Everyone in the produce industry knows it’s a people business. With that in mind, wouldn’t you feel more successful if you knew what motivated your business partners and people you lead?
One of our speakers at The Packer’s West Coast Produce Expo May 12 in Palm Springs, Calif., covered those exact things.
Anyone there would likely say they could have listened to a bit more from Dave Mitchell, president of The Leadership Difference, and I even may have stumped him with a question just as he was wrapping up.
I asked “How is it different to apply this knowledge as a leader versus a business partner?”
Before we can answer that, here’s what Mitchell was talking about in Palm Springs.
He said the average person will click immediately with about 25% of people and find unlikable about 25% of people. Moving the other 50% into the former category will make a person much more successful in leadership, sales and other areas of life.
He gave us all a quiz for ourselves and said there are four types of people:
- romantics, who are in tune with their emotions and those of others;
- warriors, who focus on efficiency and winning and tend to be direct communicators;
- experts, who know their material, have to be right and focus on functionality; and
- masterminds, who prize flexibility and new, fun experiences.
He expanded on the sales versus leadership with me at the event.
“A sales call is a ‘transactional relationship,’ meaning that it is generally one that lasts for a finite period of time and exists for the purpose of a specific goal.”
He said salespeople have to build rapport with their customers, but beyond that, they need to figure out what their customers are looking for.
"The basis of the relationship between leader and team member is that the leader must inspire the team to perform at the highest capabilities."
“Romantics buy products and services based on the impact it will have on others from people that they find likable,” he said. “Warriors base value on things like status and efficiency and buy from people who save them time. Experts buy products that are reliable and safe from someone who is knowledgeable, while masterminds buy excitement from someone who is flexible.”
Meanwhile, Mitchell said leadership deals with enduring relationships.
“The basis of the relationship between leader and team member is that the leader must inspire the team to perform at the highest capabilities,” he said.
“Romantics thrive in environments where appreciation is plentiful, morale is high and they find those around them to be likable. Warriors desire independence and the freedom to get results without the undue constraints of wasteful red tape. Experts like knowledge, training and a consistent and reliable workplace structure. Masterminds like options and special projects and the ability to provide ideas for future possibilities.”
It all starts with figuring out what kind of person you’re dealing with.
Greg Johnson is The Packer’s editor. E-mail him at [email protected].