Let’s say you own a moving company and you have an emergency need for someone to drive a big rig across the country. You could only find employees who were inexperienced, but you could train them and give them a manual (and it was legal to do so).
You ask four people, each with a different behavioral style. This is what each employee would say how they would handle this situation.
Conscientious: “I would want to first know where is the gas pedal, the brake pedal. How is this different from a car? What are the different gauges that I need to know? I would read the manual.”
Influence: “Just give me the keys, I can’t wait to start it up and see how it goes!” [Looks at Conscientious] “I can’t believe you’d read the manual!”
Steadiness: “I would want to know what the emergency is. Where are we going? Do we have a map? Where are the stops along the way?”
Dominance: “Give me the keys. I’ll figure it out.”
The lesson here is that if we know someone’s behavioral style, we will know how they want to be treated and how they will treat a task given to them.
Almost 75% of the people you meet in business and in life will use different words and have different basic priorities than you. Recognize the style of the people you meet and you can close more sales, motivate your team, and build valuable business relationships.
By making people comfortable with you and communicating with ease means identifying and understanding their style so that you can treat them the way they want to be treated.
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