If, at the moment of decision, a How personality requires evidence to buy, a Now personality values confidence.

Now personalities are almost always ready. Their decision was probably made before you walked into the room. Your meeting with a Now isn’t about reviewing details or shaking pom poms, it’s about confirming.

Of all the personalities types, you will spend the least amount of time with a Now. Therefore, you will also have the fewest chances with a Now.

CEOs are stereotypical Nows, crushed with decisions and never enough time. They rely, like the Me personality, on gut instinct.

But like the How personality, a Now can sustain a detailed discussion (if it’s critical, and over quickly).

You will know you’re likely working with a Now if they skip the small talk. If they really do just read from the Executive Summary. If they delegate. If they ask you upfront, “Where do we sign?” The Now personality is succinct. They’re the first out the door after the board meeting.

You sell successfully to Now personalities long before the moment of the sale. Nows require and benefit from support staff more than other personality types, so build consensus and momentum around a Now before you sell directly. Don’t bother with lots of polite conversation with a Now; it might seem polite, but the result is animosity.

Once you gain trust with a Now personality, selling a second or third idea can be easier than with any of the other four types.