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Secrets to Success

BY DEBORAH COLE MICEK



Find out why people do
the things they do

Part four in a series of four


As I conclude this four-part communication series, you'll now be aware of the four main types of behavioral styles people commonly fall into. During the next series, I'll focus on how you can benefit from learning as much as you can about these different styles. I'll show you how you can increase your communication effectiveness, and "communicate In style."

Learning to communicate In style is one of the best types of trainings you can invest in. Studies prove the better a person can communicate with different types of people, the more successful he or she can be -- both economically and emotionally.

Your ability to understand other people affects every aspect of your life -- personally and professionally. It affects how quickly you move up the corporate ladder, increase your sales, gain more clients and increase your profits. A small business will rise or fall based on the leader's ability to communicate with his or her team and clients.

Here is the case study for the last behavioral style in this series. Compare Clark to someone you know who shares his tendencies. Follow the "do's and don'ts" on communicating effectively with this type of person. And watch your relationship grow.

Case study No. 4

Clark is a person who is dependent, neat, conservative and compliant. People around the water cooler will tell you he tends to be a perfectionist and pays close attention to detail. Clark is task-oriented. When given specific instructions as to what needs to be done, he can be relied upon to rise to the occasion. Clark's primary concern on the job is ensuring the quality and integrity of the projects he is responsible for.

When communicating with someone who is similar to Clark, remember to adhere to the following key points when you meet:

>> Prepare your case in advance.

>> Stick to business. (Don't stray from the topic.)

>> Be accurate and realistic. (Don't make promises that are impossible to keep. He sees right through them.)

>> Be sure to have all the details on a particular matter before presenting it to him.

>> Be polished, professional and prepared for him to correct you if something you say or do is not clearly or perfectly presented.

When you adhere to the above guidelines, he will respect you as a professional who cares about quality.

Don't get caught doing the following:

>> Don't be giddy, too casual or loud.

>> Don't try and push too hard for him to make a decision today. (Allow him to think about all the details involved and the implications that come into play.)

>> Avoid disorganization or messy demeanor, presentation or materials. (If there are spelling or grammatical errors, be prepared to hear about it from him, and nod accordingly. Assure him that errors will be corrected promptly.)

>> If you are a sales person, don't use "fluffy" words with someone like Clark. And never, ever "embellish" on your product or service. Instead, stick to the truth about the quality of your product or service. You can rest assured, extensive research was executed before he put one foot in your showroom or storefront. In fact, you may want to appeal to his expertise and allow him to "do the talking." Let him tell you about your own product. By all means, give him time and space; he'll probably compare and contrast all the different products you offer and actually sell himself based on his own criteria -- not yours.

Coach's corner

To discover your unique behavioral or selling style and learn how you can easily develop more powerful relationships with other people who have different styles than you, contact me and I'll let you know how simple it is for you to obtain your own personal 21-page Success Insights Blueprint, along with your team or partner. (The married couples I coach have found this information to be invaluable.)

Contact me today to learn how you can obtain outstanding results quickly and easily by communicating with others according to their preferred style. Ask me to e-mail you the action sheet with four steps to quickly gain the support of others.

Did you know that great politicians are keenly aware of these rapport-building principles? In fact, you can almost predict the winner of any election by finding this ability to connect with people in an understandable manner in a candidate.





Deborah Cole Micek, chief executive officer
of RPM Success Group, is a business success coach
and life strategist. Reach her at DCM@RPMsuccess.com
or (888) 334-8151.




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