Presentation Skills: How To Deal With The Four Personalities
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FOUR PERSONALITIES
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Transcript of Presentation Skills: How To Deal With The Four Personalities
FOUR PERSONALITIES
ASK TELL
PEOPLE
TASK
ASK TELL
PEOPLE
TASK
Analytical
TO BE RIGHT
ASK TELL
PEOPLE
TASK
Analytical Driver
RESULTS
ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable
APPROVAL
ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable Expressive
RECOGNITION
ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable Expressive
Indifferent Handshake Quiet In Voice & Posture Asks Questions Does Not Make Statements Tends to Lean Back
ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable Expressive
Indifferent Handshake Quiet In Voice & Posture Asks Questions Does Not Make Statements Tends to Lean Back
Firm Handshake Aggressive Tone Changes In Voice Quick / Clear Makes Statements Tends to Lean Forward
ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable Expressive
Indifferent Handshake Quiet In Voice & Posture Asks Questions Does Not Make Statements Tends to Lean Back
Firm Handshake Aggressive Tone Changes In Voice Quick / Clear Makes Statements Tends to Lean Forward
Infrequent Eye Contact Poker Faced Acts With Caution Wants Facts / Details Limited Hand Use No Small Talk
ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable Expressive
Indifferent Handshake Quiet In Voice & Posture Asks Questions Does Not Make Statements Tends to Lean Back
Great Eye Contact Animated / Facial Expressions Smiles / Nods / Frowns Little Effort For Facts Hands Free / Palms Open Up Shares Personal Feelings
Firm Handshake Aggressive Tone Changes In Voice Quick / Clear Makes Statements Tends to Lean Forward
Infrequent Eye Contact Poker Faced Acts With Caution Wants Facts / Details Limited Hand Use No Small Talk
Analytical Driver
Amiable Expressive
THE WAY THEY TALK
• STATES & COMMANDS • DIRECT ASSERTION
• STATES & COMMANDS • DIRECT ASSERTION
• ENQUIRES • INDIRECT ASSERTION
• ENQUIRES • INDIRECT ASSERTION
Analytical Driver
Amiable Expressive
TONE OF SPEECH
• LOUDER • USES VOICE TO EMPHASIZE POINTS
• QUIETER • DOES NOT VARY VOICE MUCH
• LOUDER • USES VOICE TO EMPHASIZE POINTS • GETS EASILY EXCITED
• QUIETER • DOES NOT VARY VOICE MUCH
Analytical Driver
Amiable Expressive
LISTENING PATTERN
• POOR LISTENER • CONTROLS CONVERSATION • INTERUPTS • SUMMARIZES
• LISTENS – BUT DOESN’T LOOK LIKE THEY ARE
• LISTENS • REACTS TO WHAT YOU SAY • TALKS A LOT
• GOOD LISTENER • REACTS TO WHAT YOU SAY • CARES
WHEN DEALING WITH DRIVER
DO’S: • FOCUS ON PRESENT • BE BRIEF • SHORT-‐TERM RESULTS • GIVE OPTIONS • LET THEM “FEEL” IN CONTROL
DONT’S: • FOCUS ON FUTURE • GIVE TOO MUCH INFO • BE AMBIGUOUS • GET PERSONAL • BACK DOWN
WHEN DEALING WITH EXPRESSIVE
DO’S: • FOCUS ON FUTURE • TELL STORIES • SEEK THEIR INPUT • COMPLIMENT THEM • ENCOURAGE CREATIVITY
DONT’S: • GET STRAIGHT DOWN TO BIZ • DWELL ON DETAILS • BE IMPATIENT WITH TANGENTS • BE TOO SERIOUS • PUT DOWN ENTHUSIASM
WHEN DEALING WITH AMIABLE
DO’S: • FOCUS ON TRADITION • BE FLEXIBLE • BE PERSONAL • ALLOW TIME TO “FEEL GOOD” • EMPHASIZE TEAM APPROACH
DONT’S: • PUSH FOR TOO MUCH DETAIL • HURRY THEM • BE COOL OR IMPERSONAL • CONFRONT • ATTACK
WHEN DEALING WITH ANALYTICAL
DO’S: • FOCUS ON PAST, PRESENT & FUTURE • TALK FACTS • FOCUS ON DETAILS • TELL EXACTLY WHAT YOU WILL DO • ALLOW TIME TO PONDER • ASSURE THEY ARE RIGHT
DONT’S: • BE VAGUE OR ILLOGICAL • BE INTOLERANT OF DETAILS • OVERLOOK THE PAST • RUSH • BE OVERLY CASUAL
