When a decision-maker offers you a cup of coffee, do you take it?

Time, and the way it’s spent, is a very useful means of determining the decision-making personality of idea recipients. This isn’t a law, of course, but a general observation. As the pressure to decide mounts, you often see two different approaches to valuing time and interpersonal engagement. It boils down to how each type values socializing as a part of buying.

With We and Me personalities there is almost always time to socialize. Pressure’s on, but please, take the coffee — a We or Me wants to talk. These two persona value relationship as a prerequisite for approving ideas. They want to understand you as much as your idea. With We and Me personas, the small talk isn’t insignificant. We and Me leaders rely on personal bonds to facilitate their decision-making.

How and Now types are often more detached. Of course they socialize. But you’ll see much less small talk in a meeting lead by a How or Now, versus a We or Me. So if a How or Now offers you the coffee, don’t waste their time or yours. Say “No thanks.” They value other inputs at the moment of decision.

The purpose of this whole approach is focused on preparing for and presenting ideas in pressure situations. A vibrant, worthy idea can fail to advance simply because we misinterpreted how much or how little a client values socializing.