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

© Communication Catalysts 2014 2 PSMG

Behavioral Styles

Body Language and Voice

Listening

Keys To Influencing

© Communication Catalysts 2014 3 PSMG

PEOPLE ARE DIFFERENT

© Communication Catalysts 2014 4 PSMG

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

© Communication Catalysts 2014 5 PSMG

Styles are an ingredient in the “influencing soup”

© Communication Catalysts 2014 6 PSMG

The Behavioral Styles

Dynamic and can change

Predominant and secondary

All have strengths and limitations

Speak their language

Successful people adapt

© Communication Catalysts 2014 7 PSMG

TASK

or

RELATIONSHIP

© Communication Catalysts 2014 8 PSMG

Behavioral Styles

Director

Orientation: task

Communication: forceful, decisive, fast paced

Priority: results, action, competency

Trusts: confidence 

Your communication: be brief, bright and gone

© Communication Catalysts 2014 9 PSMG

Behavioral Styles

Analyzer

Orientation: task

Priority: quality and logical analysis

Communication: accurate, controlled, moderate Trusts: expertise

  Your communication: Be linear, factual and detailed

© Communication Catalysts 2014 10 PSMG

Behavioral Styles

Socializer

Orientation: relationship

Priority: people and approval

Communication: enthusiastic, sociable, fast paced

Trusts: openness

Your communication: be friendly, verbal, validating  

© Communication Catalysts 2014 11 PSMG

Behavioral Styles

Stabilizer

Orientation: relationship

Priority: steadiness and security

Communication: patient, cooperative, moderate

Trusts: kindness

Your communication: be consistent, reassuring, sincere

© Communication Catalysts 2014 12 PSMG

Exercise - 1 minute each

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

© Communication Catalysts 2014 13 PSMG

Statistics show that we communicate:

55 % Non-Verbal

38 % Voice

7 % Content

© Communication Catalysts 2014 14 PSMG

Body Language

Open vs. closed

Minimize distractions

Match body position with listener’s

Remember how much it speaks!

Top trust builder: eye contact

© Communication Catalysts 2014 15 PSMG

DECISION

Voice

Reduce fillers

Match pace with listener

Vocal variety and word emphasis

Pause and breathe

Tone down at end of sentence

© Communication Catalysts 2014 16 PSMG

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

© Communication Catalysts 2014 17 PSMG

Keys to Good Listening

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

© Communication Catalysts 2014 18 PSMG

Exercise

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

__________________________

© Communication Catalysts 2014 19 PSMG

Seek to understand before you seek to be understood.

~Gandhi