PeopleSmart in Business eBook - The Platinum Rule

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66 Three: How Will You Know One When You Meet One? etc. You may spot them driving well-built, practical cars that perform well, oft en in more conservative, understated, but less common colors. Observable Characteristics of Cautious Th inkers Verbal Vocal Visual Fact and task- Little infl ection Few facial oriented expressions Limited sharing of Few pitch Non-contact feelings variations oriented More formal Less variety in Few gestures and proper vocal quality Focused Steady, mono- Slower moving conversation tone delivery Less verbal, Lower volume, more written slower speech communication How Will You Know a Cautious Thinker by Phone? “Good aft ernoon, Mr. Lomis. Th is is Jonathan Williams. You asked me to call back Monday morning.” Formal greetings are one tip-off that you may be dealing with a Cautious Th inker. Time-conscious individuals of this type oft en get to a task just when they say they will. Monday morning it is! In this example, the Cautious Th inker also calls himself Jonathan, not Jon. We’ve noticed that many people in this category call themselves by their given names, not by nicknames. It’s Elizabeth, Rebecca, Donald, and Peter, not Beth, Becka, Don, or Pete. Of course, there are exceptions. Actually, Jon may prove to be an eff ec-
tive and logical alternative for some Cautious Th inkers, but this type seems less likely to tolerate what they perceive as cute nicknames for themselves, such as Johnny, Ricky, Cindy, or Becky. “May I speak with Mr. Holmes or Spock from Star Trek?” Th ey prefer brief, to-the-point telephone calls. Although they may not tell you, call them Mister or Ms. or Doctor or whatever their titles happen to be. Cautious Th inkers sometimes view jumping into a fi rst-name basis as invasion of privacy, so they deal with others on a more formal basis. If you think you’re talking to Sherlock Holmes or Spock, chances are you’ve contacted a Cautious Th inker. Th ey typically retain their ground in stressful situations when they can maintain their position with concrete facts or reverse-control questions. Th ey do this quietly and independently, by fi rst avoiding others. Th en they take on the problem in an orderly way that is aligned with their own plan. “Need to know” basis Th ey’re inclined to talk in rather structured, careful speech patterns, almost weighing their words as they say them. Th ey tend to ask pertinent questions and talk in a quiet, observant, cautious way. Additionally, they may not volunteer much about their personal selves beyond the equivalent of name, rank, and serial number. “Yes, I’m married with two children. We live in New York.” Th ey prefer to keep the relationship formal, yet pleasant and businesslike. Less can be more to a Cautious Th inker—less conversation, self-disclosure, and verbal communication equals more comfort zone. So we must learn to hear between the lines: Longer than average silences, especially when we ask them more private questions, may signal annoyance or reluctance. When this occurs, ask, “Am I getting too per- 67
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People Smart: In Business Copyright
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Dedications From Tony Alessandra: T
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Table of Contents I Introduction 1
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II Introduction DISCstyles model. I
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IV Introduction Consequently, they
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VI Introduction Th is is a reader-f
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2 One: The Platinum Rule near her.
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4 One: The Platinum Rule second rea
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6 One: The Platinum Rule Modify you
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8 One: The Platinum Rule Most of th
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12 Two: I Know Who You Are, But Wha
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14 Two: I Know Who You Are, But Wha
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Page 55 and 56: Chapter 3 How Will You Know One Whe
Page 57 and 58: Direct people are faster paced, mor
Page 59 and 60: What sort of feedback do you suppos
Page 61 and 62: Some are more, some less It is impo
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Page 65 and 66: to stand further away from you, eve
Page 67 and 68: Ranges of behavior Whether a person
Page 69 and 70: To identify a person’s behavioral
Page 71 and 72: Th e second participant speaks with
Page 73 and 74: Dominant Directors may like to let
Page 75 and 76: signs personal birthday and Christm
Page 77 and 78: Shares personal More pitch Much han
Page 79 and 80: posters, and other personal items.
Page 81 and 82: phone and like to build a personal,
Page 83: fully and with less expression than
Page 87 and 88: If the shoe fi ts Th e dimensions t
Page 89: DAILY EXAMPLES OF THE FOUR STYLES S
Page 92 and 93: 74 Four: Creating Personal Power Th
Page 108: 90 Four: Creating Personal Power Th
Page 112 and 113: 94 Five: On the Job Dominant Direct
Page 114 and 115: 96 Five: On the Job never buys gree
Page 116 and 117: 98 Five: On the Job From bus excurs
Page 118 and 119: 100 Five: On the Job pecially, brin
Page 120 and 121: 102 Five: On the Job • Implement
Page 122 and 123: 104 Five: On the Job Non-Interactin
Page 124 and 125: 106 Five: On the Job What do Intera
Page 126 and 127: 108 Five: On the Job task and take
Page 128 and 129: 110 Five: On the Job • Librarian
Page 130 and 131: 112 Five: On the Job others, follow
Page 132 and 133: 114 Five: On the Job Steady Relater
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116 Five: On the Job • Dislike ta
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118 Five: On the Job In business, C
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120 Five: On the Job C leaders Caut
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122 Five: On the Job may make it a
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124 Five: On the Job • Work with
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128 Six: Leadership Styles Th e dif
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130 Six: Leadership Styles staff me
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132 Six: Leadership Styles the same
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134 Six: Leadership Styles person w
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136 Six: Leadership Styles boring s
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138 Six: Leadership Styles clinch t
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140 Six: Leadership Styles Making d
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142 Six: Leadership Styles between
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144 Six: Leadership Styles do that,
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146 Six: Leadership Styles how to i
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148 Six: Leadership Styles Action P
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150 Six: Leadership Styles sanitary
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152 Six: Leadership Styles what the
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154 Six: Leadership Styles Action P
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Chapter 7 Selling and Servicing wit
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salesperson and prospect have worke
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#2—studying D’s needs To head o
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ecome so preoccupied with other bus
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How to Sell Your Product or Service
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about the favorable impact or conse
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with new things. So make sure you r
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#2—studying S needs Steady Relate
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identify which employees deserve im
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#1—making contact with the C Befo
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train new employees at no additiona
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Now, a Word About Our Authors… An
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ship & Character. Dr. O’Connor ha
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186 Claim Your Bonus Once you’ve
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188 Claim Your Bonus Additional Lea
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190 Claim Your Bonus How to Gain Po
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192 Claim Your Bonus Mastering Your
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194 Claim Your Bonus the correct ju
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196 Claim Your Bonus and an assured
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198 Claim Your Bonus It’s fun. It
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200 Claim Your Bonus some of your h
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