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2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
2013 WIT Forum - Knowing Yourself & Knowing Others
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2013 WIT Forum - Knowing Yourself & Knowing Others

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  • 1. People…Productivity…Profitability David W. Hand Email: dhand@p2atl.com Phone: 770.362.2964Not For Disclosure Outside of Possibility Partners, LLC- Copyright © 2013 Possibility Partners, LLC
  • 2.  Opening Remarks You ARE Wonderfully and Uniquely You Why It Matters ◦ Behaviors ◦ Motivators ◦ Competencies ◦ Emotional Intelligence New Year…Real You
  • 3. Greatness “Making a real difference” vs Success What’s next? The difference is Great job so far. PEOPLE The future is bright !!! WIT CareerChildhood Education
  • 4.  Know yourself One of the best ◦ Behaviors investments you ◦ Motivators can make ◦ Competencies ◦ Emotional Intelligence Know others Even better Care enough to use what you know The ROI
  • 5.  What Trimetrix® HD measures ◦ Behaviors – “The How” ◦ Motivators – “The Why” ◦ Cognitive – Competencies “The What” EQ – “Emotional Intelligence”
  • 6. D – DominanceI – InfluenceS – SteadinessC – Compliance
  • 7.  Theoretical – Lifetime Learner Social - Do for Others Utilitarian – ROI Mentality Individualistic – Power, Control, Influence Traditional – System for Living Aesthetic – For, Beauty, Harmony
  • 8.  Persuasion Personal accountability Resiliency Self management Planning / organizing Futuristic thinking Negotiation Decision making Leadership Written communication …
  • 9.  90% of the difference between star performers and average performers in senior leadership positions is EQ. -Daniel Goleman, Emotional Intelligence SUPERIOR EQ COGNITION BEHAVIOR COMPETENCY DECISION MAKING PERFORMANCE Oversimplified ◦ Self understanding and self regulation ◦ Empathy and social skills Emotional Intelligence ◦ Development efforts are “stickier” than traditional development efforts
  • 10.  Commit to understanding how wonderfully unique and special you are Commit to understanding others Care enough to use what you know Liberate the leader in you
  • 11.  Harvard Studies by Dr. Daniel Goleman conclude that success is 25% about what you know…hard skills. 75% is about how you relate to others
  • 12.  We can identify a person’s behavioral style through observation Fast Paced Angry Passive Fun Smiling Stoic Overly Neat
  • 13.  Research has shown that each of the following is what % of the communication process? Words _________% Gestures _________% Tone _________%
  • 14.  EMOTION ANGER NEED TO DIRECT OBSERVATIONS EXTROVERTED, FAST PACED, DIRECT CHARACTERISTICS DESIRE TO WIN, LOVES CHANGE LANGUAGE DEMANDING, DIRECT, AGGRESSIVE STRENGTHS SELF STARTER, PROBLEM SOLVER LIMITATIONS POOR LISTENER, ARGUMENTATIVE TONE OF VOICE LOUD, STRONG, FIRM BODY LANGUAGE CONFIDENT, EYE CONTACT, PROFESSIONAL WORDS & CONTENT USE ACTION WORDS, AVOID “I FEEL” PACE FAST
  • 15.  It Helps To… ◦ Start with business…stick to business – they will let you know if they want to chat ◦ Be clear, specific, brief and to the point ◦ Be efficient, don’t waste time ◦ Emphasize results and the bottom line ◦ Flatter the ego…genuinely ◦ Ask for the High D’s opinion ◦ Provide options, not opinions Avoid… ◦ Being indecisive ◦ Appearing disorganized ◦ Talking about things that are not relevant to the issue ◦ Win-Lose Seating…
  • 16.  EMOTION OPTIMISM NEED TO BE LIKED & LOVED OBSERVATIONS EXTROVERTED, PEOPLE ORIENTED CHARACTERISTICS TRUSTS OTHERS, POSITIVE SENSE OF HUMOR LANGUAGE CHARISMATIC, DEMONSTRATIVE, ANIMATED STRENGTHS OPTIMISTIC, PERSUADER, QUICK DECISION LIMITATIONS IMPULSIVE, TOO OPTIMISTIC, DISORGANIZED TONE OF VOICE ENGAGING, COLORFUL, FRIENDLY BODY LANGUAGE TOUCHY-FEELY, FLASHY, BODY CONTACT WORDS & CONTACT USE SMALL TALK, PERSONAL, ASKS QUESTIONS PACE FAST
  • 17.  It Helps To… ◦ Let them talk for a while ◦ Use testimonials and drop names ◦ Provide a warm and friendly environment ◦ Spare the details, hit the high points ◦ Provide recognition of their accomplishments ◦ Ask ‘feeling’ questions to draw out their opinions or comments ◦ Put details in writing ◦ Be enthusiastic, close quickly Avoid… ◦ Being curt, cold or tight-lipped ◦ Controlling the conversation ◦ Driving too quickly to facts and figures ◦ Leaving decisions up in the air Seating…
  • 18.  EMOTION NON OBSERVABLE EMOTION NEED TO SERVE OBSERVATIONS INTROVERTED, PEOPLE ORIENTATED, PATIENT CHARACTERISTICS LONG TERM RELATIONSHIPS, SEEKS STABILITY LANGUAGE GOOD LISTENER, PASSIVE, UNDERSTANDING STRENGTHS TEAM PLAYER, CALMING & STABILIZING LIMITATIONS RESISTS CHANGE, HOLDS A GRUDGE TONE OF VOICE SINCERE, CALM, SOFT, SOOTHING BODY LANGUAGE LIMITED GESTURES, WALKS SLOW WORDS & CONTACT USE SHARED TESTIMONIAL, NON-THREATENING PACE SLOW
  • 19.  It Helps To… ◦ Break the ice with a personal comment ◦ Slow down…earn their trust and friendship ◦ Be sincere by using a non-threatening, quiet manner, simple explanations and explain details ◦ Give them time to think ◦ Ask ‘how’ questions to draw out their opinions ◦ Stress security ◦ Give assurances that their decisions are right Avoid… ◦ Rushing headlong into business ◦ Being domineering or demanding ◦ Bad mouthing current suppliers or vendors ◦ Forcing them to respond quickly to your requests or objectives ◦ Hard selling or trying to close too fast Seating…
  • 20.  EMOTION FEAR NEED ORDERLY PROCEDURES OBSERVATIONS INTROVERTED, TASK ORIENTED, PROCEDURAL CHARACTERISTICS “BY THE BOOK” NEEDS PROOF & EVIDENCE LANGUAGE ANALYTICAL, PAINSTAKINGLY PRECISE STRENGTHS DIPLOMATIC, OBJECTIVE, TECHNICAL LIMITATIONS PARALYSIS BY ANALYSIS, SLOW DECISION MAKER TONE OF VOICE FORMAL, SLOW DELIBERATE, LOW PITCH BODY LANGUAGE POISED, FORMAL, ARMS CLOSED WORDS & CONTACT NEVER EMBARRASS, STRUCTURE CONTENT, GIVE TIME TO THINK PACE SLOW
  • 21.  It Helps To… ◦ Prepare your case in advance ◦ Get right to the point with plenty of facts and figures ◦ Present ideas in a non-threatening manner ◦ Answer all of their questions ◦ Be accurate, realistic and consistent ◦ Provide them time to absorb details and digest facts before to the next step ◦ Provide ‘proof,’ background information and proven results Avoid… ◦ Pushing too hard or being unrealistic with deadlines ◦ Being giddy, casual, informal or loud ◦ Over-promising or making unrealistic promises ◦ Touching or patting on back when you first meet Seating…

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