Not For Disclosure Outside of Possibility Partners, LLC- Copyright © 2013 Possibility Partners, LLC
David W. Hand Email: [email protected]
Phone: 770.362.2964
People…Productivity…Profitability
Opening Remarks
You ARE Wonderfully and Uniquely You
Why It Matters ◦ Behaviors
◦ Motivators
◦ Competencies
◦ Emotional Intelligence
New Year…Real You
Childhood
Great job so far.
The future is bright !!!
Education
Career
WIT
What’s next?
Success
Greatness “Making a real
difference”
vs
The difference is
PEOPLE
Know yourself
◦ Behaviors
◦ Motivators
◦ Competencies
◦ Emotional Intelligence
Know others
Care enough to use what you know
One of the best
investments you
can make
Even better
The ROI
What Trimetrix® HD measures
◦ Behaviors – “The How”
◦ Motivators – “The Why”
◦ Cognitive – Competencies “The What”
EQ – “Emotional Intelligence”
D – Dominance
I – Influence
S – Steadiness
C – Compliance
Theoretical – Lifetime Learner
Social - Do for Others
Utilitarian – ROI Mentality
Individualistic – Power, Control, Influence
Traditional – System for Living
Aesthetic – For, Beauty, Harmony
Persuasion
Personal accountability
Resiliency
Self management
Planning / organizing
Futuristic thinking
Negotiation
Decision making
Leadership
Written communication
…
90% of the difference between star performers and average performers in senior leadership positions is EQ.
-Daniel Goleman, Emotional Intelligence
Oversimplified
◦ Self understanding and self regulation
◦ Empathy and social skills
Emotional Intelligence
◦ Development efforts are “stickier” than traditional development efforts
EQ COMPETENCY BEHAVIOR COGNITION DECISION MAKING
SUPERIOR
PERFORMANCE
Commit to understanding how wonderfully unique and special you are
Commit to understanding others
Care enough to use what you know
Liberate the leader in you
Harvard Studies by Dr. Daniel Goleman conclude that success is 25% about what you know…hard skills.
75% is about how you relate to others
We can identify a person’s behavioral style through observation
Fast Paced
Angry
Passive
Fun
Smiling
Stoic
Overly Neat
Research has shown that each of the following is what % of the communication process?
Words _________%
Gestures _________%
Tone _________%
EMOTION ANGER
NEED TO DIRECT
OBSERVATIONS EXTROVERTED, FAST PACED, DIRECT
CHARACTERISTICS DESIRE TO WIN, LOVES CHANGE
LANGUAGE DEMANDING, DIRECT, AGGRESSIVE
STRENGTHS SELF STARTER, PROBLEM SOLVER
LIMITATIONS POOR LISTENER, ARGUMENTATIVE
TONE OF VOICE LOUD, STRONG, FIRM
BODY LANGUAGE CONFIDENT, EYE CONTACT, PROFESSIONAL
WORDS & CONTENT USE ACTION WORDS, AVOID “I FEEL”
PACE FAST
It Helps To… ◦ Start with business…stick to business – they will let you
know if they want to chat ◦ Be clear, specific, brief and to the point ◦ Be efficient, don’t waste time ◦ Emphasize results and the bottom line ◦ Flatter the ego…genuinely ◦ Ask for the High D’s opinion ◦ Provide options, not opinions
Avoid… ◦ Being indecisive ◦ Appearing disorganized ◦ Talking about things that are not relevant to the issue ◦ Win-Lose
Seating…
EMOTION OPTIMISM
NEED TO BE LIKED & LOVED
OBSERVATIONS EXTROVERTED, PEOPLE ORIENTED
CHARACTERISTICS TRUSTS OTHERS, POSITIVE SENSE OF HUMOR
LANGUAGE CHARISMATIC, DEMONSTRATIVE, ANIMATED
STRENGTHS OPTIMISTIC, PERSUADER, QUICK DECISION
LIMITATIONS IMPULSIVE, TOO OPTIMISTIC, DISORGANIZED
TONE OF VOICE ENGAGING, COLORFUL, FRIENDLY
BODY LANGUAGE TOUCHY-FEELY, FLASHY, BODY CONTACT
WORDS & CONTACT USE SMALL TALK, PERSONAL, ASKS QUESTIONS
PACE FAST
It Helps To…
◦ Let them talk for a while
◦ Use testimonials and drop names
◦ Provide a warm and friendly environment
◦ Spare the details, hit the high points
◦ Provide recognition of their accomplishments
◦ Ask ‘feeling’ questions to draw out their opinions or comments
◦ Put details in writing
◦ Be enthusiastic, close quickly
Avoid…
◦ Being curt, cold or tight-lipped
◦ Controlling the conversation
◦ Driving too quickly to facts and figures
◦ Leaving decisions up in the air
Seating…
EMOTION NON OBSERVABLE EMOTION
NEED TO SERVE
OBSERVATIONS INTROVERTED, PEOPLE ORIENTATED, PATIENT
CHARACTERISTICS LONG TERM RELATIONSHIPS, SEEKS STABILITY
LANGUAGE GOOD LISTENER, PASSIVE, UNDERSTANDING
STRENGTHS TEAM PLAYER, CALMING & STABILIZING
LIMITATIONS RESISTS CHANGE, HOLDS A GRUDGE
TONE OF VOICE SINCERE, CALM, SOFT, SOOTHING
BODY LANGUAGE LIMITED GESTURES, WALKS SLOW
WORDS & CONTACT USE SHARED TESTIMONIAL, NON-THREATENING
PACE SLOW
It Helps To…
◦ Break the ice with a personal comment
◦ Slow down…earn their trust and friendship
◦ Be sincere by using a non-threatening, quiet manner, simple explanations and explain details
◦ Give them time to think
◦ Ask ‘how’ questions to draw out their opinions
◦ Stress security
◦ Give assurances that their decisions are right
Avoid…
◦ Rushing headlong into business
◦ Being domineering or demanding
◦ Bad mouthing current suppliers or vendors
◦ Forcing them to respond quickly to your requests or objectives
◦ Hard selling or trying to close too fast
Seating…
EMOTION FEAR
NEED ORDERLY PROCEDURES
OBSERVATIONS INTROVERTED, TASK ORIENTED, PROCEDURAL
CHARACTERISTICS “BY THE BOOK” NEEDS PROOF & EVIDENCE
LANGUAGE ANALYTICAL, PAINSTAKINGLY PRECISE
STRENGTHS DIPLOMATIC, OBJECTIVE, TECHNICAL
LIMITATIONS PARALYSIS BY ANALYSIS, SLOW DECISION MAKER
TONE OF VOICE FORMAL, SLOW DELIBERATE, LOW PITCH
BODY LANGUAGE POISED, FORMAL, ARMS CLOSED
WORDS & CONTACT NEVER EMBARRASS, STRUCTURE CONTENT, GIVE
TIME TO THINK
PACE SLOW
It Helps To…
◦ Prepare your case in advance
◦ Get right to the point with plenty of facts and figures
◦ Present ideas in a non-threatening manner
◦ Answer all of their questions
◦ Be accurate, realistic and consistent
◦ Provide them time to absorb details and digest facts before going to the next step
◦ Provide ‘proof,’ background information and proven results
Avoid…
◦ Pushing too hard or being unrealistic with deadlines
◦ Being giddy, casual, informal or loud
◦ Over-promising or making unrealistic promises
◦ Touching or patting on back when you first meet
Seating…