To better understand how behavior was determined for the person you have chosen, we recommend that you read about Psychological Associates’ Dimensional Model of Behavior.

Q2 Customer: Avoids/Low Regard Behavior

Based upon your responses, when scored against our Dimensional Model, your customer most often exhibits an avoids/low regard style of behavior. This behavioral style would be positioned in the Q2 quadrant of our Dimensional Model. In our terminology, your customer is displaying Q2 behavior.

Key Characteristics of Q2 Customer Behavior

Q2 is protective behavior. The customer takes a defensive stand. Q2 seems reticent and says very little. Customers in the Q2 mode pick their words cautiously and refuse to make commitments.

See if any of these Q2 behaviors seem familiar:

• Seeming tense and ill at ease. Guards against being outsmarted and outtalked.
• Resisting new ideas and new thinking. Likes the status quo, and is much more inclined to stay with an established course of action.
• Procrastinating. Will either put off a decision, or make one that seems to have the approval of a boss or someone higher in the organization.
• Being introverted. Backs away from discussion of personal matters, figuring the more a salesperson knows about self, the more likely he/she can be influenced.
• Lacking responsiveness. Is aloof; offers little in the way of communication.

Suggestions for Dealing with a Q2 Customer

• Expect the customer to be remote, uncommunicative, hard to read, distrustful, and apprehensive.
• Be patient. Slow your pace.
• Show genuine concern.
• Guide firmly but gently.
• Rely mainly on open-end probes, pauses, and brief assertions.
• Be ready to shift your strategy if the customer’s behavior shifts to another quadrant.

Q4 Leadership: The People Skills Advantage™

What you discovered from the questionnaire is just a sample of the kind of insight you gain from Psychological Associates’ flagship workshop, Leadership Through People Skills. Click to find out more about the program.

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Although care has been taken in preparing the information contained in this questionnaire and all documents related to it, the content is of a general nature only and is not intended to address the specific circumstances of any particular individual or entity. Psychological Associates does not give any warranty or other assurance as to the operation, quality, or functionality of the site. The information herein is not necessarily comprehensive or complete and in no way constitutes professional or legal advice. If you need specific advice, you should always consult a suitably qualified professional.