How a "D" often reacts to CHANGE:
- Quick to respond
- Will challenge and question you
- Pushes back
- Debates until satisfied with the answer
- Decisive
Script Example:
Speaker: "We are promoting Elsa to Senior Advisor; she will be joining you on working the Acme project."
D: "I don't think she can hit the ground running with this - I don't have time to hold her hand. Is this a done deal?"
Does the CHANGE motivate the "D" by:
- Solving a critical problem?
- Offering more efficiency and/or profits?
- Ensuring better use of resources and improved results?
- Focusing on the end goal?
Script Example:
Speaker: "You've been wanting quicker turnaround on the Acme estimates so we'll be starting next quarter with a vendor that guarantees 24-hour turnaround."
D: Why WOULD you wait?"
Prep for CHANGE conversation with a "D":
- Do thorough due-diligence.
- Make a 15 minute appointment.
- Bring well-organized support materials and present, if asked.
- Be concise, logical and expect brief exchanges - not discussions.
- Include choice points where relevant.
- As "D" pushes for concessions, negotiate for an exchange, thus earning the "D's" respect.
Script Example:
Speaker: "Your business unit has outgrown it's space, so we're going to move you to the new building next month."
D: "That's fine, we'll TAKE the 6th floor."
Speaker: "Okay, but the site's resource center will remain on the 6th floor as well."
