Download Communicate with associates efficiently

COMMUNICATION STYLES:
What to Know and Use to Generate Win-Win
Conversations
Tim Wright, CEO*
Wright Results, Inc.
888.635.2425
www.wrightresults.com
PURPOSE
To explore and enhance
speaking and listening skills (guidelines)
to enhance the participant’s ability
to communicate with others with
clarity, ease, and energy.
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Wright Results
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OBJECTIVES






To distinguish a broader perspective of interpersonal
“communication”
To understand basic reasons (categories) for expression
To identify specific communication profiles and ways to apply
that knowledge
To explore distinct guidelines to improve listening skills
To build a toolkit of ways to communicate with clarity, ease,
and energy
To learn ways to



Communicate with associates efficiently
Ensure comprehension by clients
Enhance our persuasive ability with others
3
Wright Results
Copyright 2009
OBJECTIVES






To distinguish a broader perspective of interpersonal
“communication”
To understand basic reasons (categories) for expression
To identify specific communication profiles and ways to apply
that knowledge
To explore distinct guidelines to improve listening skills
To build a toolkit of ways to communicate with clarity, ease,
and energy
To learn ways to



Communicate with associates efficiently
Ensure comprehension by clients
Enhance our persuasive ability with others
4
Wright Results
Copyright 2009
OBJECTIVES






To distinguish a broader perspective of interpersonal
“communication”
To understand basic reasons (categories) for expression
To identify specific communication profiles and ways to apply
that knowledge
To explore distinct guidelines to improve listening skills
To build a toolkit of ways to communicate with clarity, ease,
and energy
To learn ways to



Communicate with associates efficiently
Ensure comprehension by clients
Enhance our persuasive ability with others
5
Wright Results
Copyright 2009
OBJECTIVES






To distinguish a broader perspective of interpersonal
“communication”
To understand basic reasons (categories) for expression
To identify specific communication profiles and ways to apply
that knowledge
To explore distinct guidelines to improve listening skills
To build a toolkit of ways to communicate with clarity, ease,
and energy
To learn ways to



Communicate with associates efficiently
Ensure comprehension by clients
Enhance our persuasive ability with others
6
Wright Results
Copyright 2009
OBJECTIVES






To distinguish a broader perspective of interpersonal
“communication”
To understand basic reasons (categories) for expression
To identify specific communication profiles and ways to apply
that knowledge
To explore distinct guidelines to improve listening skills
To build a toolkit of ways to communicate with clarity, ease,
and energy
To learn ways to



Communicate with associates efficiently
Ensure comprehension by clients
Enhance our persuasive ability with others
7
Wright Results
Copyright 2009
OBJECTIVES






To distinguish a broader perspective of interpersonal
“communication”
To understand basic reasons (categories) for expression
To identify specific communication profiles and ways to apply
that knowledge
To explore distinct guidelines to improve listening skills
To build a toolkit of ways to communicate with clarity, ease,
and energy
To learn ways to



Communicate with associates efficiently
Ensure comprehension by clients
Enhance our persuasive ability with others
8
Wright Results
Copyright 2009
OBJECTIVES






To distinguish a broader perspective of interpersonal
“communication”
To understand basic reasons (categories) for expression
To identify specific communication profiles and ways to apply
that knowledge
To explore distinct guidelines to improve listening skills
To build a toolkit of ways to communicate with clarity, ease,
and energy
To learn ways to



Communicate with associates efficiently
Ensure comprehension by clients
Enhance our persuasive ability with others
9
Wright Results
Copyright 2009
OBJECTIVES






To distinguish a broader perspective of interpersonal
“communication”
To understand basic reasons (categories) for expression
To identify specific communication profiles and ways to apply
that knowledge
To explore distinct guidelines to improve listening skills
To build a toolkit of ways to communicate with clarity, ease,
and energy
To learn ways to



Communicate with associates efficiently
Ensure comprehension by clients
Enhance our persuasive ability with others
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Wright Results
Copyright 2009
4 WAY COMMUNICATION
 Sending
the message
 Monitoring the message
 Monitoring reception of the message
 Receiving the message
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Wright Results
Copyright 2009
4 WAY COMMUNICATION
 Sending
the message
 Monitoring the message
 Monitoring reception of the message
 Receiving the message
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Wright Results
Copyright 2009
4 WAY COMMUNICATION
 Sending
the message
 Monitoring the message
 Monitoring reception of the message
 Receiving the message
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Wright Results
Copyright 2009
4 WAY COMMUNICATION
 Sending
the message
 Monitoring the message
 Monitoring reception of the message
 Receiving the message
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EXPRESSION FOR A PURPOSE
 To
inform
 To educate
 To persuade
 To entertain
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Wright Results
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WHAT’S IN IT FOR THE OTHER GUY?
 Dominance
 Influence
 Steadiness
 Compliance
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Wright Results
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DOMINANCE
 Dominance
of problems (not people)
 Looking for results
 Communicates directly
 Wants facts, not opinions
 Extroverted, task-oriented
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INFLUENCE
 Influence
of people
 Looking for “the experience”
 Communicates indirectly
 Talks with hands
 Extroverted, people-oriented
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STEADINESS
 Steadiness
of pace
 Looking for security
 Communicates indirectly
 Has a “poker” face
 Introverted, people-oriented
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COMPLIANCE
 Compliance
with process
 Looking for information
 Communicates directly
 Asks detailed questions
 Introverted, task-oriented
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LISTENING: IS YOURS GOOD (ENOUGH)?
 Just
listen.
 Skill the activity.
 Value clarifying.
 Manage your memory.
 Wrap up with feedback.
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Wright Results
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LISTENING: IS YOURS GOOD (ENOUGH)?
 Just
listen.
 Skill the activity.
 Value clarifying.
 Manage your memory.
 Wrap up with feedback.
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Wright Results
Copyright 2009
LISTENING: IS YOURS GOOD (ENOUGH)?
 Just
listen.
 Skill the activity.
 Value clarifying.
 Manage your memory.
 Wrap up with feedback.
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Wright Results
Copyright 2009
LISTENING: IS YOURS GOOD (ENOUGH)?
 Just
listen.
 Skill the activity.
 Value clarifying.
 Manage your memory.
 Wrap up with feedback.
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Wright Results
Copyright 2009
LISTENING: IS YOURS GOOD (ENOUGH)?
 Just
listen.
 Skill the activity.
 Value clarifying.
 Manage your memory.
 Wrap up with feedback.
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Wright Results
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RAISING YOUR C.E.E. LEVELS
Clarity*Ease*Energy
 Know what you want to say
 Monitor your message (remember?)
 Don’t project “need to know”
 Intuit “want to know”
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TALKING TO ASSOCIATES…EFFICIENTLY
 Look
for their style (profile)
 Know your own style (profile)
 Adapt without sacrifice
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TALKING TO CLIENTS…COMPREHENSIBLY
 Know
your purpose
 Know your recipient’s purpose
 Use a wrap-up technique
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TALKING TO OTHERS…PERSUASIVELY
 Ask
 Ask
more
 Ask still more
 Adapt as the answers require
 Ask
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Questions?
Who’s got a
question?
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Thank you!
If you believe there’s any way I may help you,
it’s up to you to call or e-mail me.
I hope you will.
888.635.2425
[email protected]
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