The Director

Here is your consummate businessperson, an introvert whose main focus is the task at hand and who is guided by goals and objectives. Directors are always asking, "What's the point?" Thus, it's always business first, a party maybe. Get to the point quickly and don't socialize or try to encourage social conversation. They will become impatient and tune out quickly as they are simply not interested. Directors love to control and prefer to be in charge; they like being the boss. As introverts, they have a low tolerance for feelings and emotions. Directors can appear to be quiet, unfriendly, and apathetic.

Directors are quite happy to do things on their own—see a movie, dine in a restaurant, or even travel. They will tell you, "I'm alone, but not lonely."

Directors often prefer to give cash or gift certificates as gifts rather than take the time to shop. Their dress is usually dark blue and conservative, nothing flashy or terribly stylish. If a Director is wearing a flashy tie you can feel safe in asking, "Nice tie, who bought it for you?" They drive conservative, functional cars such as a Reliant or a Taurus. Don't touch a Director, in fact, handshakes are unnecessary. They like their personal space, "We are here to do business, not get married!" A Director is not concerned about the relationship, they just care about your performance as a professional and how the performance of your product or service will contribute to the bottom line. Don't have an emotional outburst (crying) in a Director's office. He or she will be unmoved and unimpressed. Get yourself together—then carry on with the conversation. No sniffling allowed. Remember, Directors have a need for power and control that cannot be ignored by a pushy sales representative. They are motivated by bottom-line detail. In summary: