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Leaders like Roosevelt, Churchill and Kennedy knew that success as a leader can be defined by the ability to persuade with clarity and passion. Monday and today Promotional Consultant Today is reviewing tips you can use to polish your communication and persuasion skills to help you stand out from the crowd, get promoted or develop an award winning sales team.
Yesterday we looked at magic words and power phrases. Today we'll examine communicating with different temperament styles.
Communication Strategies
Psychologists tell us that we are born into one of four primary temperament styles: aggressive, expressive, passive or analytical. Each of these four styles requires a different approach and communication strategy. For example, words that would appeal to a person with the aggressive style may alienate and actually destroy rapport with the passive style and vice versa.
If a leader is to influence colleagues and customers, he or she must be able to quickly and accurately recognize each of these distinct behavioral styles and adapt accordingly. During your next presentation, make an effort to identify the temperament style you are presenting to and use as many of these emotionally charged words as possible.
Worker
The aggressive, bottom-line worker style is results oriented. They ask "what" questions. Workers value achievement and fear loss of control. When presenting to this buying style use these words: control, flexibility, work, bottom line, power, challenge, speed, money, functional, results, goals, options, hands-on, quickly, freedom and immediately.
Talker
The expressive, emotional talker style is people oriented. They ask "who" questions. Talkers value recognition and fear loss of prestige. When presenting to this buying style use these words: fun, entertaining, creative, friendly, simple, incredible, exclusive, improved, prestige, new, ultimate, spontaneous, exciting, enjoyable, cash and adventure.
Watcher
The passive, harmonious watcher style is service oriented. They ask "how" questions. Watchers value appreciation and fear conflict. When presenting to this buying style use these words: support, service, family, harmony, dependable, caring, cooperation, helpful, easy, sincere, love, kindness, concern, considerate, gentle and relationship.
Thinker
The analytical, cautious thinker style is quality oriented. They ask "why" questions. Thinkers value accuracy and fear being viewed as incompetent. When presenting to this buying style use these words: safe, scientific, proven, value, learn, guaranteed, save, bargain, economical, quality, logical, reliable, accurate, perfect, security, precise and efficient.
Source: John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. He is a nationally recognized sales trainer and business motivational speaker.
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