Learn how understanding the motives and communication styles of the basic personality types can improve your sales and influence. Based on the book Networking Personalities, this presentation will teach you the fundamentals of rapport building.

1. Based on the Book
Networking Personalities
How to Build a Successful Team
Carol Merlo, M.Ed. Author, Speaker

2. What Does Learning about
Personality Types and
Communication Styles have to
do with Business Success?

3. The First Seven Seconds
• Seven seconds is the average length of time
you have to make a first impression.
• If your first impression is not good you won' t
get another good chance with that person.
• It takes 5 positive encounters to cancel out 1
negative encounter.
• Normal attention span is 17 seconds
• We need to capture interest so minds don’t
wander.

4. What People Notice
• Face to Face:
– 93% of how you are judged is based on
your appearance and body language.
– 7% is influenced by the words that you
speak.
• On the Phone
– 70% of how you are perceived is based
on your tone of voice.
– 30% on your words.
People won’t remember what you said;
they’ll remember HOW you said it!

5. Successful Communication Requires
Mirroring the other person’s:
1. Inflection
2. Rate
3. Emotional Tone Level
4. Body Language
AND:
Using Simple Content that
Evokes Emotion Record Yourself

6. The Three Keys to Successful
Communication
1. Understand your own Style, Gifts,
and Challenges.
2. Discern how People will best
Receive your Information
3. Match your Communication Style
to their Receiving Style

7. People-Oriented
• Friendly, Warm
• Likes to touch when talking
• Easily shares feelings
• Relaxed about time
• Spontaneous
• Uses feeling words
• Motivational
Task-Oriented
• Reserved, Formal
• Keeps a personal ‘space’
• Keeps feelings private
• Disciplined about time
• Prefers to plan
• Uses thinking words
• Educational
Dynamic 1
Your orientation toward accomplishment

8. Dynamic 2
How you make decisions and express yourself
Outward
• Talks first
• Decisive
• Expressive
• Impatient
• Opinionated
• Makes it happen
Inward
• Waits to be approached
• Slow to decide
• Sensitive
• Patient
• Wants to be liked.
• Experiences it happen

9. The
Entertainer
The
Captain
The
Angel
The
Professor
Plot Yourself on the Graph
Inward
Outward
X
People TaskX
Evaluative
Restrained
Controlling
Expressive
Relaxed
Flowing
Make it
Happen
Ask
Indecisive
Sensitive
Experience
it Happen
Tell
Decisive
Expressive

10. We All Have a Primary Type
then a Second, Third and Last.
Outward
Inward
People Task
The
Entertainer
The
Captain
The
Angel
The
Professor

11. How We Act Under Stress
Entertainer
Professor
Angel
Captain
Attack
Withdraw

12. The Three Keys to Successful
Communication
1. Understand your own Style, Gifts,
and Challenges.
2. Discern how People will best
Receive your Information
3. Match your Communication Style
to their Receiving Style

13. How Captains do Business
little detail, fast paced, gives orders
• They make a quick business plan, tell their boss
to back off, and do massive action using a
marketing mechanism.
• They require team calls with associates who will
provide a weekly progress report showing how
many people they talked to, followed up with,
and enrolled each day.
• They review their team’s work and hold them
accountable.
• This gives them control, yet still frees them up to
line up bigger challenges.
• Their organizations grow quickly and
competently!

14. How Entertainers do Business
Stories, Expressive, Dominate the
Conversation
• They just wing it and start talking to everyone
enthusiastically and let an assistant get the
details.
• They don’t need to know the details to get
people interested.
• They have a good time at meetings and events
and make new friends as they interrupt others
to tell stories and show off their new business
associates.
• They have parties that everyone attends
because they all know how much fun it will be.
• Everyone will be talking about what a great
person that Entertainer is!

15. How Professors do Business
Detailed, Logical, Wordy
• They take the business very seriously, expecting to
be judged by their attention to detail.
• Laboriously, they plan a complicated, complete and
accurate system.
• They often build business largely by themselves and
become the ‘expert’ that everyone relies on for
detailed, accurate information.
• They don’t mind spending hours each day alone
behind the computer. That hardship is be more than
made up for by the fact that their business building
strategy will be perfect.
• They don’t expect building the business to be fun,
but they like to think that their work might result in a
significant milestone for their company.

16. How Angels do Business
One on One, Feelings, Supportive
• They listen to their boss at length about what
exactly they are supposed to do as they grow the
business.
• They gather a loyal support team, and make sure
they all have the materials they need.
• They ask their people to work as a team, using the
same system and tools as they use.
• They have frequent one on one conversations and
become friends with their business associates.
• Members of their team swear doing this business
with them is the most fulfilling experience of their
lives.

17. The Call To Action
Angel - How do you feel about this so far? When
can I get back with you to see how you feel?
Professor - What else do you need to know before
you make a decision? I would like to make an
appointment with you to get your feedback and
provide you with documentation and more
information. Is next Tuesday at 2 good for you?
Entertainer - So… where do we go from here? I
know you are going to just love this!
Captain - Tell me yes or tell me know but tell me
quick, ‘cuz I gotta go!

18. The Three Keys to Successful
Communication
1. Understand your own Style, Gifts,
and Challenges.
2. Discern how People will best
Receive your Information
3. Match your Communication
Style to their Receiving Style

19. Use a Cheat Sheet
© Carol Merlo, M.Ed.

20. Buy the Book