Updated: Jan 17, 2020
1: Dominance – High "D" Style
• 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.
2: Influence – High "I" Style
• 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.
3: Steadiness – High "S" Style
• 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.
4: Conscientious – High "C" Style
• 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.