Profiles are one thing. Strategy is what counts.
Cyrano's detailed profiles are part of the picture. Then, Cyrano tells you how to influence them.
Marc Benioff
CEO, Salesforce
Community & Instinct
Bottom Line
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Ability: makes accommodations for more or new people.
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Values: connecting people and ideas, harmony, and loyalty.
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Communication Style: Kinesthetic.
Collaborate
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People like them create clarity and make decisions during conversations.
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They may find it challenging to sit at a desk for long periods of time. A good job for them is one that allows a lot of physical movement.
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Their personal motivation will be satisfied as long as an underdog on the team gets the win.
Negotiate
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Add time before and after negotiations to focus on how everyone will be impacted.
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They’ll make concessions in a negotiation to maintain a healthy working environment.
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Present terms as wants and needs.
Resolve Conflicts
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Avoid pushing them toward risk when they are also stressed.
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Present solutions which provide harmony and fairness while resolving conflict.
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Don't be their adversary.
Brian Halligan
Founder, Hubspot
Community & Instinct
Bottom Line
- Ability: hear unvoiced questions.
- Values: emotional intimacy, helping others grow, and peacemaking.
- Communication Style: Kinesthetic.
Collaborate
- Demonstrate respect for other people who care.
- Make sure your work together is thoughtful. They work best when they feel physically comfortable in their environment. They may go to
- great lengths to find the office equipment that feels just right.
Negotiate
- Don't directly attack or create conflict.
- They'll make concessions in a negotiation to maintain the relationship.
- Be prepared to talk about the needs and/or feelings of others.
Resolve Conflicts
- Present solutions which provide harmony and fairness while resolving conflict.
- Get past the conflict fast and focus on building of a respectful relationship.
- Make sure things feel fair. Don't let them feel cheated.
Get Started with Cyrano Navigate for Free Today
Cyrano Navigate helps salespeople navigate important relationships and conversations with customers and prospects.
Navigate will profile everyone in your inbox and Zoom calls, or you can analyze people's public social posts for free use Navigate's free First Impressions feature.
