•High I buyers are friendly, people-oriented folks who usually would rather talk and socialize than do detail work.
•They will have awards, certificates, trophies, and photos featured on the wall.
•You’ll know who lives there, and the ego will be evident.
•They will be glad to see you arrive; they will trade jokes & stories, and won’t want to discuss business too much.
•They talk a lot about themselves.
•They will interrupt & digress occasionally, but they are generally enthusiastic and receptive, particularly if your product or service is innovative and the latest.
•They will be well-dressed, generally in the latest style.
The High I’s Expectations
•High I buyers expect you to be tolerant of their casual use of time.
•They aren’t clock-watchers and don’t want you to be either.
•Once they make a decision, they want quick results.
•They like to know who they’re dealing with.
•They want to know what you think and about how you feel about things.
•They expect you to support them personally.
•They like positive feedback that helps them relate to you personally.