Valuing Each Style
Dominance – High "D" Style - The Eagle Director
Provide enough facts for them to feel comfortable but don't overwhelm with information.
Be prepared, organized, fast-paced and to the point.
Ask them what they want to accomplish and how they are motivated.
Provide options and let them make the decision, when possible.
Let them know you don't intend to waste their time.
Convey openness and acceptance of them.
Give them your time and attention.
Influence – High "I" Style – The Parrot Socializer
I's are concerned about what others think about them.
Listen to them and don't interrupt.
I's value people over tasks.
Be open to new topics that may interest them.
Respond openly and congenially.
Make suggestions that allow them to look good.
Give them your attention, time, and presence.
Create a relaxed friendly environment.
Steadiness – High "S" Style – The Dove Relater
Recognize their need to make slower decisions as they weigh the details to avoid risk.
Tap into their motivation to seek security and please other people.
Explain how you and your organization will be there to support them in case of any problems.
Develop trust, friendship, and credibility at a relatively slow pace.
Avoid rushing them and offer personal, concrete assurances, when appropriate.
Communicate in a consistent manner on a regular basis.
Conscientious – High "C" Style – The Owl Thinker
Don't interact with too much enthusiasm.
They are driven by logic, not emotion.
Give them time to think; avoid pushing them.
Document how and why something applies.
C's will quickly sense how well you listen and understand them.
C's weigh all alternatives before making decisions.
Don't try to impress them.
Match their low emotional tone.
