1. of Understanding People
Absorb
Connect
Apply
Presents
The Power
of Understanding People
Hollywood Style!
11/29/2018
Dave Mitchell

2. The Power of Understanding People
Learning Objectives
Identify and appreciate diverse styles
Develop techniques for adjusting our communication style as the situation requires
Enhance our conflict resolution and communication skills
Have fun!
The Power of Understanding People
11/29/2018
Dave Mitchell

3. The Power of Understanding People
Metacognition
= the process of thinking about how you think
Individual Interpreted Reality
Values
Schemas
Experiences
Schemas are ways we organize ideas and thoughts
The Power of Understanding People
11/29/2018
Dave Mitchell

4. The Power of Understanding People
The Styles
The Romantics
The Power of Understanding People
11/29/2018
Dave Mitchell

5. The Power of Understanding People
The Styles
The Romantics
The Warriors
The Power of Understanding People
11/29/2018
Dave Mitchell

6. The Power of Understanding People
The Styles
The Romantics
The Warriors
The Experts
The Power of Understanding People
11/29/2018
Dave Mitchell

7. The Power of Understanding People
The Styles
The Romantics
The Warriors
The Experts
The Masterminds
The Power of Understanding People
11/29/2018
Dave Mitchell

8. Romantics Versus Warriors The Power of Understanding People
Emotional sensitivity versus logical sensitivity
Indirect communication versus direct communication
Honor bar versus aggressive negotiators
Large CTL container/small spoon vs. small CTL container/large spoon
Intrinsic need = praise vs. intrinsic need = independence
The Power of Understanding People
11/29/2018
Dave Mitchell

9. Experts Versus Masterminds The Power of Understanding People
Factual sensitivity versus conceptual sensitivity
Details versus “Big Picture”
Cautious versus risk taker
Linear thinker versus systemic thinker
Intrinsic need = security versus intrinsic need = excitement
The Power of Understanding People
11/29/2018
Dave Mitchell

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11/29/2018
Dave Mitchell

11. Additional Information The Power of Understanding People
11/29/2018
Dave Mitchell

12. The Power of Understanding People
The Styles
Style
Sensitivity
Intrinsic Need
Communicates
Romantic
Emotion
Appreciation
Indirectly
Warrior
Logic
Independence
Directly
Expert
History
Security
Thoroughly
Mastermind
Concepts
Options
Systemically
The Power of Understanding People
11/29/2018
Dave Mitchell

13. The Power of Understanding People
Styles and Selling/Service
Style
Value
Buy Because…
Romantic
Relationships
They have a professional they like who provides personal service (Likability)
Warrior
Results
They will get return on investment and a well negotiated deal (Efficiency)
Expert
Consistency
Service reduces mistakes and is tried and true (Knowledge)
Mastermind
Innovation
It provides them with a customizable and cutting edge experience (Flexibility)
The Power of Understanding People
11/29/2018
Dave Mitchell

14. The Power of Understanding People
Adjusting to Styles
Romantics Value Relationships
Behavioral Cues
Adjustments
Easy smile
Engages in small talk
Personable
Takes interest in you
Tactful and diplomatic
Most accessible
Loyal
Keeps promises
Likes consensus
Smile
Use their name
Do not rush to transaction
Ask lots of open ended questions
Get to know them personally
Update them frequently
Keep your promises
Respect their feelings
Be diplomatic
Be likable
The Power of Understanding People
11/29/2018
Dave Mitchell

15. The Power of Understanding People
Adjusting to Styles
Warriors Value Results
Behavioral Cues
Adjustments
Direct
Intense
Offers short answers
Want to be “bottom lined”
Not interested in unnecessary details or stories
Great source of referrals
Values status and deals
Impatient/Decisive
Competitive
May display evidence of status (watch, car, clothes)
Show value quickly
Funnel toward closed ended questions
Get to the point
Don’t waste their time
Be prepared to negotiate
Be confident
Explain value without unnecessary details
Ask for referrals
Cite examples of success
The Power of Understanding People
11/29/2018
Dave Mitchell

16. The Power of Understanding People
Adjusting to Styles
Experts Value Consistency
Behavioral Cues
Adjustments
Detailed and thorough
Educated (researched)
Lots of questions
Conservative
Risk avoidant
Long sales cycle
Technical/Process approach
Respectful of procedures and politics
Know your stuff
Answer all questions accurately
Admit when you do not know an answer
Expect a long sales cycle, don’t give up
Minimize their risk
Be thorough
Keep all promises, appointments, etc.
Focus on heritage and reliability
The Power of Understanding People
11/29/2018
Dave Mitchell

17. The Power of Understanding People
Adjusting to Styles
Masterminds Value Innovation
Behavioral Cues
Adjustments
Creative
Systemic Minds
Bore easily
Risk acceptance
Like new, innovative, unconventional
Impulsive but elusive
Short sales cycle
Unusual approach
Be enthusiastic
Introduce unusual options or processes
Expand them beyond their stated interest
Close aggressively
Indulge them while they consider many options
Help them eliminate options
Endorse their creativity while protecting them from chaos
The Power of Understanding People
11/29/2018
Dave Mitchell

18. The Power of Understanding People
The Romantics
Trust their feelings (gut reaction) about situations and people
Sometimes value others above themselves
React strongly to emotion
Have a need to feel committed to another person idea or cause
Consider the impact of their actions on others
The Power of Understanding People
11/29/2018
Dave Mitchell

19. The Power of Understanding People
The Romantics
Value harmony among people with whom they interact
Show appreciation of others easily and respond to praise
Recognize the importance of tact
Have a strong desire to make a contribution
The respond best to salespeople and customer service providers who are likable
The Power of Understanding People
11/29/2018
Dave Mitchell

20. Recognizing The Romantics The Power of Understanding People
They are personable and talkative
May invest time in conversation unrelated to purpose
Loyal, they will ask for you by name
Rarely criticize and express anger tactfully
Quick to praise you
The Power of Understanding People
11/29/2018
Dave Mitchell

21. The Power of Understanding People
The Warriors
Are competitive
Have a strong desire to improve
Are analytical
Value logic, justice and fairness
Consider truth more important than tact
The Power of Understanding People
11/29/2018
Dave Mitchell

22. The Power of Understanding People
The Warriors
Believe feelings are only valid if they are logical
Are often seen as driven or extremely goal oriented
Focus on enhancing rather than praising
Seem always to have a plan
Rarely act without a purpose
They react best to sales people and customer service providers who are valuable
The Power of Understanding People
11/29/2018
Dave Mitchell

23. Recognizing The Warriors The Power of Understanding People
They get to the point quickly
May appear more irritated than they are
Talk fast
Want an answer immediately
May expect things to be handled on their terms
Negotiate aggressively
Come across as very intelligent
Not overly friendly, but genial
The Power of Understanding People
11/29/2018
Dave Mitchell

24. The Power of Understanding People
The Experts
Trust what is certain and concrete
Value realism and common sense
Like to apply and hone established skills
Tend to be specific and literal
Give detailed instructions
The Power of Understanding People
11/29/2018
Dave Mitchell

25. The Power of Understanding People
The Experts
Present information in a step by step manner
Are focused on the present
Have great respect for the rules
Value consistency and reliability
Respond best to a salesperson or customer service provider who is knowledgeable
The Power of Understanding People
11/29/2018
Dave Mitchell

26. Recognizing The Experts The Power of Understanding People
They often have great depth of knowledge about the process
If they don’t, they may want to obtain it from you
Very specific with their questions and requests
Disappointed if things don’t go exactly as they were told
May appear stubborn on small issues
Complete their assignments on time and detailed
They like appointments for call backs and upcoming interactions
The Power of Understanding People
11/29/2018
Dave Mitchell

27. The Power of Understanding People
The Masterminds
Trust inspiration and inference
Value imagination and innovation
Like to learn new skills and become easily bored with things they have mastered
Often use metaphors to explain their ideas
The Power of Understanding People
11/29/2018
Dave Mitchell

28. The Power of Understanding People
The Masterminds
Present information in large chunks or in a roundabout manner
Tend to be impractical dreamers
Can appear to be disorganized and absent minded
Seek change, take risks and are comfortable in chaos
Respond best to a salesperson or customer service provider who is flexible and innovative
The Power of Understanding People
11/29/2018
Dave Mitchell

29. The Power of Understanding People
The Masterminds
Conversation may go off on other tangents
They will challenge you to provide options or exceptions
Often very charming and enthusiastic
May forget some of the content of previous discussions
Often use language like “What if” or “Would it be possible”
Less specific and more general in their questions and expectations (Big Picture thinker)
The Power of Understanding People
11/29/2018
Dave Mitchell