Welcome to this issue of "Dr. T's Timely Tips" by Dr. Tony Alessandra. Please send your feedback to DrTony@Assessments24x7.com!

Adjusting to Other People's Styles -- Prescriptions for Flexibility

Use the following suggestions to help you adapt to other people's behavioral styles when you are dealing with customers.


Indirect and Open

Needs to know about: How it will affect their personal circumstances

Do it with: Warmth

Save them: Conflict

To facilitate decision-making provide: Personal service and assurances

Likes you to be: Pleasant

Support their: Feelings

Create this environment: Personal

Maintain this pace: Slow/Relaxed

Focus on this priority: Relationship/Communication

At play be: Casual and cooperative

Use time to: Develop the relationship

Write this way: Warm and friendly

On the telephone be: Warm and pleasant

Direct and Open

Needs to know about: How it enhances their status and visbility

Do it with: Flair

Save them: Effort

To facilitate decision-making provide: Testamonials and incentives

Likes you to be: Stimulating

Support their: Ideas

Create this environment: Enthusiastic

Maintain this pace: Fast/Spontaneous

Focus on this priority: The relationship/interaction

At play be: Spontaneous and playful

Use time to: Enjoy the interaction

Write this way: Informal and dramatic

On the telephone be: Conversational and playful

Indirect and Guarded

Needs to know about: How to justify it logically/How it works

Do it with: Accuracy

Save them: Embarrassment

To facilitate decision-making provide: Data and documentation

Likes you to be: Precise

Support their: Procedures

Create this environment: Serious

Maintain this pace: Slow/Systematic

Focus on this priority: The task/process

At play be: Structured/Play by the rules

Use time to: Ensure accuracy

Write this way: Detailed and precise

On the telephone be: Businesslike

Direct and Guarded

Needs to know about: What it does/By when/What it costs

Do it with: Conviction

Save them: Time

To facilitate decision-making provide: Options with supporting analysis

Likes you to be: To the point

Support their: Goals

Create this environment: Businesslike

Maintain this pace: Fast/Decisive

Focus on this priority: The task/The results

At play be: Competitive and aggressive

Use time to: Act efficiently

Write this way: Short and to the point

On the telephone be: Short and to the point


Here's to more personal insight,


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