Based on the BookNetworking Personalities

How to Build a Successful TeamCarol Merlo, M.Ed. Author, Speaker

What Does Learning about Personality Types and

Communication Styles have to do with Business Success?

The First Seven Seconds

• Seven seconds is the average length of time you have to make a first impression.

• If your first impression is not good you won' t get another good chance with that person.

• It takes 5 positive encounters to cancel out 1 negative encounter.

• Normal attention span is 17 seconds• We need to capture interest so minds don’t

wander.

What People Notice

• Face to Face:– 93% of how you are judged is based on

your appearance and body language. – 7% is influenced by the words that you

speak. • On the Phone

– 70% of how you are perceived is based on your tone of voice.

– 30% on your words.

People won’t remember what you said; they’ll remember HOW you said it!

Successful Communication RequiresMirroring the other person’s:1. Inflection2. Rate3. Emotional Tone Level4. Body Language

AND:Using Simple Content that

Evokes Emotion Record Yourself

The Three Keys to Successful Communication

1. Understand your own Style, Gifts, and Challenges.

2. Discern how People will best Receive your Information

3. Match your Communication Style to their Receiving Style

People-Oriented

• Friendly, Warm

• Likes to touch when talking

• Easily shares feelings

• Relaxed about time

• Spontaneous

• Uses feeling words

• Motivational

Task-Oriented

• Reserved, Formal

• Keeps a personal ‘space’

• Keeps feelings private

• Disciplined about time

• Prefers to plan

• Uses thinking words

• Educational

Dynamic 1Your orientation toward accomplishment

Dynamic 2How you make decisions and express yourself

Outward

• Talks first• Decisive• Expressive• Impatient• Opinionated• Makes it happen

Inward

• Waits to be approached• Slow to decide• Sensitive• Patient• Wants to be liked.• Experiences it happen

The Entertainer

TheCaptain

The Angel

The Professor

Plot Yourself on the Graph

Inward

Outward

X

People TaskXEvaluativeRestrainedControlling

ExpressiveRelaxedFlowing

Make it Happen

Ask IndecisiveSensitive

Experience it Happen

TellDecisiveExpressive

We All Have a Primary Type then a Second, Third and Last.

Outward

Inward

People Task

The Entertainer

TheCaptain

TheAngel

The Professor

How We Act Under StressEn

tert

aine

r

Prof

esso

r

Ang

el

Cap

tain

Atta

ck

With

draw

The Three Keys to Successful Communication

1. Understand your own Style, Gifts, and Challenges.

2. Discern how People will best Receive your Information

3. Match your Communication Style to their Receiving Style

How Captains do Businesslittle detail, fast paced, gives orders

• They make a quick business plan, tell their boss to back off, and do massive action using a marketing mechanism.

• They require team calls with associates who will provide a weekly progress report showing how many people they talked to, followed up with, and enrolled each day.

• They review their team’s work and hold them accountable.

• This gives them control, yet still frees them up to line up bigger challenges.

• Their organizations grow quickly and competently!

How Entertainers do BusinessStories, Expressive, Dominate the

Conversation• They just wing it and start talking to everyone

enthusiastically and let an assistant get the details.

• They don’t need to know the details to get people interested.

• They have a good time at meetings and events and make new friends as they interrupt others to tell stories and show off their new business associates.

• They have parties that everyone attends because they all know how much fun it will be.

• Everyone will be talking about what a great person that Entertainer is!

How Professors do BusinessDetailed, Logical, Wordy

• They take the business very seriously, expecting to be judged by their attention to detail.

• Laboriously, they plan a complicated, complete and accurate system.

• They often build business largely by themselves and become the ‘expert’ that everyone relies on for detailed, accurate information.

• They don’t mind spending hours each day alone behind the computer. That hardship is be more than made up for by the fact that their business building strategy will be perfect.

• They don’t expect building the business to be fun, but they like to think that their work might result in a significant milestone for their company.

How Angels do BusinessOne on One, Feelings, Supportive

• They listen to their boss at length about what exactly they are supposed to do as they grow the business.

• They gather a loyal support team, and make sure they all have the materials they need.

• They ask their people to work as a team, using the same system and tools as they use.

• They have frequent one on one conversations and become friends with their business associates.

• Members of their team swear doing this business with them is the most fulfilling experience of their lives.

The Call To ActionAngel - How do you feel about this so far? When can I get back with you to see how you feel?

Professor - What else do you need to know before you make a decision? I would like to make an appointment with you to get your feedback and provide you with documentation and more information. Is next Tuesday at 2 good for you?

Entertainer - So… where do we go from here? I know you are going to just love this!

Captain - Tell me yes or tell me know but tell me quick, ‘cuz I gotta go!

The Three Keys to Successful Communication

1. Understand your own Style, Gifts, and Challenges.

2. Discern how People will best Receive your Information

3. Match your Communication Style to their Receiving Style

Use a Cheat Sheet

© Carol Merlo, M.Ed.

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