Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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Individuals at the “take-charge” end (left) of the Power Scale:
• Dominate conversations, meetings, and most situations in which they participate;
• Are direct, outspoken communicators—you always know where you stand with
them;
• Have thoughts about everything and always have an answer to a question;
• Get to the point quickly and offer an opinion early in conversation, even if it
hasn’t been requested;
• Are seen as risk takers;
• Talk fast and usually loudly;
• Make many decisions and make them quickly;
• Prefer working on multiple tasks;
• Appear intense, assertive;
• Prefer to focus on the big picture;
• Have a sense of urgency about everything they do and say; and
• Do everything fast . . . talk, walk, eat, sleep.
Individuals at the “easygoing” end (right) of the Power Scale:
• Go along with—the agenda, the group decision, the flow of the discussion;
• Are indirect, tentative communicators—they listen more often than they speak
and ask questions more often than they make statements, even when a statement
is required;
• Are cautious, calculated risk takers;
• Speak more softly;
• Make fewer decisions, deliberating carefully over them;
• Prefer working on consecutive tasks—taking one thing at a time through to
completion when possible;
• Appear relaxed, calm, easygoing, patient, cooperative;
• Prefer to focus on the details; and
• Are cautious, reserved, slower-paced communicators.
Which is better? The answer is “neither.” It depends on the situation and the
person with whom you are communicating. In some cases you may need to take
Marketing Your Consulting Services