The document provides statistics on the most common reasons employees leave their jobs. The top two reasons are mismatched skill set (36%) and unclear performance expectations (30%). Other common reasons include personality conflicts (17%) and failure to fit into the corporate culture (14%).

2. Mismatched skill set 36%
Unclear performance
expectations 30%
Personality conflicts 17%
Failure to fit into
corporate culture 14%
Don't know 3%
100%
2

3. OPEN
INDIRECT DIRECT
GUARDED

4. Keeps feelings private
Limited range of facial expressions
More formal and proper
Avoids/minimizes physical contact
Goes with the agenda
Speaks in specifics (cites facts & examples)
Formal handshake
Conversation stays on subject
4

5. Shows feelings and enthusiasm freely
More relaxed and warm
Emphasizes main ideas
Goes with the flow
Conversation includes many digressions
Opinion-oriented
Animated facial expressions
Easy to get to know in business
Friendly handshake
Initiates/accepts physical contact
5

6. Infrequent use of gestures and voice
intonation to emphasize points
More patient and cooperative
Often makes qualified statements
Gentle handshake
Infrequent contributor in groups
More likely to wait for others to
introduce themselves
Reserves expression of opinions
6

7. Frequently uses gestures and voice
intonation to emphasize points
Less patient; more competitive
Often makes emphatic statements
Sustained eye contact
Frequent contributor in groups
Firm handshake
Expresses opinions readily
More likely to introduce self to others
7

8. Share Dr. Tony’s message with your company/team
TA@Alessandra.com
1-858-999-2119
– The MP3 audio series on Relationship Strategies at
http://www.alessandra.com/productdetails.asp?productid=87
– The 60 minute Platinum Rule DVD at
http://www.alessandra.com/productdetails.asp?productid=122
– The Platinum Rule eBook
http://www.alessandra.com/productdetails.asp?productid=9
– 41+ Alessandra eBooks at
http://www.alessandra.com/ebooks.asp
8

9. RELATER SOCIALIZER
THINKER DIRECTOR

10. What Do They Do Best?
• Take charge, competitive, get things done
• Decisive risk takers
• Fearless - no obstacle is too big to overcome
• ENSURING bottom-line results
What’s Hard for Them?
• Repetitiveness - doing the same tasks over & over
• Being diplomatic - can come on strong in conversations
• Lots of rules and regulations
• Opening up - not shy, but private about personal matters 10

11. What Do They Do Best?
• Highly organized; they even plan spontaneity
• Plan thoroughly before deciding to act
• Quick to think but slow to speak
• PLANNING to meet specified expectations
What’s Hard for Them?
• Working with unpredictable people or in disorganized
environments
• Being outgoing/open - closed about personal matters
• Working with others or in groups - prefers to work alone
• Incomplete/unclear directions 11

12. What Do They Do Best?
• Bring harmony to group situations
• Friendly & sensitive - great listener
• Build networks of friends to help do work
• COORDINATING and COOPERATING with others
What’s Hard for Them?
• Competition
• Working with dictatorial or unfriendly people
• Slow making big decisions - dislikes change
• Voicing contrary opinions
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13. What Do They Do Best?
• Inspire others to take action
• Think fast on their feet - optimistic, intuitive, creative
• Full of ideas but can be impulsive in trying them
• PROMOTING ideas, opportunities or people
What’s Hard for Them?
• Restrictions or routines
• Formal reports or keeping detailed records
• Routine - easily bored
• Re-doing anything once it’s already been done
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14. OPEN
Relater Socializer
INDIRECT DIRECT
Thinker Director
GUARDED

15. Relationship
Slower Faster
Task

16. •Take time to build rapport; show •Take time to socialize and build
interest in them as individuals. a personal relationship.
•Be patient; respond to their •Create an atmosphere of
concerns. excitement, fun and variety.
•Be clear, specific, brief, and
•Be prompt, prepared and precise.
organized with an agenda.
•Allow them time to think; be
comfortable with silences. •Stick to business. Don’t force a
“personal” relationship.

17. • Give your phone number at beginning and end
• Articulate clearly at a quicker rate of speech
• Tell them exactly why you are calling
• Tell them exactly what you want them to do
• Let them know what to expect with next step
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18. • Articulate clearly at a steady rate of speech
• Remain cool, calm and professional
• Tell them exactly why you are calling
• Tell them exactly what you want them to do
• Let them know what to expect with next step
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19. • Lean back in your chair and relax
• Smile as you speak warmly at a measured rate
• Sound personable; yet still professional
• If possible, tell them who referred you
• Thank them in advance for returning your call
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20. • Use a warm, expressive tone of voice
• Give the impression that you are upbeat
• Suggest a meeting where you can share ideas
• If appropriate, give them your “private” number
• Let them know the first meeting is exploratory
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21. • Practice “active” listening
• Project a more relaxed image
• Develop patience, humility, sensitivity,
and empathy
• Verbalize the reasons for conclusions
• Be aware of existing sanctions
• Verbalize compliments to others
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22. • Openly show appreciation
• Try short cuts and time savers
• Adjust more readily to change and
disorganization
• Work on timely decision making
• Compromise with others
• Use policies as guidelines, not laws
22

23. • Say “No” occasionally
• Complete tasks without an
oversensitivity to others’ feelings
• Take risks by stretching beyond your
comfort zone
• Delegate to others
• Accept changes in procedures
• Verbalize feelings and thoughts
23

24. • Control time and emotions
• Spend more time checking, verifying,
specifying and organizing
• Follow through on agreements
• Concentrate on the task at hand
• Take a more logical approach
• Complete more of what you start
24

25. 1) Focus on the big picture - cover basic steps/
high points quickly - be prepared, fast and
businesslike
2) Discover their goals; then give them options
with costs/benefits
3) Respond quickly with solutions to problems
4) Provide evidence of progress & results; let
them feel they have control of the situation
25

26. 1) Avoid too much social talk
2) Proceed slowly, stopping at key places to
check understanding; give them time/space
to think clearly
3) Provide logical options with pros and cons
4) Deliver on your promises
26

27. 1) Use a pleasant and patient approach by
actively listening to them
2) Reduce their fears by showing them how
specific changes will benefit them/ others
3) Practice predictable follow-through with
personal attention
4) Provide guidance and assurances that you’ll
iron out any problems to save the relationship
27

28. 1) Show more animation, enthusiasm and
personal attention
2) Help them prioritize/ organize but skip the
details and boring material
3) Be slow to criticize; quick to praise; make
them look good in the eyes of others
4) Summarize in writing who is to do what,
when, where, how, why
28

29. • Want to see bottom-line impact of solution
• Look for P/S that save time or money
• May ask questions to test your competence
• Prefer people who don’t waste their time
• Will hold you to every written, verbal and implied
promise
• Make fast decisions when they see the benefits
29

30. • Keep your relationship businesslike
• Be prepared and fast-paced
• Show you’ve done your homework
• Explore their desired results and timelines
• Give options with cost/benefit summary
• Provide reminders of your track record
• Respond quickly with solutions to their problems
30

31. • Need time & data to evaluate to make decision
• Sometimes get lost in unimportant details; re-focus
them
• Respond well to reducing or eliminating risk
• Want you to exhibit great expertise in your field
• View too much enthusiasm with skepticism
31

32. • Avoid too much social talk
• Explore their knowledge and objectives
• Provide logical options with lots of documentation
including pros and cons
• Give them time to think
• Provide written guarantees and proof
• Follow a timetable for measuring results
• Deliver on promises
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33. • Like sales relationships based on trust
• Tend to make decisions collaboratively
• Turned off by aggressive, pushy salespeople
• Remain fiercely loyal once trust is establish
• Respond well to personal assurances
• Need gentle guidance to help make decisions
33

34. • Focus on building trust and credibility before building
business
• Explore their current practices and relationship needs
• Provide guidance, direction and personal assurances
• Practice consistent, predictable service with personal
attention
34

35. • Make spontaneous decisions when excited about
products and/or services
• See benefits before they’re pointed out
• Often buy before they’re sold
• Hate paperwork; want buying to be simple
• Need document to remind them of agreements
35

36. • Let them set the pace of the meeting
• Show more animation and enthusiasm
• Explore their dreams and motivations
• Make them look good in the eyes of others, especially
their boss
• Summarize all details
• Save them complications
36

37. Set meaningful, measurable goals
• Challenge them to set an ambitious long-term goal.
Create concrete plans
• Ask for their ideas – they love to solve problems.
• Avoid long stories that illustrate your point. Get right to the point.
• Provide options rather than recommending a specific solution.
Action and accountability
• They are comfortable with less frequent contact than other styles.
• Praise their hard work and positive results.

38. Set meaningful, measurable goals
• Help them clarify their wants and quantify their goals by asking good questions.
Create concrete plans
• Give them time to think when asking for their ideas.
• Prepare your suggestions thoroughly and accurately before offering them.
• Encourage them to establish a pro-active plan, but let the decision about exactly
what to do be their own.
Action and accountability
• Help them take immediate action.
• Be very consistent in follow-up, because they thrive on reliable support.
• Point out specific progress made so that they continue to work toward timely
completion.
38

39. Set meaningful, measurable goals
• Connect their business goals to their personal priorities.
Create concrete plans
• Help them break down everything into clear, bite-size steps.
• Minimize risks and provide assurances whenever possible.
• Suggest a detailed plan, but don't force their decision.
Action and accountability
• Because they can procrastinate getting started, set a short-term deadline for the
first action steps.
• Follow up frequently and dependably, offering sincere compliments on all
progress.

40. Set meaningful, measurable goals
• Set goals that can be achieved quickly; then set the next goal right away.
Create concrete plans
• Admire their imaginative ideas; provide perspective on results to expect without
belittling their optimistic plans.
• Provide examples of real-life success strategies from people they admire.
• Because they dislike details, be sure that both of you write down what you
discuss.
Action and accountability
• Provide frequent and consistent follow-up, with plenty of praise.
• Ask for specifics on follow-up calls; be aware that they may exaggerate.

41. • Operations-driven vs. Customer-driven
• Moments of Misery vs. Moments of Magic
• Team Passion
– Foster the creativity of your team so they focus on their passion and customers
• Set Specific Action Steps
– e.g., 3 foot rule/ 3-0 rule
– Make what you do with customers is visible to the customers
• Training versus Learning
– Keep developing our people
– View training as an investment, not an expense
• Monitor & Measure Results
– Inspect what you expect
• Reward or Retrain
– Learn from failures
– Celebrate wins
– Always seek a better way to succeed
41

42. Share Dr. Tony’s message with your company/team
TA@Alessandra.com
1-858-999-2119
– The MP3 audio series on Relationship Strategies at
http://www.alessandra.com/productdetails.asp?productid=87
– The 60 minute Platinum Rule DVD at
http://www.alessandra.com/productdetails.asp?productid=122
– The Platinum Rule eBook
http://www.alessandra.com/productdetails.asp?productid=9
– 41+ Alessandra eBooks at
http://www.alessandra.com/ebooks.asp
42