1. ⌖ Behavioral Style Report
for William Bell Jan, 26 2016
Introduction
The following Behavioral Style Report™ is based on decades of research by dozens of behavioral scientists around the world who have verified four basic
interpersonal styles that result from an interaction between a person's "drive" behaviors and "empathy" behaviors. Since interaction effects are generally less
accurate than measurements based on a single trait or state of emotion, the attached four‑style grid should only be used for general or leadership training
and not for psychological evaluations. As an individual, this report describes general behavioral styles you can use for self‑insight and personal
development. This report may not be used for clinical or mental health evaluations.
Interpreting your Behavioral Style Report™
Using your Ego Drive and Empathy scores, the report plots a "bull's eye" marker to show your primary and preferred Behavioral Style (Thinker, Dynamo,
Performer, Diplomat). If your marker is located on or near a dividing line to another quadrant, this would be your secondary style, which will influence your
primary style. The closer your marker is to the outside corner of the square, the more your behaviors are consistent with your primary style, and the more
difficult for you to adapt to the other styles. On the other hand, the closer you are to another style or to the middle of the four‑style grid, the easier it will
be to adapt to other style(s). It is important to note that, no matter where you fall on the grid, you have the ability to adapt your primary Behavioral Style,
which makes communicating with other people more comfortable for the other person. You can do this by learning how to recognize, understand, and
adapt to the other three styles. This is the purpose of your Behavioral Style Report. In addition to the four‑style grid labels, this report also describes your
primary Behavioral Style and gives specific suggestions for how you might adapt your behavior and better communicate with different behavioral styles. In
addition, this report describes your behavior tendencies when you are under stress. This awareness helps you understand how to reduce any negative
effects your behavior tendencies might create when communicating with others. While this report provides you with better communication strategies and
interpersonal behaviors, it will also help your relational skills as a manager, parent, spouse or friend.
Understanding Ego Drive and Empathy
The Behavioral Style Report™ looks at two aspects of how we interact: Ego Drive and Empathy. Ego Drive is an energizing, tactical dynamic behind human
behavior. When completing tasks or overcoming obstacles when communicating with others:
Empathy is the emotional and intuitive insight to perceive the needs of others. When completing tasks or overcoming obstacles when communicating with
others:
High Scorers are impatient and highly driven, emphasizing creativity and speed.•
Low Scorers are patient and methodical, emphasizing caution and consistency.•
High Scorers are relationship‑centered, emphasizing social skills and personal insight.•
Low Scorers are task‑oriented, emphasizing self‑discipline and efficiency.•

2. ⌖ Behavioral Style Report
for William Bell Jan, 26 2016
⌖ Behavioral Style Report
for William Bell Jan, 26 2016
Your Primary Style: Performer
Note: Your location on the 4‑style grid (below) is calculated based upon your Empathy and your Ego Drive scores. High scores on both scales place you in
the Performer quadrant, while Low scores on both scales place you in the Thinker quadrant. A High score on Ego Drive combined with a Low score on
Empathy places you in the Dynamo quadrant, and a Low score on Ego Drive combined with a High score on Empathy places you in the Diplomat quadrant.
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Dynamo Performer
Thinker Diplomat
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3. Dynamos Performers
Thinkers Diplomats
⌖ Behavioral Style Report
for William Bell Jan, 26 2016
Your Primary Style: Performer
General Description: Your high Ego Drive and high Empathy result in a free flowing, persuasive communication or leadership style which influences others
to take action or change their behavior. Your Performer personality likes to generate creative solutions to productivity challenges, though some of these
ideas may not be realistically grounded or piloted for effectiveness. Your greatest strengths are your persuasive ability and verbal intelligence while your
greatest improvement opportunity is your need to slow down for others, keep the communication process simple, and explain yourself for process‑oriented
individuals. Performers can be found in positions that provide variety, creative freedom, and social competition while avoiding nonsocial activities such as
preparation, organization, and attention to detail. Examples of professions common to Performers include sales, sales management, advertising,
motivational speaker, public relations, and communications consultant.
Responding Well to Stress: Under stress, resist the temptation to become emotional, defensive, angry, and impatient with individuals during the
communication process. The stress may occur for you when you are not recognized for your creativity, your approach is criticized, or individuals want to
analyze and question your ideas. Rather than getting personal and critical in return, your maturity when scrutinized helps you remember not to take things
personally, but to remain objective. This keeps you from hurting your interpersonal relationships with Diplomats and Thinkers who are turned off by an
over‑reactive individual. By not over‑reacting, remaining confident, and continuing to listen when questioned, you will keep Dynamos from losing respect
for your lack of emotional control. When stress increases, for example when you are questioned and your ideas are challenged, remind yourself that a
service‑oriented approach to a person's questions and concerns will cause less conflict. Also, remind yourself that a service‑oriented approach has the
greatest value in most interpersonal situations
The Behavioral Style Requiring the Most Adaptation: When communicating with others, a Performer's natural behaviors are most incompatible with
Thinkers who require a patient and methodical approach supported by detailed analysis. As a Performer, your quick pace and impulsive initiatives can
quickly make Thinkers lose trust since they require time to analyze and test ideas before making decisions. In order to flex to the Thinker's style,
concentrate on slowing down your pace, asking more questions, and providing supporting logic or data as you present ideas or solutions to satisfy their
wants, solve their problems, fill their needs, or win them over to your way of thinking.
Behaviors for Each Style
Here are some tips to remember when communicating, serving, or working with the four personality styles.
Your Primary Style: Performer
Never exaggerate your statements or claims•
Respect their time by stating your purpose/objective•
Be sure to be well‑prepared and well‑organized•
Stick to the facts; avoid tangents•
Focus on what is important to them (time, money, etc.)•
Avoid looking down; look directly into their eyes•
Let them be in control to tell you what they need•
Avoid personal feelings and personal anecdotes•
Be casual and less formal/professional•
Entertain them with stories and testimonials•
Encourage them to do the talking•
Minimize paperwork; most likely they won't read it•
Ask questions to lead them into the decision•
Feel free to share your experiences with them•
Avoid drawn‑out or detailed explanations; be brief•
Be agreeable, not confrontational•
Minimize hand and body movements•
Provide hand‑outs and published materials•
Only make promises/commitments you can keep•
Be efficient and well‑organized•
Avoid being overly friendly or overly expressive•
Focus on the facts and the figures, not the feelings•
Be gently persistent; give them time to decide•
Be more formal/professional and less casual•
Build the relationship over time; don't impose•
Greet them informally and casually•
Avoid telling or selling; just share your ideas•
Talk little; listen carefully•
Understand their needs and concerns•
Slow down; give them time to relate to you•
Avoid talking about your successes; be humble•
Share personal feelings/experiences•

4. © 2014 SalesManage Solutions.
Important Note: The closer you are to the corner of your 4­style quadrant, the more extreme these behaviors become, and the more difficult it is for you to
adapt to the other styles.
Behavioral Strengths: You are naturally outgoing and thoroughly enjoy making new relationships. You love to be the center of attention, and, as a result,
are typically "the life of the party." Your fun‑loving spirit is a major asset that turns any conversation into an enjoyable experience. In occupations, you are
best at making friends and influencing others. You most likely have already heard that you can "sell ice‑cubes to Eskimos" and can strike‑up a conversation
with anyone, anywhere. Your high Empathy and high Ego Drive result in a free flowing, expressive communication style that readily motivates others to take
action or change their behavior. Rather than confronting resistant individuals head‑on or criticizing their choice or behavior, you attempt to influence them
with your charisma, your use of stories/examples, and your sense of humor. When you face difficult situations, you find "outside the box" solutions rather
than relying on traditional methods.
Improvement Opportunities: To be most effective, you may need to perfect your ability to take "the unnatural stretch" to moderate your expressive style
that can occasionally overwhelm others. Your greatest improvement opportunity, however, might be to ask enough questions to determine the need (and
hidden objections) before presenting your ideas. Also be aware of your tendency to present your ideas to people who have no authority to act or take
actions. Sometimes you might be so enthusiastic about telling anyone your story that you may not pre‑qualify those to whom you present, and you waste
valuable time. One other possible challenge is the fact that, if the job duties become too mundane or repetitive, you might become easily bored and seek
change either in the career or your personal life. These changes may upset momentum and decrease productivity.
The Behavioral Style Requiring the Most Adaptation: When communicating with Dynamos, concentrate on the "bottom line" and maintain a more
professional and less charismatic approach. When communicating with Thinkers, slow down and patiently and methodically provide the information they
require. When communicating with Diplomats, give them plenty of time and personal attention. Though you will find it quite easy to communicate with other
Performers, be sure to honor their feelings and avoid interrupting them. Remember, like you, they enjoy being the center of attention. You will find it most
difficult relating to and communicating with Thinkers (accountants, engineers, etc.) who are less prone to express their feelings and share their experiences.