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Understanding personalities

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gerald pauschmann

on 22 July 2011

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Transcript of Understanding personalities

Understanding personality styles
with Gerald Pauschmann
Eagle
Peacock
Dove
Owl
www.pauschmanagement.com.au
Apparantly its not that SIMPLE
The Goal, outcome or end result
Emphasis on speaking
Emphasis on listening
Extraverted
Introverted
The Administrator
The Negotiator
The Motivator
The Investigator
Outgoing, leading, resisting, pro-active, directing, authoritarian
Speaking loudly
Dominating exchanges
Aggressive gestures
Thinking of replies
Interrupting
Speaking slowly
Restrained speech
Defensive posture
Blank expression
Passive listening
Speaking quietly
Intermittent speech
Nervous gestures
Eyes down
One sided discussion
Speaking quickly
Changing subject
Animated gestures
Short sentences
Directing conversation
Enthusiastic, motivating, outgoing, impulsive, innovative
Accommodating, reserved, cautious, mediating, encouraging
Reserved, planning, analytical, detailed, logical, systematic
The team, people, little change
The vision, excitement, fun
The task, systematic, organised
The most vocal Worker.

When things go according to their expectations, they will be the first one to buy something or accept an answer from someone trying to help them.

If they feel the service is done incorrectly, or they feel challenged, they will be the first one to engage you in an argument.


Bottom line orientated
They don’t like a lot of detail
Get bored easily
They don’t care how things happen or work, they just want them to work
They are status conscious, usually looking for the best products and services
18%
28%
40%
14%
Greet them with a strong handshake.
Maintain direct eye contact
They don’t want to deal with weak people – they want to deal with strong, confident individuals who know what they are talking about ( so provide that perception by how you look and act).
Be direct and straight to the point
Your tone must be strong, clear, confident and direct
Your pace should be fast
Use words such as
Fast Benefits
Immediate Bottom line
Now Leaders in the field
Today Win
New Make it happen
Let’s do it Results
Be clear, specific, to the point
Be prepared and organised
Stick to business
Present facts logically
Ask specific (what?) questions
Take issue with facts only
Provide win/win solution
Provide choice of options
Ramble, wast their time
Look disorganised, lose things
Chitchat, idle gossip
Cloud issues, leave loopholes
Ask rhetorical, useless questions
Personalise issue
Force D into a losing situation
Make decisions for them
Do's
Dont's
How do I know when I am
dealing with an EAGLE?
Dont's
Do's
Legislate or muffle actions
Be curt/tight lipped
Concentrate on facts/figures
Be impersonal
Waste time in “dreaming”
Leave decisions up in the air
Be too businesslike
Talk down to them
Get trapped and spend too much time
Allow them to discuss dreams
Allow time for socialising/relating
Talk about people/their goals
Ask for their opinion
Provide ideas
Put details in writing
Be stimulating, fun, fast moving
Provide testimonials
Offer immediate and extra incentives for them to take risks
How do I know when I am
dealing with a PEACOCK
This Worker needs and wants to talk.

Needs social recognition and interaction with people. The “I” Worker will be optimistic, inspiring, persuasive and trusting in their approach to you. This Worker often speaks with enthusiasm, has a smile on their face and is hoping the same from you.


They want their problems resolved, but want them resolved by people who are friendly towards them
Not a big fan of “voice mail” since it eliminates the element of human interaction
If you serve an ‘I” style Worker, accept them and be friendly
Relationships are extremely important
Respond well to expressive gestures

Need to smile at them and either stand of sit next to them to provide an atmosphere of acceptance

Close is fine with I people, they like you and want to feel close to you

I people are oriented and driven to people and relationships
Need to be expressive and animated to get their attention

Your tone of voice should be energised, enthusiastic, friendly, persuasive and filled with high and low modulations

You should also sound colourful

Use images and word pictures

Your pace should be fast and animated

Your actions should be fast and filled with gestures

Use words such as
Fun Recognition
I feel Exciting
You’ll look great The latest thing
Put you in the spotlight Wonderful
State-of-the-art Awesome
Everybody Fantastic
Start with personal comments
Show sincere interest in them
Listen patiently and be responsive
Present your solution logically, softly and non-threatening
Move casually, informally
Ask specific (how?) questions
Avoid hurting their feelings
Provide personal assurance and guarantees
Give them time to think
Rush right into business
Stick coldly to the facts
Force a quick response
Threaten or demand
Be abrupt and fast
Interrupt them
Mistake their acceptance of your solution for satisfaction
Promise anything you can’t deliver
Force quick decisions
Do's
Dont's
Be prepared
Be straightforward and direct
Look at all sides of an issue
Present specifics of what you can do
Create time line and measurements
Take your time, be persistent
Use data and facts from respected people
Give time to make decision
Give them space
Dont's
Do's
Be disorganised or messy
Be casual, informal or personal
Force quick decision
Be vague and not follow through
Over promise
Be abrupt and fast
Use emotions or feelings
Close too hard
Touch them
The S style Worker is an accommodating individual.

This is the person who, when is inconvenienced by your product not working will make sure they don’t upset you with their complaint. The S Style Worker is patient, relaxed, logical and systematic. They do not like change so when serving a S Style Worker, it is important to keep their need for stability in mind.


Are loyal and serviced orientated
Likely to dress with clothing emblazoned with their employer’s logo
They are causal in nature and dress modestly
Likely to come back to familiar and reliable places
Since they are relaxed in nature and weary of change, you should lean back when standing in front of them and don’t rush your actions

You should appear relaxed and not too close for comfort

Use small hand gestures and maintain an atmosphere of calm
Your tone of your voice should be warm, soft, calm and steady

Your volume should be on the low side

Your rate of speech should be relaxed and thoughtful.

Your actions should be well paced and relaxed

Use words such as
Think about it Comfort
Take your time Assure
Trust You can expect
Guarantee Conservative
Promise Certain
Security Here’s what’s going to happen
Reliable Step-by-step explanation
Help me to help you
How do I know when I am
dealing with a DOVE?
Your everyday perfectionist.

They want it precise, orderly and accurate. They are meticulous
by nature and diplomatic in behaviour. You need to be armed
with the facts, figures and supporting data. They want all the ‘T’s
crossed and ‘I’s dotted before they will accept your ideas

C Style Workers are sticklers for following rules. If you deviate from
your policy of law, they will know


Are great poker players, they always have the same look and you never know what’s going on in their minds

They are conservative in nature, as exhibited by their clothing, which is often good quality

They love do-it-yourself projects

They will always ask you questions concerning how they can do it

They love to decorate their offices with charts and graphs

C Styles humour, when you find it is dry wit

Forget engaging them in casual conversation
Don’t touch or get too close

Sit or stand across from them where you can see them

If standing, stand firmly with your weight planted on the back foot

Maintain direct eye contact and use little or no hand gestures
They are wary of what you have to say

Keep the tone of your voice controlled at all times with little modulation

They are suspicious of hype style responses

You must be direct and precise in what you have to say

Your pace should be slow and thoughtful

Your words, vocal tone, pacing should all convey: here are the facts you need to get what you want. Nothing more

Use words such as
Proven/proof No obligation
Guarantees Here are the facts
No risk Information
Research (or data) shows Analysis
Take your time Think it over
How do I know when I am
dealing with an OWL?
Relationships
Tasks
Full transcript