Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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Individuals at the “task-oriented” end (top) of the Formality Scale:
• Speak with efficiency and can say a lot in few words;
• Withhold feelings and are viewed as reserved;
• Appear cool and distant and may seem “hard to get to know”;
• Exercise self-control in all they do and say;
• Prefer to make fact-based decisions;
• Work more comfortably with objective, fact-based data;
• Are structured and systematic in most of what they do, including how they
think;
• Express their thoughts in flat, monotone voices;
• Appear unemotional, which leads others to believe that feelings, relationships,
and people are irrelevant. (Note that this is not true. It only appears that way.
We all have emotions, but do not display them in the same way.);
• Have difficulty making small talk;
• Are the efficiency experts of the world. Few squeeze as much into a day as these
folks (or would want to). They manage their time themselves; and
• Create and follow rigid plans and schedules.
Individuals at the “people-oriented” end (bottom) of the Formality Scale:
• Speak with anecdotes or “side trips” and use many words to communicate a
message (building a watch, when you’ve only asked for the time);
• Express feelings—verbally, nonverbally, or both; most often you will know exactly
how they feel about a topic, a person, or a situation;
• Avoid being alone;
• Appear warm and friendly and are easy to talk with;
• Speak and take action with spontaneity, sometimes talking before they think;
• Prefer to make gut-feel decisions;
• Are more comfortable working with subjective, opinion-based data;
Marketing Your Consulting Services