Ideas for profitable
communication
by Baruch ter Wal

I’ve got you pegged

I know that if you talk fast, dress in a business-like manner, and quickly get to the point that you hate people who sit on the fence and will judge me by my track record.

Here’s the full table, simplified and adapted from conversations with the experts at RogenSi.

If you weren’t aware of models like this, now you are. There are many more. http://www.humanmetrics.com/cgi-win/JTypes1.htm

If you’ve known about these tools for some time, ask yourself: “How often do I apply them in my interactions with clients and prospects?”

Most sales people revert to their own style. Analytical thinkers will provide lots of detail and focus on process – even if they are boring their Expressive client to death.

Just as common are so-called “experts” who will tell you to lose the detail and cut down the word count in all situations. If your audience in an Analytical one (like a majority of lawyers, systems analysts and financial controllers) you’ve just sunk your battleship.

Another interesting trick is to talk to all the styles at once on the same piece of paper. I’ll leave that for another post.