Understand Yourself
Understand Yourself
Interact better with your client
In our previous article we indicated that it was critical to understand your clients and your own behavioural style to effectively interact and understand the needs of the client.
Today, we are taking it a step further and looking at what the key criteria for each behavioural style is. Below is a breakdown of the style and what we need to consider when interacting with each style.
To understand fully the signals given by each style, we have borrowed from Mother Nature – the Ultimate Behavioural Stylist!
Want to know in which style category you belong? Contact us for a free questionnaire.
Type 1 – ANALYTICAL – The Owl – (Engineering, Accounting, IT)
Noted for the ability to gather and review data / Details and accuracy are important, they take great pride in providing well-researched, correct information / Precise, professional, self-controlled / Detail-oriented, like facts, excellent problem-solvers, prefer rigid timetables / Not sociable, reserved, prefers facts to personal opinions / Decisions made only after thorough consideration of all available facts – therefore slow.
Presentations to Analyticals must be factual with verified support documentation and given in an organised and structured manner.
Type 2 – AMIABLE – The Dove – (Human Resources, Social/Medical Services)
Highly supportive individuals interested in establishing and maintaining relationships in an organisation / Respectful, willing, agreeable, friendly, supportive, soft-hearted and responsive / Team players who focus on innovation and long-term problem solving / Value relationships and prefer dealing with people they feel they can trust / Dislike conflict and risk-taking / Fearful of change and uncertainty / Decision-making is slow and involves team consensus.
Presentations to Amiables must include key advisors to the amiable leader and demonstrate that change is good and the risk is low to make that change. The presentation style should be relaxed and friendly, no tension.
Type 3 – DRIVERS – The Eagle – (Gravitate towards Management positions, often in Sales)
Usually the driving force behind getting things done in an organisation / Results-oriented, motivated by goals / Task oriented, need relevant information in order to make quick decisions / Hunger to achieve, highly competitive with a need to win / Assertive, decisive, controlling, smart, stubborn, determined, focused, impatient and independent / Efficient and effective / Could use personal relationships as a means to their goal / Rapid communicators, like controlling the conversation.
Presentations to Drivers must be fast-paced with options giving them control over the decision process. The presentations must also demonstrate an advantage over their competition, giving them the best chance to win.
Type 4 – EXPRESSIVES – The Peacock – (Gravitate towards Marketing, strive to ‘get ahead’)
Company visionaries, good at grasping the big picture / ’Politicians’, establishing and using contacts extensively to gain power / Intuitive, charismatic, assertive, responsive, enthusiastic, creative, nurturing and engaging / Strong persuasive skills, talkative, gregarious / Crave status and recognition / Natural motivators / Their biggest fear is being rejected or left behind.
Presentations to Expressives must appeal to them on an emotional level – they need the solutions used by everyone else as they don’t want to be left out. Presentations need to be delivered enthusiastically with the end result showing the decisions made will make the Expressive look good.
