Presents 5/1/2015 Dave Mitchell 407-929-9521 1 Broadening and Enhancing Relationships © the...
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Transcript of Presents 5/1/2015 Dave Mitchell 407-929-9521 1 Broadening and Enhancing Relationships © the...
Presents
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 1
Broadening and Enhancing Relationships
© the Leadership Difference, Inc. 2011GOAMPI Peak Performance Series
Enhanced communication with our customers and each other
Identify and appreciate diverse styles
Develop techniques for adjusting our communication style as the situation requires
Have fun!
Learning Objectives
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 2
Metacognition
Schemas are ways we organize ideas and thoughts
= the process of thinking about how
you think
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 3
What is Interactive Style?
• Cornerstone of the work of Carl Jung
• There are four primary interactive tools
• Compilation of several theories on human interaction
• Establishes the basis of rapport building by providing shared schemas among humanity
• Each of us has a preferred and a secondary tool
• This combination contributes to our communication style
• Communication and rapport are the cornerstone of Team Performance
• The assessment
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 4
• The Romantics
The Styles
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 5
• The Romantics
• The Warriors
The Styles
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 6
• The Romantics
• The Warriors
• The Experts
The Styles
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 7
• The Romantics
• The Warriors
• The Experts
• The Masterminds
The Styles
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 8
• Emotional sensitivity versus logical sensitivity
• Indirect communication versus direct communication
• Honor bar versus aggressive negotiators
• Large CTL container/small spoon vs. small CTL container/large spoon
• Intrinsic need = praise vs. intrinsic need = independence
Romantics Versus Warriors
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 9
Experts Versus Masterminds
• Factual sensitivity versus conceptual sensitivity
• Details versus “Big Picture”
• Cautious versus risk taker
• Linear thinker versus systemic thinker
• Intrinsic need = security versus intrinsic need = excitement
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 10
Presents
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 11
Broadening and Enhancing Relationships
© the Leadership Difference, Inc. 2011GOAMPI Peak Performance Series
Enhanced communication with each other
Identify and appreciate diverse styles
Develop techniques for adjusting our communication style as the situation requires
Have fun!
Learning Objectives
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 12
Metacognition
Schemas are ways we organize ideas and thoughts
= the process of thinking about how
you think
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 13
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 14
Styles and Selling
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 15
Styles and Leadership
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 16
Behavioral Cues Adjustments
• Easy smile• Engages in small talk• Personable• Takes interest in you• Tactful and diplomatic• Most accessible• Loyal• Keeps promises• Likes consensus
• Smile• Use their name• Do not rush to transaction• Ask lots of open ended questions• Get to know them personally• Update them frequently• Keep your promises• Respect their feelings• Be diplomatic• Be likable
Romantics Value Relationships
The Romantics
The Best Friend (Jennifer Aniston/Ryan Reynolds)
The Love Interest (Drew Barrymore/Hugh Grant)
The Crusader (Jennifer Garner/Hugh Jackman)
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 17
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 18
Warriors Value Results
Behavioral Cues Adjustments
• Direct• Intense• Offers short answers• Want to be “bottom lined”• Not interested in unnecessary
details or stories• Great source of referrals• Values status and deals• Impatient/Decisive• Competitive• May display evidence of status
(watch, car, clothes)
• Show value quickly• Funnel toward closed ended
questions• Get to the point• Don’t waste their time• Be prepared to negotiate• Be confident• Explain value without unnecessary
details• Ask for referrals• Cite examples of success
The Warriors
• The Hired Gun (Demi Moore/Clive Owen)• The Sage (Judi Dench/Gene Hackman)• The Power Broker (Sigourney Weaver/Al Pacino)
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 19
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 20
Experts Value Reliability
Behavioral Cues Adjustments
• Detailed and thorough• Educated (researched)• Lots of questions• Conservative• Risk avoidant• Long sales cycle• Technical/Process approach• Respectful of procedures and
politics
• Know your stuff• Answer all questions accurately• Admit when you do not know an
answer• Expect a long sales cycle, don’t give
up• Minimize their risk• Be thorough• Keep all promises, appointments,
etc.• Focus on heritage and reliability
The Experts
The Voice of Reason (Gwyneth Paltrow/Tom Hanks)
The Specialist (Jody Foster/Samuel L. Jackson)
The Detective (Gillian Anderson/Kevin Kline)
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 21
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 22
Masterminds Value Innovation
Behavioral Cues Adjustments
• Creative• Systemic Minds• Bore easily• Risk acceptance• Like new, innovative,
unconventional• Impulsive but elusive• Short sales cycle• Unusual approach
• Be enthusiastic• Introduce unusual options or
processes• Expand them beyond their stated
interest• Close aggressively• Indulge them while they consider
many options• Help them eliminate options• Endorse their creativity while
protecting them from chaos
The Masterminds
The Social Reformer (Meryl Streep/Denzel Washington)
The Adventurer (Rachel Weisz/Harrison Ford)
The Eccentric (Angelina Jolie/John Malkovich)
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 23
Contact [email protected]@theleadershipdifference.com
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Read Dave’s Book
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04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 24
Read Dave’s NewsletterSend us an email request to join the mailing list or sign up for the newsletter through our Facebook page.
The Romantics
• Trust their feelings (gut reaction) about situations and people
• Sometimes value others above themselves
• React strongly to emotion
• Have a need to feel committed to another person idea or cause
• Consider the impact of their actions on others
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 25
The Romantics
• Value harmony among people with whom they interact
• Show appreciation of others easily and respond to praise
• Recognize the importance of tact
• Have a strong desire to make a contribution
• The respond best to salespeople and customer service providers who are likable
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 26
Recognizing The Romantics
• They are personable and talkative
• May invest time in conversation unrelated to purpose
• Loyal, they will ask for you by name
• Rarely criticize and express anger tactfully
• Quick to praise you
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 27
The Warriors
• Are competitive
• Have a strong desire to improve
• Are analytical
• Value logic, justice and fairness
• Consider truth more important than tact
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 28
The Warriors
• Believe feelings are only valid if they are logical
• Are often seen as driven or extremely goal oriented
• Focus on enhancing rather than praising
• Seem always to have a plan
• Rarely act without a purpose
• They react best to sales people and customer service providers who are valuable
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 29
Recognizing The Warriors
• They get to the point quickly
• May appear more irritated than they are
• Talk fast
• Want an answer immediately
• May expect things to be handled on their terms
• Negotiate aggressively
• Come across as very intelligent
• Not overly friendly, but genial
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 30
The Experts
• Trust what is certain and concrete
• Value realism and common sense
• Like to apply and hone established skills
• Tend to be specific and literal
• Give detailed instructions
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 31
The Experts
• Present information in a step by step manner
• Are focused on the present
• Have great respect for the rules
• Value consistency and reliability
• Respond best to a salesperson or customer service provider who is knowledgeable
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 32
Recognizing The Experts• They often have great depth of knowledge about the
process
• If they don’t, they may want to obtain it from you
• Very specific with their questions and requests
• Disappointed if things don’t go exactly as they were told
• May appear stubborn on small issues
• Complete their assignments on time and detailed
• They like appointments for call backs and upcoming interactions
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 33
The Masterminds
• Trust inspiration and inference
• Value imagination and innovation
• Like to learn new skills and become easily bored with things they have mastered
• Often use metaphors to explain their ideas
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 34
The Masterminds
• Present information in large chunks or in a roundabout manner
• Tend to be impractical dreamers
• Can appear to be disorganized and absent minded
• Seek change, take risks and are comfortable in chaos
• Respond best to a salesperson or customer service provider who is flexible and innovative
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 35
The Masterminds
• Conversation may go off on other tangents
• They will challenge you to provide options or exceptions
• Often very charming and enthusiastic
• May forget some of the content of previous discussions
• Often use language like “What if” or “Would it be possible”
• Less specific and more general in their questions and expectations (Big Picture thinker)
04/18/23 Dave Mitchellwww.theleadershipdifference.com 407-929-9521 36