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.
Meg Whitman
CEO, Salesforce
Community & Data
Bottom Line
- Ability: hear unvoiced questions.
- Values: helping others grow, harmony, and optimism.
- Communication Style: Kinesthetic.
Collaborate
- Let them pace, stretch, or walk around the room during conversations.
- They focus on the talk at hand. make decisions while they are talking, and get creative when they see the big picture.
- People like them create clarity and make decisions during conversations.
Negotiation
- Make sure things feel fair and mutual.
- Don't directly attack or create conflict.
- They'll make concessions in a negotiation to maintain the relationship.
Resolve Conflicts
- When they're upset about something, it’s usually easy for others to tell.
- They typically want to clear the air and move on quickly.
- Highlight your willingness to help when they seem stressed.
Mark Cuban
Owner, Dallas Mavericks and Entrepreneur
Order & Data
Bottom Line
- Ability: concentrate on a goal for a long time.
- Values: routines, consistent clear rules, and progress.
- Communication Style: Kinesthetic.
Collaborate
- They will get frustrated if your work together isn't organized.
- Physical comfort is quite important, so they may go to great lengths to find the right chair or the right position to sit in.
- They need to feel safe and listened to before they will enter into meaningful conversation.
Negotiation
- They'll make concessions in a negotiation to maintain control.
- You can change their mind by walking them through the process and benefits step by step.
- Don't give them an ultimatum.
Resolve Conflicts
- Don't give them ultimatums.
- Avoid making promises you can't keep 100%.
- Focus on results and facts over the feelings of others.
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.
