This document provides an overview of behavioral styles and emotional intelligence for improving productivity and profitability. It discusses how understanding oneself and others can help maximize performance. Key points include recognizing different behaviors, motivators, competencies and emotional intelligence traits. Tips are provided for communicating effectively with each style.

1. People…Productivity…Profitability
David W. Hand
Email: dhand@p2atl.com
Phone: 770.362.2964
Not For Disclosure Outside of Possibility Partners, LLC- Copyright © 2013 Possibility Partners, LLC

2.  Opening Remarks
 You ARE Wonderfully and Uniquely You
 Why It Matters
◦ Behaviors
◦ Motivators
◦ Competencies
◦ Emotional Intelligence
 New Year…Real You

3. Greatness
“Making a real
difference”
vs
Success
What’s next?
The
difference is
Great job so far. PEOPLE
The future is bright !!! WIT
Career
Childhood Education

5.  Know yourself
One of the best
◦ Behaviors
investments you
◦ Motivators
can make
◦ Competencies
◦ Emotional Intelligence
 Know others Even better
 Care enough to use what you know The ROI

6.  What Trimetrix® HD measures
◦ Behaviors – “The How”
◦ Motivators – “The Why”
◦ Cognitive – Competencies “The What”
 EQ – “Emotional Intelligence”

7. D – Dominance
I – Influence
S – Steadiness
C – Compliance

8.  Theoretical – Lifetime Learner
 Social - Do for Others
 Utilitarian – ROI Mentality
 Individualistic – Power, Control, Influence
 Traditional – System for Living
 Aesthetic – For, Beauty, Harmony

9.  Persuasion
 Personal accountability
 Resiliency
 Self management
 Planning / organizing
 Futuristic thinking
 Negotiation
 Decision making
 Leadership
 Written communication
 …

10.  90% of the difference between star performers and average
performers in senior leadership positions is EQ.
-Daniel Goleman, Emotional Intelligence
SUPERIOR
EQ COGNITION BEHAVIOR COMPETENCY
DECISION
MAKING
PERFORMANCE
 Oversimplified
◦ Self understanding and self regulation
◦ Empathy and social skills
 Emotional Intelligence
◦ Development efforts are “stickier” than traditional
development efforts

11.  Commit to understanding how wonderfully unique
and special you are
 Commit to understanding others
 Care enough to use what you know
 Liberate the leader in you

13.  Harvard Studies by Dr. Daniel Goleman conclude
that success is 25% about what you know…hard
skills.
 75% is about how you relate to others

14.  We can identify a person’s behavioral style
through observation
 Fast Paced
 Angry
 Passive
 Fun
 Smiling
 Stoic
 Overly Neat

15.  Research has shown that each of the following is
what % of the communication process?
 Words _________%
 Gestures _________%
 Tone _________%

16.  EMOTION ANGER
 NEED TO DIRECT
 OBSERVATIONS EXTROVERTED, FAST PACED, DIRECT
 CHARACTERISTICS DESIRE TO WIN, LOVES CHANGE
 LANGUAGE DEMANDING, DIRECT, AGGRESSIVE
 STRENGTHS SELF STARTER, PROBLEM SOLVER
 LIMITATIONS POOR LISTENER, ARGUMENTATIVE
 TONE OF VOICE LOUD, STRONG, FIRM
 BODY LANGUAGE CONFIDENT, EYE CONTACT, PROFESSIONAL
 WORDS & CONTENT USE ACTION WORDS, AVOID “I FEEL”
 PACE FAST

17.  It Helps To…
◦ Start with business…stick to business – they will let you
know if they want to chat
◦ Be clear, specific, brief and to the point
◦ Be efficient, don’t waste time
◦ Emphasize results and the bottom line
◦ Flatter the ego…genuinely
◦ Ask for the High D’s opinion
◦ Provide options, not opinions
 Avoid…
◦ Being indecisive
◦ Appearing disorganized
◦ Talking about things that are not relevant to the issue
◦ Win-Lose
 Seating…

18.  EMOTION OPTIMISM
 NEED TO BE LIKED & LOVED
 OBSERVATIONS EXTROVERTED, PEOPLE ORIENTED
 CHARACTERISTICS TRUSTS OTHERS, POSITIVE SENSE OF HUMOR
 LANGUAGE CHARISMATIC, DEMONSTRATIVE, ANIMATED
 STRENGTHS OPTIMISTIC, PERSUADER, QUICK DECISION
 LIMITATIONS IMPULSIVE, TOO OPTIMISTIC, DISORGANIZED
 TONE OF VOICE ENGAGING, COLORFUL, FRIENDLY
 BODY LANGUAGE TOUCHY-FEELY, FLASHY, BODY CONTACT
 WORDS & CONTACT USE SMALL TALK, PERSONAL, ASKS QUESTIONS
 PACE FAST

19.  It Helps To…
◦ Let them talk for a while
◦ Use testimonials and drop names
◦ Provide a warm and friendly environment
◦ Spare the details, hit the high points
◦ Provide recognition of their accomplishments
◦ Ask ‘feeling’ questions to draw out their opinions or comments
◦ Put details in writing
◦ Be enthusiastic, close quickly
 Avoid…
◦ Being curt, cold or tight-lipped
◦ Controlling the conversation
◦ Driving too quickly to facts and figures
◦ Leaving decisions up in the air
 Seating…

20.  EMOTION NON OBSERVABLE EMOTION
 NEED TO SERVE
 OBSERVATIONS INTROVERTED, PEOPLE ORIENTATED, PATIENT
 CHARACTERISTICS LONG TERM RELATIONSHIPS, SEEKS STABILITY
 LANGUAGE GOOD LISTENER, PASSIVE, UNDERSTANDING
 STRENGTHS TEAM PLAYER, CALMING & STABILIZING
 LIMITATIONS RESISTS CHANGE, HOLDS A GRUDGE
 TONE OF VOICE SINCERE, CALM, SOFT, SOOTHING
 BODY LANGUAGE LIMITED GESTURES, WALKS SLOW
 WORDS & CONTACT USE SHARED TESTIMONIAL, NON-THREATENING
 PACE SLOW

21.  It Helps To…
◦ Break the ice with a personal comment
◦ Slow down…earn their trust and friendship
◦ Be sincere by using a non-threatening, quiet manner, simple
explanations and explain details
◦ Give them time to think
◦ Ask ‘how’ questions to draw out their opinions
◦ Stress security
◦ Give assurances that their decisions are right
 Avoid…
◦ Rushing headlong into business
◦ Being domineering or demanding
◦ Bad mouthing current suppliers or vendors
◦ Forcing them to respond quickly to your requests or objectives
◦ Hard selling or trying to close too fast
 Seating…

22.  EMOTION FEAR
 NEED ORDERLY PROCEDURES
 OBSERVATIONS INTROVERTED, TASK ORIENTED, PROCEDURAL
 CHARACTERISTICS “BY THE BOOK” NEEDS PROOF & EVIDENCE
 LANGUAGE ANALYTICAL, PAINSTAKINGLY PRECISE
 STRENGTHS DIPLOMATIC, OBJECTIVE, TECHNICAL
 LIMITATIONS PARALYSIS BY ANALYSIS, SLOW DECISION MAKER
 TONE OF VOICE FORMAL, SLOW DELIBERATE, LOW PITCH
 BODY LANGUAGE POISED, FORMAL, ARMS CLOSED
 WORDS & CONTACT NEVER EMBARRASS, STRUCTURE CONTENT, GIVE
TIME TO THINK
 PACE SLOW

23.  It Helps To…
◦ Prepare your case in advance
◦ Get right to the point with plenty of facts and figures
◦ Present ideas in a non-threatening manner
◦ Answer all of their questions
◦ Be accurate, realistic and consistent
◦ Provide them time to absorb details and digest facts before
to the next step
◦ Provide ‘proof,’ background information and proven results
 Avoid…
◦ Pushing too hard or being unrealistic with deadlines
◦ Being giddy, casual, informal or loud
◦ Over-promising or making unrealistic promises
◦ Touching or patting on back when you first meet
 Seating…