Mastering "D" (Dominance)
“My time is money.”
“My time is money.”
A C rep must update a D customer on a complex tax fix. The strongest email…
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A: Lays out the full filing logic so the D can trust the work
B: Gives the one-line result, then “full breakdown on request.”
C: Opens with context, then the result in paragraph three
B: Gives the one-line result, then “full breakdown on request.”
You (an I) and an I customer are 25 min in, spinning new ideas, no decision. Best move?
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A: Keep brainstorming — rapport is everything
B: Anchor warmly: “Love it — let’s lock the one thing that moves us forward today”
C: Cut them off and present the contract
B: Anchor warmly: “Love it — let’s lock the one thing that moves us forward today”
An S says “let me think and talk to my team.” The response that keeps the deal alive?
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A: “Of course — here’s a simple recap; let’s reconnect Thursday.”
B: “I can only hold this price until tomorrow.”
C: “What’s holding you back? Let’s decide now.”
A: “Of course — here’s a simple recap; let’s reconnect Thursday.”
A C customer replies to your pitch with five precise, picky questions. The smartest read?
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A: They’re stalling and probably not interested
B: Genuine engagement
C: They’re trying to trap you
B: Genuine engagement — they vet before deciding; answer precisely, in writing
A D says “just fix it, I don’t care how.” You spot two valid fixes with a real tradeoff. Best move?
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A: Walk them through both options and let them choose
B: Pause the call to research the optimal path
C: Pick the faster fix, state it, add a one-line “unless you’d prefer X”
C: Pick the faster fix, state it, add a one-line “unless you’d prefer X”
A D rep is assigned a chatty I customer and wants to “get to the point.” The flex that wins?
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A: Slow down, let them talk, validate ideas with enthusiasm before logic
B: Send a tight bulleted agenda up front
C: Lead with the ROI numbers
A: Slow down, let them talk, validate ideas with enthusiasm before logic
A C rep is handling an anxious S who keeps asking about accuracy. What does the C most need to add?
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A: More detailed documentation
B: A faster timeline
C: Genuine warmth + framing the process as reducing the S’s stress
C: Genuine warmth + framing the process as reducing the S’s stress
An I rep keeps a C warm with “everyone loves this!” Why is it backfiring + the fix?
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A: Too much data — simplify it
B: Not enough small talk — build rapport first
C: Hype erodes a C’s trust — swap for evidence
C: Hype erodes a C’s trust — swap for evidence (“reduces errors 14%”) and put it in writing
You’re a D rep and your D customer starts clashing with you on approach. The real risk + the move?
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A: Locked horns / power struggle — respect their authority, match pace, frame it as winning together
B: Soften and over-accommodate to keep the peace.
C: Out-detail them to prove you’re right
A: Locked horns / power struggle — respect their authority, match pace, frame it as winning together
An I customer loved the call but won’t commit. The subtle reason + fix?
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A: They need more data → send a full spec sheet
B: They want a discount → offer a promo
C: They decide socially → tie the yes to who it helps and how it makes them look good
C: They decide socially → tie the yes to who it helps and how it makes them look good
You’re an S rep with an S customer. Everyone’s lovely, but 3 weeks on nothing’s moved. What happened?
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A: Conflict stalled it out
B: Analysis paralysis by courtesy
C: Too much pressure scared them off
B: “Analysis paralysis by courtesy” — neither pushed; be the gentle leader who advances it
A D rep pushes a C to accept a “70% good enough, let’s go” plan. The C refuses abruptly. The flex?
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A: Slow down, do the homework, give space + accuracy
B: Push harder on the deadline
C: Add an emotional appeal about urgency
A: Slow down, do the homework, give space + accuracy — a sloppy mistake loses their respect