A Retired Spy Perspective on…

Presenting Ideas

to Get Buy-In

The Retired Spy

Operative 431

Understanding the PACE Perspective

OUTGOING(Fast Pace)

RESERVED(Slower Pace)

Understanding the PRIORITY Perspective

P

E

O

P

L

E

T

A

S

K

OUTGOING (Fast Pace)

RESERVED (Slower Pace)

T

A

S

K

P

E

O

P

L

E

T

A

S

K

OUTGOING (Fast Pace)

DIRECT Culture

Outgoing/Task Oriented

(10-15%)

Will Buy Based On:

Results & Performance

Basic Needs:

Choice, Challenges & Control

OUTGOING (Fast Pace)

P

E

O

P

L

E

INSPIRING Culture

Outgoing/People Oriented

(25- 30%)

Will Buy Based On:

Image & Popularity

Basic Needs:

Recognition, Approval & Popularity

P

E

O

P

L

E

SUPPORTIVE Culture

Reserved/People Oriented

(30-35%)

Will Buy Based On:

Ease & Familiarity

Basic Needs:

Security, Appreciation & Assurance

RESERVED (Slower Pace)

T

A

S

K

CAUTIOUS Culture

Reserved/Task Oriented

(25-30%)

Will Buy Based On:

Value & Quality

Basic Needs:

Quality, Excellence & Value

RESERVED (Slower Pace)

INSPIRING Culture

Outgoing/People Oriented

(25- 30%)

Will Buy Based On:

Image & Popularity

Basic Needs:

Recognition, Approval & Popularity

CAUTIOUS Culture

Reserved/Task Oriented

(25-30%)

Will Buy Based On:

Value & Quality

Basic Needs:

Quality, Excellent & Value

DIRECT Culture

Outgoing/Task Oriented

(10-15%)

Will Buy Based On:

Results & Performance

Basic Needs:

Choice, Challenges & Control

SUPPORTIVE Culture

Reserved/People Oriented

(30-35%)

Will Buy Based On:

Ease & Familiarity

Basic Needs:

Security, Appreciation & Assurance

OUTGOING (Fast Pace)

RESERVED (Slower Pace)

T

A

S

K

P

E

O

P

L

E

Left Side(Task)

Right Side(People)

Value Care

Partnership Relationship

Think Feel

Right Side(People)

Left Side(Task)

Partnership

Trust

Trust

Relationship

T

A

SK

Building Rapport with Task-oriented individuals

For most task-oriented individuals, their next thought in the process of

building rapport focuses on trust. In looking at you, they often ask

themselves these questions:

• “Can I trust this person to do what they promise?”

• “Can I trust this person’s information?”

• “Can I trust that this person is honest and truthful?”

• “Can I trust that this person will respect my time?”

• “Can I trust that this person will be logical?”

Once they decide that they can trust you, they are more likely to take

the initial connection deeper to a “relationship” and/or “partnership”

stage. From the relationship/partnership stage, they may be willing to

move to the deeper level of rapport.

Rapport Ladder

Building Rapport with People-oriented individuals

For most people-oriented individuals, their next reaction will come from

how they feel about you. In deciding if they can connect with you at a

friendly relationship level, they may ask themselves questions like:

• “Does this person care about me?”

• “Does this person genuinely like me?”

• “Do I feel good about this person?”

• “How does this person treat other people?”

• “Will this person listen to me?”

Once they decide that they feel good about you, they then observe

how the relationship develops (how you interact with them and others)

to decide if they can “trust” you. Once they reach the trust stage, they

may be willing to move to the deeper level of rapport.

P

E

O

P

LE

Rapport Ladder

A Retired Spy Perspective on…

Presenting Ideas

to Get Buy-In

JJ Brun…working with leaders who want to learn how Decoding Human Capital

and Thinking Like a Spy can give them an edge in business for purpose driven results.