QUICK TIPS FOR USING TRIBAL TYPES

• Identify your own Tribal Type first. Acknowledge how you prefer to work and communicate. This awareness will allow you to adjust as necessary from your normal actions when dealing with other types.

• Use the neutral zone. Top sellers seem like chameleons because they easily adapt and work with different people in different ways. The neutral zone provides you a safe place to quickly identify clues of how to work and communicate during each conversation. From there, adjust to the pace, language, and focus on value that is relevant to the Tribal Type.

• Remain flexible with your approach in each conversation. Don’t judge or box in your contacts. The environment and the person’s experiences in the previous twenty minutes will impact their behavior and communication in your conversation. Every time you are in contact with someone, observe their communication customs and adapt.

• Pay attention to the clues people send you about their customs. Pace and word choice are easy to spot and make your initial adjustments easy.

• Prepare for every conversation with the individual’s Tribal Type in mind. Determine the information you should have available, the way you should word your questions, how much small talk to plan for upfront, and the ways in which you should provide value. Then be flexible “in the moment” to ensure you are delivering what they need at that time.

• Appreciate the uniqueness of each person. Some may be more challenging for you to sell and collaborate with than others. Strive to provide value in each of your contacts.