Do you know your personality type?
It is not too uncommon to come across someone, everyday, that we have difficulty communicating with. It could be our boss, our spouse, our kids, or our clients. In all honesty, it's probably all of the above. Sometimes it seems that you just don't "hit it off. The ying and the yang seems to exist in almost every relationship that we have.
A “Personality type” suggests that people either have a characteristic or not – introvert or extrovert, assertive or passive, someone who works well in groups or not.
We also each have varying degrees of tolerance levels when dealing with people with a different personality than our own.
Put two differing personality types together, and well, we all know how this usually ends up.
In a social setting, we can choose to communicate with others or not. But In a business situation we have no choice but to communicate with the occasional personality that doesn't mesh with ours. Therefore, it is in our best interest to learn how to be more adaptable and flexible in our approach.
When it comes to understanding someone's personality, It is important to speak with the client in a manner that the client most easily can identify.
By carefully observing how a new client acts, interacts and express themselves, we will then be able to "adapt" our own communications not only so that the client can understand us, but so that we can understand the client, as well.
Behavioral researchers have gone to great lengths to identify people by their personality types. Personality typing is a great way to better understand people and communicate more effectively, but these systems can be complicated and it's often difficult to "read" people correctly, let alone figure out how to craft a proper sales presentation based on someone's personality type.
Here are some of the different personality types to look for.
Analytics, are said to be more thought-oriented. They are logical people who enjoy problem solving. They focus on accurate details and are more concerned with content than style.
Analytics enjoy perfecting processes and working toward tangible results. They live life with consistency according to facts, principles, and logic. Analytics believe it is important to do things right. They control their emotions and tend to be reserved in demeanor. They act methodically and use time in a deliberate and disciplined manner. They focus on the past to give them direction for the future and prefer to work on a predictable schedule.
If your client is analytical, your approach to assisting him to understand your recommendations should be styled to addressing his need for facts and rational thought. If your clients are more emotional, then a dry, analytical presentation is likely to fall short of their need for more expressive content. Adjusting your presentation style to your client will help you in bridging any communication "gaps" that might otherwise be present. Also, try not to misunderstand a client’s acceptance of your efforts by their first reactions.
Analytical types might be perfectly happy with your recommendations, but very reserved in the way they express themselves.
More rational types are going to want you to be efficient and accurate in your presentation style. The challenge is to find the appropriate balance while remaining authentic and true to your own values.
The Drivers are action-oriented. They are decisive, pragmatic, and efficient. They know what they want, where they are going, and how to get results. They are competitive individuals, motivated by a desire to control and achieve. They want to accomplish things efficiently, so they focus on practical approaches to bottom-line results. They are fast-paced, task-oriented, and work quickly. They are forceful, decisive, and strong; they tend to have direct eye contact. They often speak rapidly. They prefer working alone, or directing others.
Expressives are socially-oriented. They are playful, fun-loving, and spontaneous. They are energetic, enthusiastic people who enjoy being the center of attention, and can be charming and animated, as well. They make decisions quickly, express opinions strongly, and do not like routines. Expressives are innovators who generate creative ideas and excel at getting others excited about their vision. In demeanor Expressives have large gestures, and speak dynamically.
Amiables are relationship-oriented. They are warm, nurturing individuals who place priority on friendships, cooperative behavior, and being accepted by others. They like to achieve objectives with people, using understanding, and mutual respect. They are empathic and open to seeing things from the other person's point of view. They are inclusive and ask for others' ideas. Their demeanor is warm and friendly.
So how do we figure out which personality type someone is?
Observation is the key to successfully figuring out someone's personality.
People’s personality comes out in a variety of ways, and in ways that they may not even be aware of. Everything from how they dress to how they set up their office, to social signals (verbal and nonverbal communication), reveals information about what personality type they are.
Listen and watch.
Then you just need to be conscious of these personality styles and how your own personality reacts with theirs- good or bad. As you get to know your client, pay attention to their basic personality types and even ask a few questions geared to better understanding how they want you to present your findings.
If you are able to succeed at this, it will be that much easier to deal with others by being more flexible in resolving conflicts and improving all levels of communication.
The world is filled with many, many people – and just as many different personalities. Not every attempt at "meshing" will be successful, but developing a way early on to "figure out" someone's personality will well be worth the effort when you use that information to build long-standing business relationships.