Jeanne Marie Grumet is the Founder & CEO of Communication Catalysts, Inc. in Marin County. Achieving results by getting into the heart of communication.

1. Influence:
Build Relationships and Results
PSMG – North Bay
2014 Ahead of the Curve Conference
Presented by
Jeanne-Marie Grumet
Communication Catalysts, Inc.
(415) 898-9900 office
(415) 302-3337 cell
jm@jmgrumet.com, www.jmgrumet.com

2. Keys To
Influencing
Behavioral Styles
Body Language and Voice
Listening
© Communication Catalysts 2014 2 PSMG

3. PEOPLE ARE
DIFFERENT
© Communication Catalysts 2014 3 PSMG

4. Platinum Rule: Do Unto
Others As They Would
Have You Do Unto Them
© Communication Catalysts 2014 4 PSMG

5. Styles are an ingredient in
the “influencing soup”
© Communication Catalysts 2014 5 PSMG

6. The Behavioral Styles
Dynamic and can change
Predominant and secondary
All have strengths and limitations
Speak their language
Successful people adapt
© Communication Catalysts 2014 6 PSMG

7. TASK
or
RELATIONSHIP
© Communication Catalysts 2014 7 PSMG

8. Behavioral Styles
Director
Orientation: task
Communication: forceful, decisive, fast paced
Priority: results, action, competency
Trusts: confidence
Your communication: be brief, bright and gone
© Communication Catalysts 2014 8 PSMG

9. Behavioral Styles
Analyzer
Orientation: task
Priority: quality and logical analysis
Communication: accurate, controlled, moderate
Trusts: expertise
Your communication: Be linear, factual and detailed
© Communication Catalysts 2014 9 PSMG

10. Behavioral Styles
Socializer
Orientation: relationship
Priority: people and approval
Communication: enthusiastic, sociable, fast paced
Trusts: openness
Your communication: be friendly, verbal, validating
© Communication Catalysts 2014 10 PSMG

11. Behavioral Styles
Stabilizer
Orientation: relationship
Priority: steadiness and security
Communication: patient, cooperative, moderate
Trusts: kindness
Your communication: be consistent, reassuring, sincere
© Communication Catalysts 2014 11 PSMG

12. Exercise - 1 minute each
What’s your predominant style?
Why do you think that?
© Communication Catalysts 2014 12 PSMG

13. Statistics show that we communicate:
55 % Non-Verbal
38 % Voice
7 % Content
© Communication Catalysts 2014 13 PSMG

14. Body Language
Open vs. closed
Top trust builder: eye contact
Minimize distractions
Match body position with listener’s
Remember how much it speaks!
© Communication Catalysts 2014 14 PSMG

15. Pause and breathe
DECISION
Voice
Reduce fillers
Match pace with listener
Vocal variety and word emphasis
Tone down at end of sentence
© Communication Catalysts 2014 15 PSMG

16. Keys to Good Listening
Listen with your head and heart
for the facts and the emotions
1 Put yourself in their shoes
2 Paraphrase and acknowledge
3 Get curious and ask questions
4 Focus — don’t argue mentally
5 Watch interrupting and advice giving
© Communication Catalysts 2014 16 PSMG

17. Keys to Good Listening
Are you REALLY listening…or just waiting for
your turn to talk!
© Communication Catalysts 2014 17 PSMG

18. Exercise
What is one key action you can take
to influence more effectively?
__________________________
© Communication Catalysts 2014 18 PSMG

19. Seek to understand
before you seek to be
understood.
~Gandhi
© Communication Catalysts 2014 19 PSMG