A Source for Professional Speakers & Meeting Professionals

"Managing Different People Differently"
(reprinted from Aftermarket Today (Winter 1999) p. 26

Dealing with Different Personality Types Some suggestions for dealing with the four personality types discussed here: Direct: Look them in the eye and be straightforward. Use a no-nonsense approach to business. Resist the temptation to offer too much data. Steady: More into "family and people." Talk about relationships and security. Be careful not to push for decisions. Animated: Take time for some lighter moments. Paint descriptive word pictures. Use some humor, social time and "do lunch!" Organized: Use facts and data. Give them their own copy of any data and time to analyze. Hold down the "chit-chat" and avoid discussing items that may be of little importance to them. Don't ramble or waste time. When dealing with any of these personalities, remember to be tolerant of styles different from your own, and to make an effort to adapt to others' styles as you work with them. If you would like a sample personal profile to determine your own style strengths, fax your request directly to Bill Johnson at 602-997-1676.

How do your employees and managers like to be managed? All in the same way? Probably not. Do you use the same approach with each customer? I hope not!

Unfortunately, statistics show that you are probably in "good harmony" with less than half the people you deal with. That means there are a large number of people who are just not on your same page!

Many books and seminars are available on the subject of "social or personality styles." If you have been a student of this information, a small refresher may be helpful. The benefits for understanding the personality types of the people you have close relationships with include increased sales, improved family relationships, employee satisfaction and retention.

The ideas are simple, yet powerful. Think about your best employee or customer. Which of the four word strings below describe that person's style most of the time?

Aggressive and direct, likes to control. Call them direct.

Considerate, gentle and agreeable. Call them steady.

Talkative, enthusiastic and positive. Call them animated.

Thinkers, controlled and analytical. Call them organized.

As you review these traits, try to think of someone you know who fits each word string. It is so important when building a team in business that you consider the styles and compatibility of your employees. Two people with the same style put on a project together might cause some trying times!

You will notice some traits that are consistent with the respective types: The "aggressive" and "talkative" types will tend to talk more and try to take control in most situations. They will usually do things more quickly. The "considerate" and "thinkers" will think things through more completely and decisions usually come more slowly.

The "considerate" and "thinkers" usually control their feelings and emotions. They have a higher interest in tangibles and score keeping than the other styles. They tend to be big on setting goals and statistics.

Those who are talkative use more gestures and show more emotion. They share a strong interest in and about people along with the more feelings-oriented considerate style.

Note that very few trait similarities surface between the direct and the steady, or the organized and enthusiastic. Those are the combinations in communication that require more effort for good rapport. This is especially true if you are in a stressful, close environment or a long-term relationship with that person.