There are four personalities in your audience - The Driver; The Analytical: The Expressive; The Amiable. Each has their own needs and expectations. Here are some tips to identify them and how to meet their needs when you present.
12. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable Expressive
Indifferent Handshake
Quiet In Voice & Posture
Asks Questions
Does Not Make Statements
Tends to Lean Back
Firm Handshake
Aggressive
Tone Changes In Voice
Quick / Clear
Makes Statements
Tends to Lean Forward
13. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable Expressive
Indifferent Handshake
Quiet In Voice & Posture
Asks Questions
Does Not Make Statements
Tends to Lean Back
Firm Handshake
Aggressive
Tone Changes In Voice
Quick / Clear
Makes Statements
Tends to Lean Forward
Infrequent Eye Contact
Poker Faced
Acts With Caution
Wants Facts / Details
Limited Hand Use
No Small Talk
14. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable Expressive
Indifferent Handshake
Quiet In Voice & Posture
Asks Questions
Does Not Make Statements
Tends to Lean Back
Great Eye Contact
Animated / Facial Expressions
Smiles / Nods / Frowns
Little Effort For Facts
Hands Free / Palms Open Up
Shares Personal Feelings
Firm Handshake
Aggressive
Tone Changes In Voice
Quick / Clear
Makes Statements
Tends to Lean Forward
Infrequent Eye Contact
Poker Faced
Acts With Caution
Wants Facts / Details
Limited Hand Use
No Small Talk
15. Analytical Driver
Amiable Expressive
THE WAY THEY TALK
• STATES & COMMANDS
• DIRECT ASSERTION
• STATES & COMMANDS
• DIRECT ASSERTION
• ENQUIRES
• INDIRECT ASSERTION
• ENQUIRES
• INDIRECT ASSERTION
16. Analytical Driver
Amiable Expressive
TONE OF SPEECH
• LOUDER
• USES VOICE TO EMPHASIZE
POINTS
• QUIETER
• DOES NOT VARY VOICE
MUCH
• LOUDER
• USES VOICE TO EMPHASIZE
POINTS
• GETS EASILY EXCITED
• QUIETER
• DOES NOT VARY VOICE
MUCH
17. Analytical Driver
Amiable Expressive
LISTENING PATTERN
• POOR LISTENER
• CONTROLS CONVERSATION
• INTERUPTS
• SUMMARIZES
• LISTENS – BUT DOESN’T
LOOK LIKE THEY ARE
• LISTENS
• REACTS TO WHAT YOU SAY
• TALKS A LOT
• GOOD LISTENER
• REACTS TO WHAT YOU SAY
• CARES
18. WHEN DEALING WITH
DRIVER
DO’S:
•
FOCUS
ON
PRESENT
•
BE
BRIEF
•
SHORT-‐TERM
RESULTS
•
GIVE
OPTIONS
•
LET
THEM
“FEEL”
IN
CONTROL
DONT’S:
•
FOCUS
ON
FUTURE
•
GIVE
TOO
MUCH
INFO
•
BE
AMBIGUOUS
•
GET
PERSONAL
•
BACK
DOWN
19. WHEN DEALING WITH
EXPRESSIVE
DO’S:
•
FOCUS
ON
FUTURE
•
TELL
STORIES
•
SEEK
THEIR
INPUT
•
COMPLIMENT
THEM
•
ENCOURAGE
CREATIVITY
DONT’S:
•
GET
STRAIGHT
DOWN
TO
BIZ
•
DWELL
ON
DETAILS
•
BE
IMPATIENT
WITH
TANGENTS
•
BE
TOO
SERIOUS
•
PUT
DOWN
ENTHUSIASM
20. WHEN DEALING WITH
AMIABLE
DO’S:
•
FOCUS
ON
TRADITION
•
BE
FLEXIBLE
•
BE
PERSONAL
•
ALLOW
TIME
TO
“FEEL
GOOD”
•
EMPHASIZE
TEAM
APPROACH
DONT’S:
•
PUSH
FOR
TOO
MUCH
DETAIL
•
HURRY
THEM
•
BE
COOL
OR
IMPERSONAL
•
CONFRONT
•
ATTACK
21. WHEN DEALING WITH
ANALYTICAL
DO’S:
•
FOCUS
ON
PAST,
PRESENT
&
FUTURE
•
TALK
FACTS
•
FOCUS
ON
DETAILS
•
TELL
EXACTLY
WHAT
YOU
WILL
DO
•
ALLOW
TIME
TO
PONDER
•
ASSURE
THEY
ARE
RIGHT
DONT’S:
•
BE
VAGUE
OR
ILLOGICAL
•
BE
INTOLERANT
OF
DETAILS
•
OVERLOOK
THE
PAST
•
RUSH
•
BE
OVERLY
CASUAL