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2013 WIT Forum - Knowing Yourself & Knowing Others
- 1. People…Productivity…Profitability David W. Hand Email: dhand@p2atl.com Phone: 770.362.2964 Not 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 Career Childhood Education
- 5. 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
- 6. What Trimetrix® HD measures ◦ Behaviors – “The How” ◦ Motivators – “The Why” ◦ Cognitive – Competencies “The What” EQ – “Emotional Intelligence”
- 7. D – Dominance I– Influence S – Steadiness C – Compliance
- 8. Theoretical – Lifetime Learner Social - Do for Others Utilitarian – ROI Mentality Individualistic – Power, Control, Influence Traditional – System for Living Aesthetic – For, Beauty, Harmony
- 9. Persuasion Personal accountability Resiliency Self management Planning / organizing Futuristic thinking Negotiation Decision making Leadership Written communication …
- 10. 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
- 11. 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
- 13. 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
- 14. We can identify a person’s behavioral style through observation Fast Paced Angry Passive Fun Smiling Stoic Overly Neat
- 15. Research has shown that each of the following is what % of the communication process? Words _________% Gestures _________% Tone _________%
- 16. 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
- 17. 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…
- 18. 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
- 19. 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…
- 20. 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
- 21. 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…
- 22. 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
- 23. 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…