In the last blog, we identified style traits. Let’s look at how to work with those traits.
Communication Style: The Driver – Result Driven – Confrontation No Problem
Be direct and to the point, quick & concise
Be businesslike, avoid ‘fuzzy’ conversations
Provide well thought-out recommendations
Stick with tasks and results
Avoid stories, too many opinions and surprises
Present a menu of good alternatives for them to choose from
Focus on results and timetables. Give them benefits that answer “What” & “When”
Communication Style: The Analyst- Result Driven – Avoids Confrontation
Be patient, organized and logical, thorough and avoid jumping to conclusions
Be willing to dig through the details and reasons with them
Stick to facts and data. Avoid opinions, hype and surprises
Allow them time by themselves to decide so they can check and cross-check
Identify benefits that answer “How”.
Communication Style: The Relater – People Driven – Avoids Confrontation
Put people high on your list of considerations
Be willing to draw out ideas and concerns
Avoid being pushy and allow them time to consult with others before they decide
Stress the people benefits.
Identify benefits that answer “Why”.
Communication Style: The Expressor – People Driven – Confrontation No Problem
Stimulating presentations – pictures, not words
Be willing to assist them to perfect their ideas
Stick with the big picture.
Avoid details and procedures
Give them opportunities to make quick decisions
Give them benefits that answer “Who”.
More on these styles in the next blog.