch_tryThis\":\"I, personally, use our product for X and it has really helped me feel...\\r\\nI've been working here for about 5 years and in that time I've been lucky enough to...\\r\\nI can assure you that your team will be excited and love you for rolling this out.\",\"personality.Si_55_100_83_105_handlingCompetition_bulletPoints\":\"Share your company's backstory so they becoming emotionally invested in furthering your mission\\nShow empathy towards your competition instead of directly bashing them\\nShowcase your team's commitment to excellence\",\"personality.Si_55_100_83_105_handlingCompetition_thisHappensBecause\":\"They are likely to build strong relationships with the vendors that they work with. If there is an incumbent solution in place, there is a high likelihood that they will feel guilty in making a switch due to their relationships with people at the incumbent company.\",\"personality.Si_55_100_83_105_handlingCompetition_tryThis\":\"Is there something you wish they would do differently?\\nI don't want to get to into someone else's team because I don't know what their situation is like. Here at X, we really strive to...\\nSeeing that you use X competitor, I can tell you already understand the importance of Y. I would love to show you how we can take it to the next level.\",\"personality.Si_55_100_83_105_meeting_bulletPoints\":\"Take time for social graces\\nHelp them feel welcomed\\nRespect their time and schedule\",\"personality.Si_55_100_83_105_meeting_description\":\"When meeting with them, make sure they feel comfortable and welcome enough to share their thoughts. Ask them questions about their life and connect on a more personal level before diving into the point of the meeting.\",\"personality.Si_55_100_83_105_painPoints_bulletPoints\":\"Inter-team tension\\nUncomfortable and difficult communication\\nUnharmonious methods of working\",\"personality.Si_55_100_83_105_painPoints_thisHappensBecause\":\"They really value cohesion and peace on their team, so they're often more frustrated by anything that prevents harmony.\",\"personality.Si_55_100_83_105_painPoints_tryThis\":\"I know how hard it can be to ensure everyone's happy on a team...\\r\\nI completely understand your frustration.\\r\\nI'm sorry you've had to deal with that. We'd love to make things a little easier for you.\",\"personality.Si_55_100_83_105_presentations_bulletPoints\":\"Be overly generous about answering their questions, as they might not want to impose too much\\r\\nLean in on content that shows company-wide happiness or successes\\r\\nRefer to their painpoints often so they know you're listening\",\"personality.Si_55_100_83_105_presentations_thisHappensBecause\":\"They are incredibly polite, but they may grow bored or lose interest if the presentation doesn't relate enough to them personally. They'll do their best to adapt to you, but as the seller, it's your job to really meet them where they are so they feel truly excited about the product.\",\"personality.Si_55_100_83_105_presentations_tryThis\":\"I wanted to show you what that stress could cost you throughout the year.\\r\\nIf at any point you'd want to see how this works in more detail, let me know!\\r\\nYour employees will really enjoy this piece.\",\"personality.Si_55_100_83_105_problemApproach_bulletPoints\":\"Leaning on their team's positive consensus\\nSharing their opinions with a couple of close friends to see what they think\\nThinking of more trusted, proven solutions\",\"personality.Si_55_100_83_105_problemApproach_thisHappensBecause\":\"They tend to rely on more trusted, proven solutions, since they want to ensure the problem is solved quickly and permanently, particularly if other people are feeling frustrated. However, they'd be willing to try something new if it meant making their team happier, especially if other people they trust are pushing them to do so. The more consensus they get around an initiative the more likely they are to take action.\",\"personality.Si_55_100_83_105_problemApproach_tryThis\":\"I'm here to assist in any way I can.\\r\\nIf you're not happy with this, we can definitely work something out. We want to make sure this works out well for you.\\r\\nWhy don't you talk through it a bit with your team to see how they feel?\",\"personality.Si_55_100_83_105_speaking_bulletPoints\":\"Use words like \\\"value\\\" and \\\"fair\\\"\\nAsk questions about their personal life\\nAvoid harsh criticism\",\"personality.Si_55_100_83_105_stressors_bulletPoints\":\"Being overly pressured\\nFacing conflict with others\\nAsserting authority over others\",\"personality.Si_55_100_83_105_stressors_description\":\"They are the happiest when their work environment reflects their supportive, calm personality. Try not to interrupt their routine and avoid rushing or pressuring them.\",\"personality.Si_55_100_83_105_supportingChampion_beforeMeeting\":\"Request what you need in a sensitive, caring tone of voice.\\nSend supporting documentation that highlights team-wide morale, happiness.\\nKeep up their love for connection by giving a personal testimonial on your product.\",\"personality.Si_55_100_83_105_supportingChampion_duringMeeting\":\"Check in with your Champion when speaking about team-wide benefits and collaboration capabilities of your product.\\nExpect them to want to support their Decision-Maker's concerns as best as possible.\\nCommend them for their understanding and empathy throughout the process.\",\"personality.Si_55_100_83_105_threeWords\":\"Compassionate, Accommodating, Steady\",\"personality.Si_55_100_83_105_urgencyAndPace_bulletPoints\":\"Ask them what their feelings are with moving forward as opposed to giving them a strict deadline\\nGive them many points of contact so you're easily accessible when they've made up their mind\\nShow them that their emotions are at the forefront of your mind\",\"personality.Si_55_100_83_105_urgencyAndPace_thisHappensBecause\":\"They need to trust you and the product before feeling confident in their choice. If you rush them, you'll likely lose them. If you take time building a good working relationship, you'll probably have a long-term customer.\",\"personality.Si_55_100_83_105_urgencyAndPace_tryThis\":\"I want to make sure you're happy before we move forward. Are there any other questions I can answer?\\r\\nIf you have any questions, please feel free to reach out!\\r\\nHere's what we can do next...\",\"personality.Si_55_100_83_105_workingTogether_bulletPoints\":\"Involve them in group decisions\\nInclude the whole group in shared victories\\nHonor your commitments\",\"Personality.Speaking\":\"Speaking\",\"Personality.Stressors\":\"Stressors\",\"Personality.SupportingChampion\":\"Supporting Champion\",\"Personality.ThesePainPointsWillMostImpactPerson\":\"These pain points will most impact {{person}}:\",\"Personality.ThisHappensBecause\":\"This happens because:\",\"Personality.TryThis\":\"Try this:\",\"Personality.UrgencyAndPace\":\"Urgency & Pace\",\"Personality.WhenBuildingRapportWithPerson\":\"When Building Rapport with {{person}}:\",\"Personality.WhenCreatingUrgencyForPerson\":\"When creating urgency for {{person}}:\",\"Personality.WhenEmailingPerson\":\"When emailing {{person}}:\",\"Personality.WhenGivingAPitchToPerson\":\"When giving a pitch to {{person}}:\",\"Personality.WhenMeetingWithPerson\":\"When meeting with {{person}}:\",\"Personality.WhenPresentingAndUsingVisualAids\":\"When presenting and using visual aids:\",\"Personality.WhenSpeakingToPerson\":\"When speaking to {{person}}:\",\"Personality.WhenWorkingWithPerson\":\"When working with {{person}}:\",\"Personality.Working\":\"Working\",\"ReportingClientFault.InvalidPeriod\":null,\"ReportingClientFault.MissingCriteria\":null,\"ReportingClientFault.UnsupportedParams\":null,\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.C\":\"Adapting to contact's personality by being thorough, precise, and analytical, using a formal tone and providing accurate, well-researched information in a logical format.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.Cd\":\"Adapting to contact's personality by analyzing, driving results, and paying attention to details, using a formal tone and providing accurate information in a structured format.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.[CD]\":\"Adapting to contact's personality by strategizing, analyzing, and focusing on outcomes, using a formal tone and providing accurate, well-researched information in a structured format.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.Cs\":\"Adapting to contact's personality by being precise, analytical, and detail-oriented, using a formal tone and focusing on accurate, well-researched information in a structured format.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.D\":\"Adapting to contact's personality by using concise language, emphasizing results, focusing on the bottom line, presenting challenges, and using lists for clarity.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.Dc\":\"Adapting to contact's personality by directing, focusing, and being detail-oriented, using a concise tone and providing accurate information in a logical, structured format.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.Di\":\"Adapting to contact's personality by being direct, enthusiastic, and goal-oriented, highlighting positive impact and maintaining a clear message.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.[DI]\":\"Adapting to contact's personality by conveying enthusiasm and optimism, using persuasive language and focusing on the big picture.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.I\":\"Adapting to contact's personality by using a warm, friendly tone, sharing personal stories, encouraging open communication, and focusing on benefits and potential rewards.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.Id\":\"Adapting to contact's personality by being friendly, approachable, and casual, sharing anecdotes, using humor, and emphasizing collaboration.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.Is\":\"Adapting to contact's personality by being personable and supportive, fostering teamwork, acknowledging contributions, and using clear, straightforward language.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.[IS]\":\"Adapting to contact's personality by being warm and understanding, focusing on rapport, encouraging collaboration, and using clear, simple language.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.S\":\"Adapting to contact's personality by being patient, supportive, and reliable while using a calm, steady tone and focusing on building trust and rapport.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.Sc\":\"Adapting to contact's personality by being thorough, systematic, and attentive while using a calm and steady tone, focusing on providing clear, detailed information.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.[SC]\":\"Adapting to contact's personality by being thorough, precise, and analytical, using a formal tone and providing accurate, well-researched information in a logical format.\",\"SalesAi.AdaptToPersonality.WritingTip.PersonalityDiscType.Si\":\"Adapting to contact's personality by being patient, empathetic, and attentive while using a conversational tone and focusing on building rapport and trust.\",\"SignUp.ArveaId.Placeholder\":\"Enter your Arvea ID\",\"SignUp.EtcareId.Placeholder\":\"Enter your Etcare ID\",\"SignUp.HerbalifeId.Placeholder\":\"Enter your Herbalife ID\",\"SmsErrors.BroadcastCampaignDoesNotExist\":null,\"SmsErrors.BuildSendSmsGroupSummaryProblem\":null,\"SmsErrors.ContractValidationError\":null,\"SmsErrors.DripCampaignDoesNotExist\":null,\"SmsErrors.DripCampaignItemDoesNotExist\":null,\"SmsErrors.DripCampaignProcessedItemUpdateProhibited\":null,\"SmsErrors.InvalidDelayScheduleSpec\":null,\"SmsErrors.InvalidSmsMessageId\":null,\"SmsErrors.InvalidSmsNumber\":null,\"SmsErrors.KeywordAlreadyExists\":null,\"SmsErrors.KeywordDoesNotExist\":null,\"SmsErrors.MustProvideExactlyOneTargetPhone\":null,\"SmsErrors.NoEligibleAccounts\":null,\"SmsErrors.PhoneSharingPreventedByFeatureToggle\":null,\"SmsErrors.ServiceAccountAlreadyConnectedToPhone\":null,\"SmsErrors.ServiceAccountAlreadyExists\":null,\"SmsErrors.ServiceAccountDoesNotExist\":null,\"SmsErrors.ServiceAccountKeywordUsageLimitReached\":null,\"SmsErrors.ServiceAccountMissingActivePeriod\":null,\"SmsErrors.ServiceAccountNotConnectedToPhone\":null,\"SmsErrors.ServiceAccountSmsUsageLimitReached\":null,\"SmsErrors.TwilioPhoneAlreadyExists\":null,\"SmsErrors.TwilioPhoneDoesNotExist\":null,\"SmsErrors.TwilioPhoneNotConnectedToAccounts\":null,\"SmsErrors.TwilioPlatformPhoneAddressNotFound\":null,\"SmsErrors.TwilioPlatformPhoneNumberNotFound\":null,\"SmsErrors.TwilioPlatformValidationPhoneNotFound\":null,\"SmsErrors.TwilioPlatformValidationWebhookIncorrect\":null,\"SmsErrors.UpdateConcurrencyViolation\":null,\"SocialAl.Slideshow.AnalyzingInputs\":\"Analyzing inputs\",\"SocialAl.Slideshow.AssemblingFinalSocialPosts\":\"Assembling final social posts\",\"SocialAl.Slideshow.CustomizingForWritingStyle\":\"Customizing for writing style\",\"SocialAl.Slideshow.DraftingSocialPost\":\"Drafting social post\",\"SocialAl.Slideshow.MaximizingEngagement\":\"Maximizing engagement\",\"SocialAl.Slideshow.OptimizingForMultiplePlatforms\":\"Optimizing for multiple platforms\",\"TeamErrors.AlreadyRequestedToJoinTeam\":null,\"TeamErrors.AlreadyTeamMember\":null,\"TeamErrors.CannotCreateDefaultTeamSection\":null,\"TeamErrors.CannotDeleteTeamOwner\":null,\"TeamErrors.CannotJoinPrivateTeam\":null,\"TeamErrors.CannotRequestToJoinPublicTeam\":null,\"TeamErrors.CannotUpdateDefaultTeamSection\":null,\"TeamErrors.ContentTypeNotAcceptedInTeamSection\":null,\"TeamErrors.InvalidAccountId\":null,\"TeamErrors.InvalidInvitation\":null,\"TeamErrors.InvalidOrganizationId\":null,\"TeamErrors.InvalidTeamId\":null,\"TeamErrors.InvalidTeamOwnerAccountId\":null,\"TeamErrors.InvalidTeamRequestId\":null,\"TeamErrors.InvalidTeamRequestStatus\":null,\"TeamErrors.InvalidTeamSectionOrderIndex\":null,\"TeamErrors.InvitationExpired\":null,\"TeamErrors.OneOwnedTeamPerAccount\":null,\"TeamErrors.ReceiverNotFound\":null,\"TeamErrors.SenderNotFound\":null,\"TeamErrors.SharedContentNotFound\":null,\"TeamErrors.TeamChatAlreadyExist\":null,\"TeamErrors.TeamContentNotFound\":null,\"TeamErrors.TeamInvitationNotFound\":null,\"TeamErrors.TeamNameAlreadyExist\":null,\"TeamErrors.TeamNotFound\":null,\"TeamErrors.TeamRequestNotFound\":null,\"TeamErrors.TeamRequestStatusAlreadyUpdated\":null,\"TeamErrors.TeamSectionNotFound\":null,\"ThumbnailErrors.ThumbnailNotFound\":null,\"UIConsole.GetStarted.1ClickStep\":\"Generate leads for your business by posting interesting content on social media. 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Whois info of domain
Domain Name: MKTG2.COM
Registry Domain ID: 2491916946_DOMAIN_COM-VRSN
Registrar WHOIS Server: whois.godaddy.com
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Updated Date: 2025-02-13T14:32:33Z
Creation Date: 2020-02-12T21:09:48Z
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