How to Use This Worksheet
- Observe your prospect during meetings and communications
- Identify traits that match each personality type
- Take notes on specific behaviors and phrases
- Score each section based on how well the traits match (1-10)
- Review the summary to determine the dominant personality type
- Adjust your communication approach accordingly
Key Traits
- Focuses on results and efficiency
- Direct and decisive communication
- Impatient with small talk
- Asks “what’s the bottom line?”
- Prefers to control conversations
Key Traits
- Seeks detailed information
- Requires evidence and proof
- Process-oriented thinker
- Risk-averse decision maker
- Asks “where’s the data?”
Key Traits
- Values relationships and trust
- Seeks consensus and input
- Enjoys collaborative process
- Motivated by team success
- Asks “how will this affect the team?”
Key Traits
- Seeks stability and security
- Risk-averse and cautious
- Values proven processes
- Focuses on implementation
- Asks “what could go wrong?”
Key Traits
- Demands results with evidence
- Decisive but data-driven
- Focuses on competitive advantage
- Direct but precise communication
- Asks “show me the data that proves ROI”
Key Traits
- Seeks visible wins for recognition
- Values results and relationships
- Builds consensus for action
- Charismatic decision-maker
- Asks “who else has succeeded with this?”
Key Traits
- Risk-averse analysis
- Requires security with evidence
- Focuses on edge cases
- Methodical decision process
- Asks “what’s your disaster recovery plan?”
Key Traits
- Protects team stability
- Builds trust through security
- Seeks gradual implementation
- Values relationship continuity
- Asks “how will this affect my team?”
Personality Assessment Summary
Recommended Approach:
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