1. UNDERSTANDING YOUR BEHAVIORAL STYLE
WHO DO YOU THINK YOU ARE?
UNDERSTANDING YOUR BEHAVIORAL STYLE
Krista Berry Ortega, MS
October 2, 2017

2. Various Social Styles Models
Multiple Versions of Styles Models…

3. The Social Styles Profile
Communication Styles…
Recognize the different behavioral styles.
Identify your own dominant social style.
Learn how to communicate with people who operate from each of the various styles.
Understand the concept of versatility and how it affects your ability to relate to all social styles.

4. Social Style Profile: Amiable DiSC: Steadiness-S
Slow in making decisions or taking actions
Likes close, personal relationships
Dislikes interpersonal conflict
Supports and actively listens to others
Weak in goal setting and self-direction
Seeks security and identification with a group
Has good counseling and listening skills

5. Social Style Profile: Driver DiSC: Dominance - D
Decisive in action and decision making
Likes control; dislikes inaction
Prefers maximum freedom to manage self and others
Cool, independent, and competitive with others
Low tolerance for feelings, attitudes, and
advice of others
Works quickly and impressively alone
Has good administrative skills

6. Social Style Profile: Expressive DiSC: Influence-I
Spontaneous actions and decisions
Likes involvement
Exaggerates and generalizes
Dreams & gets others caught up in those dreams
Jumps from one activity to another
Works quickly and excitedly with others
Seeks esteem and group identification
Has good persuasive skills

7. Social Style Profile: Analytical DiSC: Conscientiousness-C
Cautious in decisions and action
Likes organization and structure
Dislikes involvement
Asks specific questions
Prefers objective, task-oriented, intellectual work
Wants to be right, so collects much data
Works slowly, precisely, and alone
Has good problem-solving skills

8. Who Has Which Style? Driver Analytical Expressive Amiable Driver

9. Social Styles Profiles
1. What is YOUR Style…
3. What do you have to do to get the most effectiveness out of your interactions?
2. What is the Style of Your Donor?

10. Social Styles Profiles—the Prospect’s Environment
Notice the Prospect’s Surroundings
Office decorations and how things are arranged
Furniture
Pictures, diplomas, awards
Being able to identify a social style does not provide a crystal ball that predicts a prospect’s every action, but it does provide a basis for forming reasonable expectations about recurring behavior.

11. Social Styles Profiles—Agreements
Priorities: Tasks
Priorities: People

12. Social Styles Profiles—Agreements
Slow Paced
Fast Paced

13. Nonverbals: Restrained
Social Styles Profiles—Agreements
Nonverbals: Restrained
Nonverbals: Animated

14. Social Styles Profiles—Versatility
So… How will you be versatile with your donor….
Flexibility or Versatility: the willingness to control personal behavior and adapt
Psychological Reciprocity: when we move toward their style, then they feel compelled to move toward our style

15. Social Styles Profiles Quiz—What Do you Do Now?
How does a Social Style UNAWARE Major Gift Officer—whose is an Amiable—greet a Donor—who is a Driver?
What Happens?
Donor
MGO

16. Social Styles Profiles Quiz—What Do you Do Now?
Relationship MAGIC!
How does a Social Style UNAWARE Major Gift Officer—whose is an Amiable—greet a Donor—who is a Driver?
What Happens?
Donor
MGO

17. Social Styles Model—Summary
Style is an overall approach to receive and send messages
Includes verbal, nonverbal, and behavior
Everyone uses all four, but there is a favorite
Favorite = majority of time = primary style
Everyone has a secondary or backup style
Clues give away style
People respond positively to styles that complement their own
People respond negatively to styles that conflict with their own