#PSMGConf 2014 | Jeanne Marie Grumet | Influence and Align Your Team

Influence:

Build Relationships and Results

PSMG – North Bay

2014 Ahead of the Curve ConferencePresented by

Jeanne-Marie Grumet

Communication Catalysts, Inc. (415) 898-9900 office

(415) 302-3337 cell

jm@jmgrumet.com, www.jmgrumet.com

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Behavioral Styles

Body Language and Voice

Listening

Keys To Influencing

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PEOPLE ARE DIFFERENT

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Platinum Rule: Do Unto Others As They Would Have You Do Unto Them

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Styles are an ingredient in the “influencing soup”

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The Behavioral Styles

Dynamic and can change

Predominant and secondary

All have strengths and limitations

Speak their language

Successful people adapt

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TASK

or

RELATIONSHIP

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Behavioral Styles

Director

Orientation: task

Communication: forceful, decisive, fast paced

Priority: results, action, competency

Trusts: confidence 

Your communication: be brief, bright and gone

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Behavioral Styles

Analyzer

Orientation: task

Priority: quality and logical analysis

Communication: accurate, controlled, moderate Trusts: expertise

  Your communication: Be linear, factual and detailed

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Behavioral Styles

Socializer

Orientation: relationship

Priority: people and approval

Communication: enthusiastic, sociable, fast paced

Trusts: openness

Your communication: be friendly, verbal, validating  

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Behavioral Styles

Stabilizer

Orientation: relationship

Priority: steadiness and security

Communication: patient, cooperative, moderate

Trusts: kindness

Your communication: be consistent, reassuring, sincere

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Exercise - 1 minute each

What’s your predominant style? Why do you think that?

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Statistics show that we communicate:

55 % Non-Verbal

38 % Voice

7 % Content

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Body Language

Open vs. closed

Minimize distractions

Match body position with listener’s

Remember how much it speaks!

Top trust builder: eye contact

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DECISION

Voice

Reduce fillers

Match pace with listener

Vocal variety and word emphasis

Pause and breathe

Tone down at end of sentence

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Keys to Good Listening

Listen with your head and heart

for the facts and the emotions

1 Put yourself in their shoes

2 Paraphrase and acknowledge

3 Get curious and ask questions

4 Focus — don’t argue mentally

5 Watch interrupting and advice giving

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Keys to Good Listening

Are you REALLY listening…or just waiting for your turn to talk!

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Exercise

What is one key action you can take to influence more effectively?

__________________________

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Seek to understand before you seek to be understood.

~Gandhi