Personality And Communication

Personality And Communication

• 1.
  80% of ourdecision making is based on Emotion 20% is based on Logic Emotion influences our logic. Simply put we base our emotions on our underlying personality type
• 2.
  4 Main PersonalityGroups Outgoing/Direct Dominant Influencer People Oriented Competitive and Talkative and Task Oriented Directing Interactive Compliance Stabiliser Assessing and Accepting and Thinking Supporting Reserved/Indirect 60% of the population are Stable 100% of us need to feel like we belong to something, we need confidence that we are putting faith into something that has a long life.
• 3.
  Seller Tells Controlling D I Accepting C S Asks Buyer Quick Decisions Relationships D I Tasks/Results C S Systematic Analysis
• 4.
  How to pickthem? Outgoing/Direct Reserved/Indirect •Faster pace •Slower Pace •More telling •More asking •Louder speech •Softer speech •More inflection •More monotone Dominant Stabiliser •Closed Posture •Open posture •Unexpressive/cool face •Relaxed/warm face •Feelings unexpressed •Feelings expressed •Formal – not too talkative •Casual – talks about themselves Priorities, goals, results •Stability, no surprises WHAT HOW Compliance Influencer •Closed Posture •Open posture •Unexpressive/cool face •Animated/warm face •Feelings unexpressed •Feelings expressed •Formal – will want to show •Casual – talks about others knowledge of detail •What people think •Will analyse everything WHO WHY
• 5.
  Adapting Your Communications Dominant Influencer •Be specific and to the point •Support their dreams •Stick to business •Relate to them, socialise •Come prepared •Talk to them about their goals •Present facts logically •Focus on people and actions •Plan the meeting/presentation •Put everything in writing •Ask specific questions – what •Provide ideas •Show the probability of success •Be fun and fast moving •Argue the facts not emotion •Provide testimonials •Provide a win/win opportunity •Offer incentives to take risks •Provide a clear ‘time to buy’ •Make it their decision to buy Stabilisers Compliance •Prepare in advance •Be personable •Have a lot of detail to hand •Business is always second •Use a thoughtful approach •Be sincere •Draw up an action plan •Draw out their goals •Take your time •Listen to their answers •Don’t interupt •Ask specific questions – how •Prompt to see if they need more •Be casual, informal detail •Provide assurances and •Do not force the sale guarantees •Don’t touch them •Prompt approval as you go •Ask open questions - why along •Allow them time to think
• 6.
  Challenges for thePersonalities Dominant Influencer •Not letting the team take •Wanting to like everyone they responsibility deal with •Micromanagement •Not being focussed •All people should be Dominant •Attention to task and completion •Learning to trust •Wanting to do what they like or •Why learn to improve if the want results are good? •Don’t complete projects •Don’t learn from completing •Talking too much instead of tasks working •Have to do everything – control •Not wanting to work with details the situation. •Being indecisive and doing what’s popular Compliance Stabilisers •Making quicker decisions •Need lots of data to make a •Taking Responsibility decision •Being stuck on details •Not admitting ownership •Paralysis by analysis •Applying pressure on team to •Looking at the pessimistic side perform •Not focussing on being friendly •Resistant to sacking team with team members •Not wanting to become a sales •Uncomfortable to make person decisions quickly •Not wanting to take •Keeping the future in mind, responsibility to be the leader forward planning •Getting lost in the planning, not •Wanting to support instead of making a start leading