Download Understanding Communication Style Differences—The

Understanding Communication Style Differences—The Key to Business Development and Relationship Management
Linda Hazelton, M.B.A.
Hazelton Marketing & Management
[email protected]
214‐684‐4264
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Communication is a Foundational
Skill
• Communication, or lack thereof, influences everything we do
• You cannot not communicate
• Communication is more than words
• How we communicate is possibly more important than what we
communicate
• Have your ever felt frustrated or misunderstood?
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Communication is More than
Words
y Verbal
7‐8%
y Vocal
38%
y Visual 55%
y Implications….
y E‐mail
y Conference calls
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Communication Styles
y Roughly derived from Myers‐Briggs work y Four communication styles
y Expressive (Intuitor)
y Analytical (Thinker)
y Amiable (Feeler)
y Driver (Senser)
y Your style may differ from favorable conditions to stressful conditions….
y We all use all the styles—but generally one style predominates
y The ultimate goal is to understand your style and the style of others and to adapt your communication style as appropriate
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Emotion!!!
Amiable/
Feeler
Expressive/
Intuitor
Relationship
Ideas/Interaction
Speed
-
+
Process
Analytical
/ Thinker
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Goals
Poker Faced
Driver/
Senser
Drivers (Sensers)
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y Forceful
y Problem solvers
y Direct
y Good administrators
y Risk Takers
y Driven
y Poor listeners
y Decisive
y Get things done
y Short fused
y Blunt
y Challenging
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Drivers (Sensers)
y Pace of the meeting
y Fast and to the point
y What they need
y Directness, little detail
y Specific solutions
y How our services affect their bottom line (in a business development context)
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Drivers (Sensers)
y Avoid
y Over‐selling and over‐sharing
y Be succinct—keep it short
y Being overly friendly
y Lots of facts and references (instead—bottom line or “cut to the chase”)
y Small talk (in a business setting)
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Expressive (Intuitors)
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y Direct
y Off the wall
y Open
y Creative
y Impulsive
y Charismatic
y Bored with details
y Optimistic
y Love new ideas
y Enthusiastic
y Charming
y Disorganized
y Friendly
y Scattered
y Big picture
y Impractical
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Expressive (Intuitors)
y Pace of the meeting
y Brisk
y Exciting
y Stimulating
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Expressive (Intuitors)
y Avoid
y
y
y
y
y
y
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Detailed presentations and proposals
Interrupting them when they are on a roll
Too structured or canned presentations
Being too serious or lecturing—being pedantic Too many facts
Extensive review of the law
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Analyticals (Thinkers)
y
y
y
y
y
y
y
y
y
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Indirect
Task-oriented
Perfectionists
Seek proof
Slow to reach decision
Analytical
Change-averse
Security-conscious
Conservative
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y
y
y
y
y
y
y
y
y
Quality conscious
Systematic
Logical
Verbose
Suspicious
Skeptical
Over-cautious
Rational
Introverted
Analyticals (Thinkers)
y Pace of the meeting
y Deliberate
y Step‐by‐step
y All the details
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Analyticals (Thinkers)
y Avoid
y
y
y
y
y
y
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Hard sell
Vague presentations
Poorly prepared proposals
Conceptual sales Exaggeration
Informality
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Analyticals (Thinkers)
y Give them
y Facts and details
y An orderly process
y Proposals with financial justification data
y Reasons why delays will cause greater risk
y References
y Time to decide
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Amiable (Feelers)
y Warm
y Understanding
y Trust builders
y Slow to decide
y Friendly
y Passive
y Confrontation-averse
y Dislike rapid change
y Good listeners
y Lack of urgency
y Team players
y Patient
y Serene
y Tolerant
y Relaxed
y Pleasant
y Complacent
y Introverted
y Loyal
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Amiable (Feelers)
y Pace of the meeting
y Relaxed and slow
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Amiable (Feelers)
y Avoid
y Talking or presenting too fast
y Ignoring pleasantries
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Amiable (Feelers)
y Give them
y
y
y
y
y
y
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Time
Full explanations of the issues
Attention
Honor their feelings
Show an interest in their personal lives
Be polite and pleasant
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Consider….
y How do I communicate?
y What do I see, feel, and hear?
y How are they communicating?
y How effective am I in communicating?
y What are they receiving?
y What needs to be different in the way I communicate in order for me to be more effective?
y If nothing else, think about pace—do you need to slow down and provide more details or speed up and cut to the chase? As for emotion, do you need to be more open and friendly or more “business like”?
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Why is This Important?
y This Is How Rapport Is Built
y People Like People They Think Are Like Themselves
y Mirroring – In Sync
y Helps You Swim Downstream
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