tony alessandra - how to read a person like a book

Download Tony Alessandra - How To Read a Person Like a Book

Post on 12-Jan-2017

3.891 views

Category:

Marketing

5 download

Embed Size (px)

TRANSCRIPT

  • INBOUND15

    How to Read a Person Like a Book

    Tony Alessandra

    Founder & CEO, Assessments 24x7 LLC

  • Reading Customers

    Verbal Vocal Visual

    2

  • 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

    6

  • Strengths Think fast on their feet Optimistic, inspirational, creative Verbally persuasive PROMOTING ideas, opportunities or peopleStruggles Formal reports Details Impulsive Re-doing anything once its been done

    7

  • 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

    8

  • 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

    9

  • I WISH I KNEW ABOUT STYLES

    10

  • 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

    13

  • How Does Each StyleFire Someone?

    14

  • 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

    16

  • How Does Each StyleHandle the Monthly Checking

    Statement?

    17

  • 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

    19

  • How Does Each StyleInteract with an Elevator?

    20

  • 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

    22

  • How Does Each StyleLearn Something New?

    23

  • DISC Virtual Training1. Sales Training adapt selling style to fit customers 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 customers expectations.5. Communication Management how to bring clarity and newfound understanding among otherwise

    contrasting DISC styles.

    www.DrTonyVirtualTraining.com http://www.DrTonyVirtualTraining.com

    24

    http://www.drtonyvirtualtraining.com/

  • AJA@Alessandra.comhttp://www.Assessments24x7.com

    /Assessments247/assessments24x7/TonyAlessandra

    Subject: INBOUND 2015

    For a copy of todays presentation

    mailto:AJA@Alessandra.comhttp://www.assessments24x7.com/

  • AJA@Alessandra.comhttp://www.Assessments24x7.com

    /Assessments247/assessments24x7/TonyAlessandra

    Subject: INBOUND 2015

    For a copy of todays presentation

    mailto:AJA@Alessandra.comhttp://www.assessments24x7.com/

  • INBOUND15

    Slide Number 1Reading CustomersSlide Number 3BEHAVIORAL Style GridFour DISC StylesDsIsSsCsSlide Number 10Style AdaptabilityWhen You are the DSelling to DsSlide Number 14When You are the ISelling to IsSlide Number 17When You are the SSelling to SsSlide Number 20When You are the CSelling to CsSlide Number 23DISC Virtual TrainingSlide Number 25Their Ideal Vehicle?Slide Number 27Slide Number 28