1. Personal Style
Quietandconscientious,Barendhasanoriginal mindandwill trytouse thisfor othersbenefit.
Findingithardto understandwhysome otherswouldtrytoimpose limits,orderandstructure upon
others,he avoidsattemptingtochange or control people.He readilyseesthe solutionincrisis
situationsandquietlyrallysupportforhispointof view.He iswarmand graciousand believesinthe
philosophyof “liveandletlive”.Barendshouldtrytostand back occasionallyandlookathimself and
at hiswork more objectively.
One of Barend’sstrengthsisthe abilitytoletothersworkattheirownpace coupledwithan
awarenessof the unique contributioneachpersonmakes.He tendstotake the thingshe doeswell
for grantedandusuallyunderratesandunderstateshimself.He canwork alone withoutsupervision
buymay not alwaysbe motivatedtofollow throughonprojects.Barendtendstobe athis most
flexible,adaptableandeasy-goingineverydayliving,preferringtofitinharmoniouslywiththose
aroundhim.Barendseeksgreaterfulfilmentinhislifethrough offeringof helpandservice toothers.
His easy-goingexteriormaymask a rathermore compulsive interior.He needstorememberto
withdrawregularlyfromcaringforotherstotake care of himself.Barendtendstobe alertandoften
uncannily correct.Itis as if he has an antennathat enableshimtodetectdangerslongbefore other
people do.Barendisindependentandcreative,owningstronginternalfeelings,highprinciplesand
deeppersonal integrity.He hasa tendencytoplaydownthe rules,particularlyif theyappearto
oppose hisvalues.
Traditionsare importanttoBarend andare carefullyrememberedandobserved.Althoughhe is
quite ingeniousandidea-orientated,he israthermodestabouthisfinerqualities.He maybe slow to
expressthe intensityof hisfeelings,andmayappearshyandinwardly-focusedwhenotherswould
preferhimtobe pressingon.He readilyseesthe solutionincrisissituationsandwillrallysupportfor
hispointof view.Barendoftenseesdeepermeaningsof thingsandcanhave intuitive insightsinto
manysituations.He ismotivatedbyaninnervisionthathe valuesabove all else.Preparedinconflict
to ignore prevailingopinionorestablishedauthority.
He isa goodlistener,withanabilitytotalkwell whenappropriate.He usuallyhasatheorythat will
explaineverything.He maynotnecessarilypreferinnovative solutionsoverestablishedonesbutis
adeptat seeingsituationsfromanunusual perspective.He isat hismostproductive whenworking
towardshisideals,orwhenwhateverhe isdoingmeetsadeepfelt,personal need.He canbe a
rather gentle,compassionateperson,butmaybe prone tostubbornnessattimes.He tendstobe
there whenhe is needed,offeringlow-keystabilityandstrengthtopeople andsituationsinneed.
Interacting with others
Barendtendsto be verysensitive tothe wayhe relatestoothersandis at hisbestinsituations
whichrun smoothlyandharmoniously.Hisdeepestfeelingswill rarelybe articulated.If he feelshe is
beingputundertoo muchpressure,he maydighisheelsinandbecome stubborn.He dislikesrigid
adherence tohierarchyandstructure and enjoysanaffinitywithnature andthe outdoors.
Generatingunique ideasastohow toresolve problems,he will holdtohisopinionsverystronglyand
may notalwaysbe preparedto share themwithothers.
2. If he cannotavoidputtingoff tellingsomeone anunpleasanttruth,he will softenthe messageby
puttingitin an affirmativeway.Basicallyloyal,trustingandunderstanding,he needsharmonious
relationshipsinhislifeandismostsensitivetoconflictsanddisagreements.He isreticentabout
conflictandcan usuallydetect,aheadof others,whenadisagreementis abouttoerupt.He may find
himself automaticallyadaptinghisownpersonalityinanattemptto meetotherpeople’ideasof
whatis desirable.He trustshisowninsightsintorelationshipsandtheirtrue meaning,regardlessof
acceptedor alternative beliefs.
He findsitdifficulttotake a fixedpositiononissuesthatare notimportantto him.Asa result,he
may be seenbyothersas ratherlackinginconviction.He iscareful notto hurt colleaguesfeelings
and will take peopleswell-beingintoaccountwheneverpossible.Inday-to-daymattersBarendis
flexible,tolerantandadaptable.Asmostof hisenergiesare directedtowardsimprovingthe human
condition,he hasdifficultyunderstandingwhyhe maynotalwaysbe universallyacceptedbyothers.
His desire togetthingsdone at anycost is matchedbyhisneedto considerthe effectonothers.
DecisionMaking
Barendwill usuallylistento,value andacceptideasandopinionsfromothers,eventhose whomay
be viewedasunusual oreven“odd”.Generallya reflective decisionmaker,he findsproblems
stimulatingandusuallyreflectscarefullybefore he acts.He may lacksustainedfocusonthe problem
inhand. He has the abilitytouse both reflectionandconsultationinreachingconclusions.He may
choose to change hisdecisionsif itturnsoutsomeone maybe adverselyaffectedbythem.
He has little desire toimpress,control ordominate others,apartfrommaintainingacommitmentto
hisvaluesandhiswork.He tendsto make choicesaroundhisownpersonal feelingswhichmaybe
importantto himas more objective data.Hisdecisionsare influencedbyethical andmoral issues.He
can be self-effacingandaccommodatingandisusuallycontenttosupportothersemotionally
withoutexpectingtoomuchinreturn.He can be creative andimaginative.
It can be frustratingtosome whenhe accuratelydescribesthe logical conclusionsjustifiedbya
situation,butdecidesinfavourof harmonyandcaring.Froma more radical thinkingviewpoint,
some people canviewhisdecisionsasirrational.Becausehe valuesharmonyandagreement,he
believesthe bestwaytomaintainthisistopersuade othersof the validityof hisviewpoint.Although
others’opinionswill swayhim, he canreadilydissociate himself fromapreviouslyheldopinionisa
significantdisagreementoccurswitha thirdparty whose view he values.Hissloganmightbe “Act
now,pay later”and hisperceptionof lifeare basedonthe impacthisdecisionhave onthose around
him.Barendseekstounite all partiesin a controversyandcan readilysee the validityof alternative
pointsof view.
Key strengths:
Good at undertakingroutine tasks.
Open-mindedandtolerantof others.
Will gothe extramile tosupportthose he values.
Painstaking,conscientious,industriousanddependable.
Looksfor the harmonyin everysituation.
Givesandreceivestrust.
3. Willingandaccommodating.
Modestand friendlywiththose he knows.
Happy to serve andhelpothers.
Sensesthe needsof the group.
Possible weaknesses:
Ignoresobjective evidencewhichdoesnotsupporthisoriginal perception.
His needtoassimilate informationtakestime.Thismayfrustrate otherswhoexpectamore
immediate response.
Findsitdifficulttorespondtoaggressionpositively.
May lowerworkstandardsof self andothers,because of hisstrongfocuson people issues.
Findsitdifficulttosay“No” if relationshipsare beingthreatened.
Over-tolerantof others’inabilitytoperform.
Persistence andloyaltymaydelaydecisiveaction.
Oftenfeelsresponsible forothers.
May unwillinglysacrifice his ownneedsforothers.
Seenasa “push-over”bybeingeasilymanipulated.
Value to the team
Is a calmingpresence inconflictresolution.
Valuestraditionandstability.
Bringsfunand light-heartednesstoanyenvironment withwhichhe isfamiliar.
Is at home inreflectionorinteracting.
Seesfinancial rewardasproof of worthrather thanas an endin itself.
Will be consciousof humanfactors inthe organisationandthe team.
Sensesanyunspokentensionsinthe team.
Seekstobe compliantandwillingtoadapt.
Is loyal andconscientiousandwillworkhardto produce results.
Is dependable withastabilisingpresence.
Less consciousbehaviours
Sometimesseenasgullible andperhapstootrustingbecause he acceptspeople andthingsasthey
are,Barend doesn’tlookfororexpectthe maliciousmotive.He oftenoverlookshisownneedsdue
to hisdesire toplease orhelpotherpeople.He shouldbe careful nottoleaptooquicklywithout
consideringthe consequences,makingsure he complete the taskshe isresponsible forbefore
turningto more enjoyable matters.He isseductive inthe sensethathe isadeptat manipulating
otherpeople intoacceptinghim.He maybelieve thatalmosteveryone canbe made availabletohim
if he givesthemwhattheyneed.Because of hisvulnerabilityinhisrelationshipswithothers,Barend
may rathereasilymanipulatedbysome.
Withthe bestof intentions,he sometimesneglectstoensure the completionof hisvision.He
focusesonemotionstothe pointthathe mayfail to see the logical consequencesof hisactions.He
valuesestablishedinstitutionsandtendstoenjoyanactive andco-operative membershipin
4. committeesandorganizations.He isnotalwayssure he is participatingforthe rightreason.Barend
isso emotionallyentangledinhisprojectsthathe isverysensitive tonegativecriticismof hiswork.
He maynot easilyunderstandcriticismof hiswork,tendingtoassociate criticismwithdispleasure.
His ownpersonal feelingsinrelationshipsanddecisionmakingare trustedbyhimandusedto
exclusionof more objective data.Whileknowingthathe iscapable of change within,Barendgives
the impressionthatchange isto be avoided.Aware of the advantages of diplomacy,he maytendto
agree too easilyinordertoavoidconfrontation.
Ideal environmentis one in which:
His inspirational visionisnurtured.
There are clearlydefinedjobdescriptions
Objectivesandprocessesare the focus,ratherthanmonitoringdetail work.
There isfreedomfrom conflictandconfrontation.
There istime to ponderfuture implicationsof the strategy.
Regularfeedbackandencouragementisgiven.
There isopportunitytocreate and expressideasandtodevelopthese collectively.
A flatand openmanagementstyleprevails.
Opportunityisprovidedforsocial contact.
There are like-mindedcolleaguestoprovide invention,enthusiasmandfun.
Motivatedby:
Beingmade to feel “one of us”.
Beinginvolvedonlyinwellthoughtthroughchange processes.
Full acceptance of his valuesandfeelings.
Regularholidaysandtime off topursue otherinterests.
A “key”role withinasuccessful team.
Responsibility,withinwelldefinedareas.
Colleagueswhounderstandhe kickshimself harder(occasionallytoohard) andmore often
than anybodyelse whenthingsgowrong.
Occasional appreciativecomments.
Recognitionandrespectforhisfamily’scommitmentsandsupport.
Involvementinthe local communityandliaisonwithoutside groups.
In managing others, may tend to:
Lose sightof objectivesof meetings,oftenturningthemintosocial events.
Setand maintaina sense of neatnessandorder.
Notadhere rigidlytotime deadlinesor restrictions
Be tootrustingof hispeople.
Lose sightof the needsof the businesswhilstfocussingonrelationships.
Use “gut feel”effectivelyinprocessinginformation.
Manage democratically,whilstattemptingtoappease those whodonotagree.
Allowteammemberswithstrongerpersonalityto“rule the roost”.
5. Over-complicate issuesbytryingtosolve toomany thingsat once.
Keeptoomanythingsclose to hischest,makingotherswonderaboutthe true agenda.
SellingStyle
Barendbringsand goodwill toanysituationandputscustomersatease naturally.He maytake a
longtime to buildstrongrelationshipswith customersandwilltendtoavoidsuperficial socialising.
Caring,warmthand contentedrelationshipsare importanttohim.He may notexpressthe
disappointmentorfrustrationhe feelsif acustomerfailstoact on a promise.Aware of the needsof
those aroundhimand sympathetictothose introuble,Barendbringsstabilitytothe salesprocess.
BarendPlacesa highpriorityonbuildingharmoniousrelationshipswithhiscustomers.Hisdesire for
consistencyandstabilityincustomerrelationshipscanlead hiscustomerstobelieve himtobe a little
insularandunemotional.Barenduseshisdeeperawarenessof the needsof othersthroughoutthe
salesprocess.He instigatesdemocraticandparticipativediscussionswithcustomersasthe method
of gettingtocustomercommitment.Oftendeepinthought,hisintuitivefeelingsconstantlyprompt
a sense of endlesspossibilitiesinherentwithinhim.Hisfurtherreflectionsmayreveal how his
potential maybe realisedinthe service of hiscustomers.
Appreciativeof other’sneeds,Barend isathisbestin smooth-runningandfriendlycustomer
situations.He hasa deep,almostuncannywayof relatingtopeople’sfeelings,drawingoutthe
individualityof eachpersonandinstinctivelyunderstandingcustomersemotional needs.He has
deepinnerconvictionsandwill devote significantamountsof energytosupportacustomer’sworthy
cause.
Keystrengthsbefore the sale begins:
Has an imaginative andcreative libraryof presale techniques.
Demonstratesanintuitiveandoptimisticsalesapproach.
Preferstoavoidconflictandattemptstoforesee possible elementsorareasof friction.
Will mentallyrehearspresentationstoensure agoodpersonal performance.
Generatesqualityleadsbyspendingtime withothers.
Is usuallyprepared,yetcanbe spontaneous.
Keystrengthsinidentifyingsalesneeds:
Setscustomersat ease withhislow-key,approachable style.
Is fascinatedbyothers’motivations,needs,fearsandproblems.
Is bestdescribedasquietlyeffective”.
Can listensympatheticallyforlongperiods.
Activelyseekscustomerinputtotrulyunderstandhisorherconcerns.
Generatescall successeswithhisempathetic,graciousandconsiderate manner.
Keystrengthsinproposals;
Adaptswell,andisresponsivetoprospectsvarying situations
Rarelyupsetscustomersbyhismanner.
Knowsthe appropriate pace andresponse.
