PeopleSmart in Business eBook - The Platinum Rule

#2—studying D’s needs
To head off the Dominant Director’s impatience before it surfaces,
keep your queries interesting by alternately asking questions and giving
additional information. Do this in a practical manner. Dominant
Directors need to view the meeting as purposeful, so they want to understand
where your questions ultimately lead. When asking a Dominant
Director questions, it is essential to fi ne-tune and make them
as practical and logical as possible. Aim questions at the heart of the
issue and ask them in a straightforward manner. Only request information
that is unavailable elsewhere.
When gathering information, ask questions showing you have done
your homework about their desired results and current eff orts. Know
the Dominant Director’s industry and company. Be sure to make queries
that allow him to talk about his business goals. “Since your leadership
has brought your company from 27th to 3rd in the country,
what happens now?” Gear your studying toward saving the Dominant
Director time.
#3—proposing solutions for D’s
Your presentation, whether it is combined with studying or given
on its own, must be geared toward the Dominant Director’s priorities.
He is concerned with saving time, generating money, and making life
easier and more effi cient. If you gear your presentation toward how he
can become more successful, you’ll no doubt get his attention. Zero in
on the bottom line with quick benefi t statements.
Because of their lack of time, Dominant Directors do not focus as much
energy on contemplating and evaluating ideas. Th ey want you to do the
analysis and lay it out for them to approve or disapprove. Dominant Directors
like rapid, concise analyses of their needs and your solutions.
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