On the face of it, the strongest solution should always win the new business, regardless of how much the client likes you. However, it’s commonly accepted that personality factors can influence decisions in awarding new business. So to what degree does this happen – if you have the strongest solution, is that enough to get you over the line? Or are decision-makers swayed by how much they like the person behind the solution?
The Importance of a Strong Solution
A Systematic Approach for both the Solution and Personal Relationships
Adapting to and Interacting with Different Personality Styles
The DISC Framework for Understanding Human Behavior
- When dealing with the High D – High D people are looking for fast results and are generally not concerned about other people’s feelings. This means you need to get down to business quickly and show them the bottom line. Earning their respect is critical, which is sometimes achieved by standing up to them.
- When dealing with the High I – High I people value relationships and enjoy dealing with people they like, so spend time getting to know them. As with High D people, they can be impatient but are more likely to be led by their feelings for someone. The High I person most commonly presents as a likeable extrovert.
- When dealing with the High S – High S people are recognised by their careful, yet warm approach to relationships. They can be slow to make decisions but they greatly value relationships. Trust is extremely important to a High S person, so be careful not to lose it or you may never get it back again!
- When dealing with the High C – Finally, High C people tend to be very analytical and often introverted i.e. they place great importance on facts and analysis rather than feelings. Most importantly, the High C person has to believe you rather than necessarily like or respect you, so it’s critical that you’re genuine in your dealings with them.