Communication is not what you say, it is what they hear. How is your audience hearing your message?
-
Upload
kelly-ross -
Category
Documents
-
view
217 -
download
3
Transcript of Communication is not what you say, it is what they hear. How is your audience hearing your message?
Understanding MBTI Preferences to Improve
Communication
Communication is not what you say,it is what they hear.
How is your audience hearing your message?
Communication
1. Identify your own preferred style of communication
2. Tune in to the other person’s preferred style or current needs
3. Adjust your approach to match those needs
3 Steps to Improved Communication
Calm, reasonable communications (Introverts)◦ listen to and carefully process the ideas and
feelings of colleagues and teams◦ Processing is internal, think about it
Enthusiasm (Extraverts)◦ Collaboration, give-and-take◦ Processing is external, talk it out
Some people prefer…
Practical Information - Facts and step-by-step procedures (Sensing)◦ The big picture is uselessly vague without
the details and how to get there.
An overview of the information prior to the facts (iNtuitives)◦ The details and procedures are useless factoids
without the context and why are we going there
Some people prefer…
To hear personal stories (Feeling) To be convinced by logic (Thinking) Conclusions and a focus of “how to”
(Judging) To explore options and consider possibilities
(Perceiving)
Some people prefer…
Extraversion Rapid speech Appears to “think out loud”, talk things out Interrupts Louder voice volume
Communication Behaviours
Introversion Pauses in answering or giving information Appears to be thinking things through Quieter voice volume Shorter sentences
Communication Behaviours
Ambiverts achieve greater sales productivity than extraverts or introverts do.
flexible pattern of talking and listening express sufficient assertiveness and
enthusiasm to persuade and close a sale inclined to listen to customers' interests less vulnerable to appearing too excited or
overconfident.
Communication Behaviours
Sensing Asks for step-by-step information or
instruction Asks about the present situation Asks “what” and “how” questions Uses precise descriptions
Communication Behaviours
Intuition Asks for the purpose of an action Asks for current and long-range implications Asks “why” questions Talks in general terms and possibilities
Communication Behaviours
Thinking appears to be “testing you” or your
knowledge Weighs the “objective” evidence Not impressed by what others decide Conversations follow a pattern of checking
logic, “if this, then that”
Communication Behaviours
Feeling Strives for harmony in the interaction May talk about “values” Asks how others have acted or resolved the
situation Matters to them whether others have been
taken into account
Communication Behaviours
Perceiving Seems to want “space” to make own
decisions The tone is “let’s explore, what are some
more factors to consider?” May decide at the “last moment” Enjoys processing
Communication Behaviours
Judging Impatient with overly long descriptions,
procedures The tone is “hurry up, I want to make a
decision” May make decisions prematurely Enjoys being “done”
Communication Behaviours