Not For Disclosure Outside of Possibility Partners, LLC- Copyright © 2013 Possibility Partners, LLC

David W. Hand Email: dhand@p2atl.com

Phone: 770.362.2964

People…Productivity…Profitability

Opening Remarks

You ARE Wonderfully and Uniquely You

Why It Matters ◦ Behaviors

◦ Motivators

◦ Competencies

◦ Emotional Intelligence

New Year…Real You

Childhood

Great job so far.

The future is bright !!!

Education

Career

WIT

What’s next?

Success

Greatness “Making a real

difference”

vs

The difference is

PEOPLE

Know yourself

◦ Behaviors

◦ Motivators

◦ Competencies

◦ Emotional Intelligence

Know others

Care enough to use what you know

One of the best

investments you

can make

Even better

The ROI

What Trimetrix® HD measures

◦ Behaviors – “The How”

◦ Motivators – “The Why”

◦ Cognitive – Competencies “The What”

EQ – “Emotional Intelligence”

D – Dominance

I – Influence

S – Steadiness

C – Compliance

Theoretical – Lifetime Learner

Social - Do for Others

Utilitarian – ROI Mentality

Individualistic – Power, Control, Influence

Traditional – System for Living

Aesthetic – For, Beauty, Harmony

Persuasion

Personal accountability

Resiliency

Self management

Planning / organizing

Futuristic thinking

Negotiation

Decision making

Leadership

Written communication

…

90% of the difference between star performers and average performers in senior leadership positions is EQ.

-Daniel Goleman, Emotional Intelligence

Oversimplified

◦ Self understanding and self regulation

◦ Empathy and social skills

Emotional Intelligence

◦ Development efforts are “stickier” than traditional development efforts

EQ COMPETENCY BEHAVIOR COGNITION DECISION MAKING

SUPERIOR

PERFORMANCE

Commit to understanding how wonderfully unique and special you are

Commit to understanding others

Care enough to use what you know

Liberate the leader in you

Harvard Studies by Dr. Daniel Goleman conclude that success is 25% about what you know…hard skills.

75% is about how you relate to others

We can identify a person’s behavioral style through observation

Fast Paced

Angry

Passive

Fun

Smiling

Stoic

Overly Neat

Research has shown that each of the following is what % of the communication process?

Words _________%

Gestures _________%

Tone _________%

EMOTION ANGER

NEED TO DIRECT

OBSERVATIONS EXTROVERTED, FAST PACED, DIRECT

CHARACTERISTICS DESIRE TO WIN, LOVES CHANGE

LANGUAGE DEMANDING, DIRECT, AGGRESSIVE

STRENGTHS SELF STARTER, PROBLEM SOLVER

LIMITATIONS POOR LISTENER, ARGUMENTATIVE

TONE OF VOICE LOUD, STRONG, FIRM

BODY LANGUAGE CONFIDENT, EYE CONTACT, PROFESSIONAL

WORDS & CONTENT USE ACTION WORDS, AVOID “I FEEL”

PACE FAST

It Helps To… ◦ Start with business…stick to business – they will let you

know if they want to chat ◦ Be clear, specific, brief and to the point ◦ Be efficient, don’t waste time ◦ Emphasize results and the bottom line ◦ Flatter the ego…genuinely ◦ Ask for the High D’s opinion ◦ Provide options, not opinions

Avoid… ◦ Being indecisive ◦ Appearing disorganized ◦ Talking about things that are not relevant to the issue ◦ Win-Lose

Seating…

EMOTION OPTIMISM

NEED TO BE LIKED & LOVED

OBSERVATIONS EXTROVERTED, PEOPLE ORIENTED

CHARACTERISTICS TRUSTS OTHERS, POSITIVE SENSE OF HUMOR

LANGUAGE CHARISMATIC, DEMONSTRATIVE, ANIMATED

STRENGTHS OPTIMISTIC, PERSUADER, QUICK DECISION

LIMITATIONS IMPULSIVE, TOO OPTIMISTIC, DISORGANIZED

TONE OF VOICE ENGAGING, COLORFUL, FRIENDLY

BODY LANGUAGE TOUCHY-FEELY, FLASHY, BODY CONTACT

WORDS & CONTACT USE SMALL TALK, PERSONAL, ASKS QUESTIONS

PACE FAST

It Helps To…

◦ Let them talk for a while

◦ Use testimonials and drop names

◦ Provide a warm and friendly environment

◦ Spare the details, hit the high points

◦ Provide recognition of their accomplishments

◦ Ask ‘feeling’ questions to draw out their opinions or comments

◦ Put details in writing

◦ Be enthusiastic, close quickly

Avoid…

◦ Being curt, cold or tight-lipped

◦ Controlling the conversation

◦ Driving too quickly to facts and figures

◦ Leaving decisions up in the air

Seating…

EMOTION NON OBSERVABLE EMOTION

NEED TO SERVE

OBSERVATIONS INTROVERTED, PEOPLE ORIENTATED, PATIENT

CHARACTERISTICS LONG TERM RELATIONSHIPS, SEEKS STABILITY

LANGUAGE GOOD LISTENER, PASSIVE, UNDERSTANDING

STRENGTHS TEAM PLAYER, CALMING & STABILIZING

LIMITATIONS RESISTS CHANGE, HOLDS A GRUDGE

TONE OF VOICE SINCERE, CALM, SOFT, SOOTHING

BODY LANGUAGE LIMITED GESTURES, WALKS SLOW

WORDS & CONTACT USE SHARED TESTIMONIAL, NON-THREATENING

PACE SLOW

It Helps To…

◦ Break the ice with a personal comment

◦ Slow down…earn their trust and friendship

◦ Be sincere by using a non-threatening, quiet manner, simple explanations and explain details

◦ Give them time to think

◦ Ask ‘how’ questions to draw out their opinions

◦ Stress security

◦ Give assurances that their decisions are right

Avoid…

◦ Rushing headlong into business

◦ Being domineering or demanding

◦ Bad mouthing current suppliers or vendors

◦ Forcing them to respond quickly to your requests or objectives

◦ Hard selling or trying to close too fast

Seating…

EMOTION FEAR

NEED ORDERLY PROCEDURES

OBSERVATIONS INTROVERTED, TASK ORIENTED, PROCEDURAL

CHARACTERISTICS “BY THE BOOK” NEEDS PROOF & EVIDENCE

LANGUAGE ANALYTICAL, PAINSTAKINGLY PRECISE

STRENGTHS DIPLOMATIC, OBJECTIVE, TECHNICAL

LIMITATIONS PARALYSIS BY ANALYSIS, SLOW DECISION MAKER

TONE OF VOICE FORMAL, SLOW DELIBERATE, LOW PITCH

BODY LANGUAGE POISED, FORMAL, ARMS CLOSED

WORDS & CONTACT NEVER EMBARRASS, STRUCTURE CONTENT, GIVE

TIME TO THINK

PACE SLOW

It Helps To…

◦ Prepare your case in advance

◦ Get right to the point with plenty of facts and figures

◦ Present ideas in a non-threatening manner

◦ Answer all of their questions

◦ Be accurate, realistic and consistent

◦ Provide them time to absorb details and digest facts before going to the next step

◦ Provide ‘proof,’ background information and proven results

Avoid…

◦ Pushing too hard or being unrealistic with deadlines

◦ Being giddy, casual, informal or loud

◦ Over-promising or making unrealistic promises

◦ Touching or patting on back when you first meet

Seating…