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Influence:
Build Relationships and Results
PSMG – North Bay
2014 Ahead of the Curve ConferencePresented by
Jeanne-Marie Grumet
Communication Catalysts, Inc. (415) 898-9900 office
(415) 302-3337 cell
[email protected], www.jmgrumet.com
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Behavioral Styles
Body Language and Voice
Listening
Keys To Influencing
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PEOPLE ARE DIFFERENT
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Platinum Rule: Do Unto Others As They Would Have You Do Unto Them
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Styles are an ingredient in the “influencing soup”
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The Behavioral Styles
Dynamic and can change
Predominant and secondary
All have strengths and limitations
Speak their language
Successful people adapt
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TASK
or
RELATIONSHIP
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Behavioral Styles
Director
Orientation: task
Communication: forceful, decisive, fast paced
Priority: results, action, competency
Trusts: confidence
Your communication: be brief, bright and gone
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Behavioral Styles
Analyzer
Orientation: task
Priority: quality and logical analysis
Communication: accurate, controlled, moderate Trusts: expertise
Your communication: Be linear, factual and detailed
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Behavioral Styles
Socializer
Orientation: relationship
Priority: people and approval
Communication: enthusiastic, sociable, fast paced
Trusts: openness
Your communication: be friendly, verbal, validating
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Behavioral Styles
Stabilizer
Orientation: relationship
Priority: steadiness and security
Communication: patient, cooperative, moderate
Trusts: kindness
Your communication: be consistent, reassuring, sincere
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Exercise - 1 minute each
What’s your predominant style? Why do you think that?
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Statistics show that we communicate:
55 % Non-Verbal
38 % Voice
7 % Content
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Body Language
Open vs. closed
Minimize distractions
Match body position with listener’s
Remember how much it speaks!
Top trust builder: eye contact
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DECISION
Voice
Reduce fillers
Match pace with listener
Vocal variety and word emphasis
Pause and breathe
Tone down at end of sentence
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Keys to Good Listening
Listen with your head and heart
for the facts and the emotions
1 Put yourself in their shoes
2 Paraphrase and acknowledge
3 Get curious and ask questions
4 Focus — don’t argue mentally
5 Watch interrupting and advice giving
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Keys to Good Listening
Are you REALLY listening…or just waiting for your turn to talk!
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Exercise
What is one key action you can take to influence more effectively?
__________________________
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Seek to understand before you seek to be understood.
~Gandhi