INBOUND15
How to Read a Person Like a Book
Tony Alessandra
Founder & CEO, Assessments 24x7 LLC
Reading Customers
Verbal Vocal Visual
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The Two Dimensions of Observable Behavior
GUARDED
OPEN
INDIRECT DIRECT
Conscientious/ Thinker/Analytical
Influence/ Socializer/Expressive
Steadiness/ Relater/Amiable
Dominance/ Director/Driver
Strengths Takes charge, competitive, gets things done Likes challenges and even confrontation Juggling several things at the same time ENSURING bottom-line resultsStruggles Patience Being diplomatic - lacks tact Listening Quick to delegate, slow to instruct
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Strengths Think fast on their feet Optimistic, inspirational, creative Verbally persuasive PROMOTING ideas, opportunities or peopleStruggles Formal reports Details Impulsive Re-doing anything once it’s been done
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Strengths Friendly & sensitive – creates group harmony Loyal – Team player Best listener COORDINATING and COOPERATING with others
• Struggles Competition Making big decisions because they dislike change Delegation – would rather do the work themselves Lack a sense of urgency
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Strengths Quick to think but slow to speak Accuracy Problem solving skills ORGANIZING & PLANNING; sometimes even spontaneity
• Struggles Working in unpredictable or disorganized environments Involvement with others – works slowly and precisely alone Confrontation – will avoid the situation or individual Making timely decisions - can be overly reliant on data
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I WISH I KNEW ABOUT STYLES…
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Task
Relationship
Slower Faster
1. Allow others to do things without excessive interference
2. Participate in the group without expecting always to be in command
3. Praise/give credit for jobs well done12
• Keep your relationship businesslike• Be prepared, fast-paced, do your homework• Give options with cost/benefit summary• Respond quickly to their problems
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How Does Each Style…Fire Someone?
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1. Write things down; work from a list, prioritize in order of importance
2. Get the less appealing tasks of the day over with early in the day
3. Pay attention to your time management15
• Let them set the pace of the meeting• Show more animation and enthusiasm• Be slow to criticize; quick to praise• Summarize all in writing, avoid complications
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How Does Each Style…Handle the Monthly Checking
Statement?
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1. Stretch; taking on more/different duties2. Speed up your actions by getting into
some projects more quickly3. Desensitize yourself so you aren't
negatively affected by others' feelings18
• Build trust/credibility before building business• Show how changes will benefit them/ others• Provide guidance and personal assurances• Practice predictable, personal service
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How Does Each Style…Interact with an Elevator?
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1. Modify your criticism (whether spoken or unspoken) of others' work
2. Check only the critical things (as opposed to everything)
3. Engage in more water cooler interaction21
• Avoid too much social talk• Provide logical options with documentation• Give them time to think• Follow a timetable for measuring results
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How Does Each Style…Learn Something New?
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DISC Virtual Training…1. Sales Training –adapt selling style to fit customer’s buying style.2. Leadership Development –how managers adapt their leadership style to optimize the employees’ work
style.3. Team Building – create teams based on compatible skills and traits by finding out who will mesh and
who will clash.4. Customer Service Training –how to exceed customer’s expectations.5. Communication Management –how to bring clarity and newfound understanding among otherwise
contrasting DISC styles.
www.DrTonyVirtualTraining.com http://www.DrTonyVirtualTraining.com
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[email protected]://www.Assessments24x7.com
/Assessments247/assessments24x7/TonyAlessandra
Subject: INBOUND 2015
For a copy of today’s presentation
[email protected]://www.Assessments24x7.com
/Assessments247/assessments24x7/TonyAlessandra
Subject: INBOUND 2015
For a copy of today’s presentation
INBOUND15
