Transcript The Romantics
Presents
Broadening and Enhancing Relationships
© the Leadership Difference, Inc. 2011 GOAMPI Peak Performance Series 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 1
5/2/2020
Learning Objectives
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!
Dave Mitchell www.theleadershipdifference.com 407-929-9521 2
Metacognition
=
the process of thinking about how you think Experiences Schemas Values Schemas are ways we organize ideas and thoughts Individual Interpreted Reality 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 3
5/2/2020
What is Interactive Style?
• Cornerstone of the work of Carl Jung • Compilation of several theories on human interaction • Establishes the basis of rapport building by providing shared schemas among humanity • There are four primary interactive tools • 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 Dave Mitchell www.theleadershipdifference.com 407-929-9521 4
The Styles
•
The Romantics
5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 5
The Styles
•
The Romantics
•
The Warriors
5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 6
The Styles
•
The Romantics
•
The Warriors
•
The Experts
5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 7
5/2/2020
The Styles
•
The Romantics
•
The Warriors
•
The Experts
•
The Masterminds
Dave Mitchell www.theleadershipdifference.com 407-929-9521 8
5/2/2020
Romantics Versus Warriors
• 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 Dave Mitchell www.theleadershipdifference.com 407-929-9521 9
5/2/2020
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 Dave Mitchell www.theleadershipdifference.com 407-929-9521 10
Presents
Broadening and Enhancing Relationships
© the Leadership Difference, Inc. 2011 GOAMPI Peak Performance Series 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 11
5/2/2020
Learning Objectives
Enhanced communication with each other Identify and appreciate diverse styles Develop techniques for adjusting our communication style as the situation requires
Have fun!
Dave Mitchell www.theleadershipdifference.com 407-929-9521 12
Metacognition
=
the process of thinking about how you think Experiences Schemas Values Schemas are ways we organize ideas and thoughts Individual Interpreted Reality 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 13
Style
Romantic Warrior Expert Mastermind 5/2/2020
Styles and Selling Value
Relationships Results Consistency Innovation
Buy Because…
They have a sales professional they like who provides personal service They will get an efficient outcome and well negotiated deal Product/Service reduces mistakes and is tried and true It provides them with a customizable and cutting edge experience Dave Mitchell www.theleadershipdifference.com 407-929-9521 14
Style
Romantic Warrior Expert Mastermind 5/2/2020
Styles and Leadership Intrinsic Need
Appreciation Independence Security Options
Motivated by
A leader who cares about them and praises their work A leader who gives them space and rewards their accomplishments A leader who provides structure, details and consistency A leader who is creative, enthusiastic and assigns special projects Dave Mitchell www.theleadershipdifference.com 407-929-9521 15
5/2/2020
Romantics Value Relationships
• • • • • • • • •
Behavioral Cues
Easy smile Engages in small talk Personable Takes interest in you Tactful and diplomatic Most accessible Loyal Keeps promises Likes consensus
Adjustments
• • • • • • • • • • 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 Dave Mitchell www.theleadershipdifference.com 407-929-9521 16
The Romantics
The Best Friend (Jennifer Aniston/Ryan Reynolds) The Love Interest (Drew Barrymore/Hugh Grant) The Crusader (Jennifer Garner/Hugh Jackman) 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 17
Warriors Value Results
• • • • • • • • • •
Behavioral Cues
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)
Adjustments
• • • • • • • • • 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 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 18
The Warriors
• • • The Hired Gun (Demi Moore/Clive Owen) The Sage (Judi Dench/Gene Hackman) The Power Broker (Sigourney Weaver/Al Pacino) 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 19
5/2/2020
Experts Value Reliability
• • • • • • • •
Behavioral Cues
Detailed and thorough Educated (researched) Lots of questions Conservative Risk avoidant Long sales cycle Technical/Process approach Respectful of procedures and politics
Adjustments
• • • • • • • • 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 Dave Mitchell www.theleadershipdifference.com 407-929-9521 20
The Experts
The Voice of Reason (Gwyneth Paltrow/Tom Hanks) The Specialist (Jody Foster/Samuel L. Jackson) The Detective (Gillian Anderson/Kevin Kline) 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 21
5/2/2020
Masterminds Value Innovation
• • • • • • • •
Behavioral Cues
Creative Systemic Minds Bore easily Risk acceptance Like new, innovative, unconventional Impulsive but elusive Short sales cycle Unusual approach
Adjustments
• • • • • • • 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 Dave Mitchell www.theleadershipdifference.com 407-929-9521 22
The Masterminds
The Social Reformer (Meryl Streep/Denzel Washington) The Adventurer (Rachel Weisz/Harrison Ford) The Eccentric (Angelina Jolie/John Malkovich) 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 23
Read Dave’s Newsletter
Send us an email request to join the mailing list or sign up for the newsletter through our Facebook page.
Contact Dave
303.816.2658
Follow Dave Online
click here to follow us on Facebook or look us up!
www.theleadershipdifference.com
Read Dave’s Book
Click here to order Dave’s book: Live and
Learn or Die Stupid
5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 24
5/2/2020
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 Dave Mitchell www.theleadershipdifference.com 407-929-9521 25
5/2/2020
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 Dave Mitchell www.theleadershipdifference.com 407-929-9521 26
5/2/2020
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 Dave Mitchell www.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 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 28
5/2/2020
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 Dave Mitchell www.theleadershipdifference.com 407-929-9521 29
5/2/2020
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 Dave Mitchell www.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 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 31
5/2/2020
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 Dave Mitchell www.theleadershipdifference.com 407-929-9521 32
5/2/2020
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 Dave Mitchell www.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 5/2/2020 Dave Mitchell www.theleadershipdifference.com 407-929-9521 34
5/2/2020
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 Dave Mitchell www.theleadershipdifference.com 407-929-9521 35
5/2/2020
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) Dave Mitchell www.theleadershipdifference.com 407-929-9521 36