Secrets to Success
Secrets to Success
Communicate in style
Part three in a series of four
to add influenceKnowing how to best communicate, motivate and interact with different types of people is critical for long-term success in business and in sales -- not to mention your personal life. This four part series reviews brief case studies of four specific types of people who have different communication styles.
Statistics were derived from years of scientific research and 4.5 million people who completed D.I.S.C. assessments to confirm that we are all more alike than we are different -- regardless of race, religion, culture or country of origin. But our behavioral style and preferences are as unique as our fingerprint. There are more than 40,000 possible graphs that can be mapped out as a result of the responses to these assessments.
The case studies in this four part series are meant to give you a general overview of the four main styles the majority of people fall into. If you are looking to build powerful teams that work together towards a common goal, you will want to take this knowledge to the next level.
Case study No. 3
Serena is a person who is patient, reliable, relaxed and modest. People get along with Serena as she craves an environment free from conflict and disagreement. Her team agrees she can be predictable in how she wants things done. She supports the team leader because she believes the company's purpose supports people.A near majority of the worldwide population -- more than 40 percent -- relate to Serena.
When communicating with someone who is similar to Serena, remember to adhere to the following key points when you meet:
>> Begin your interactions with a personal comment. Break the ice before discussing business issues.If you are a sales person and try to push her into making a decision before she has time to weigh out the pros and cons, you're going to lose her trust. Be sincere and warm. Allow her to ask questions before she makes her buying decision. If you invest the time today, and she is satisfied with your product or service, you'll almost guarantee that you'll have her as your customer for life.>> Present your case softly, in a non threatening manner.
>> Ask her "How" questions to draw out her opinions or feedback.
>> End every interaction assuring her position with you is on good terms.
Don't ever get caught doing the following, or you'll regret it for a long time to come:
>> Don't be domineering or demanding. She will shut you right off if you try to get results through dictating. You are certain to lose respect if you demand she do x, y or z without involving her in the decision-making process or explain the rationale behind the change.
>> Don't force her to respond quickly to your strategic objectives -- no matter how pressing the matter may seem. Allow time to lapse any time you need to make changes. You may think this takes more time up front, but you'll be saving hours by gaining her support from the beginning instead of alienating her for years to come.
Serena is loyal and willing to stick in a relationship much longer than she probably should, but she would rather live with a less than ideal situation than make a change that scares her even more. She often holds her hurt feelings inside, and doesn't say anything at first. The saying "the straw that broke the camel's back" relates to Serena's style of dealing with frustrations.
Coach's Corner
Use these tips this week, choosing one person that's just like Serena; you'll be pleased at how easy it is to build trusting, long-lasting relationships. Help win Serena to your point of view -- don't strong arm.When you keep these principles in mind as you interact with people just like Serena, you will be on your way toward getting results with people in a positive manner for everyone involved.
To discover your team's unique selling or motivational style and learn how you can easily develop effective teams combining all of these styles, contact me. I'll direct you to resources you can use to increase your profits and job satisfaction.
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.