Communicating with Different Personality Styles
The key to effectively communicating with others is to recognize their primary behavior style and then shift your presentation into the mode of style of the person you are dealing with.
To deal most effectively with the Controller style, you should realize that their major concern is RESULTS, and you should try to plan to communicate in an efficient, result oriented manner:
- Get to the point. Be specific.
- Keep relationship business-like.
- Avoid direct disagreements or trying to tell them how it should be done.
- Don’t waste time. Move quickly.
- Provide options for them to choose.
- Provide overview, but have facts ready if needed.
The Analyzer will be cautious during communication and will be most comfortable with facts and data, not ideas and opinions. To deal effectively with the Analyzer you need to show that you will not jump to conclusions, but allow them to get into details.
- Stick to the facts. Avoid intuitive ideas or opinions.
- Be willing to help them develop their ideas.
- Be patient.
- Offer assurance when decisions are pending.
- Be organized and logical. Avoid hype.
- Be thorough. Avoid surprises.
- Don’t push for a quick decision. Give them time to get comfortable with you and the situation.
- Ask them to help you unearth the facts.
The Promoter will be communicative, warm, approachable, and competitive. You will want to communicate with them in such a way that involves fun, feelings, emotions, ideas, and goals. Promoters consider power and politics important in the communication process and are interested in ways to enhance their personal ideas. To deal most effectively with a Promoter, you need to provide support for their ideas and aspirations.
- Ask questions to draw out their ideas and opinions.
- Let them do most of the talking, as they will try and do it anyway.
- Explore mutually exciting options.
- If you disagree, avoid arguing. Instead, look for alternative solutions.
- Avoid asking about details. Get agreement on big picture.
- Make your presentations stimulating, exciting, and fun.
The Supporter achieves objectives through understanding and mutual respect rather than force and authority. To deal effectively with the Supporter, you should support their feelings and relationships with others.
- Take opportunity early to show your personal interest and concern in them and their feelings.
- Be cooperative, not pushy.
- Be patient. Draw out their ideas and concerns.
- Gently explore areas of disagreement.
- Indicate your willingness to provide help and assurances.
- Spend time establishing a relationship before jumping into the task.
- Minimize risks. Cover each step thoroughly.