Presentation Skills: How To Deal With The Four Personalities
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There are four personalities in your audience - The Driver; The Analytical: The Expressive; The Amiable. Each has their own needs and expectations. Here are some tips to identify them and how to meet their needs when you present.
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Presentation Skills: How To Deal With The Four Personalities
- 4. TO BE RIGHT
- 6. RESULTS
- 8. APPROVAL
- 9. ASK TELL PEOPLE TASK Analytical Driver Amiable Expressive
- 10. RECOGNITION
- 11. ASK TELL PEOPLE TASK Analytical Driver Amiable Expressive Indifferent Handshake Quiet In Voice & Posture Asks Questions Does Not Make Statements Tends to Lean Back
- 12. ASK TELL PEOPLE TASK Analytical Driver Amiable Expressive Indifferent Handshake Quiet In Voice & Posture Asks Questions Does Not Make Statements Tends to Lean Back Firm Handshake Aggressive Tone Changes In Voice Quick / Clear Makes Statements Tends to Lean Forward
- 13. ASK TELL PEOPLE TASK Analytical Driver Amiable Expressive Indifferent Handshake Quiet In Voice & Posture Asks Questions Does Not Make Statements Tends to Lean Back Firm Handshake Aggressive Tone Changes In Voice Quick / Clear Makes Statements Tends to Lean Forward Infrequent Eye Contact Poker Faced Acts With Caution Wants Facts / Details Limited Hand Use No Small Talk
- 14. ASK TELL PEOPLE TASK Analytical Driver Amiable Expressive Indifferent Handshake Quiet In Voice & Posture Asks Questions Does Not Make Statements Tends to Lean Back Great Eye Contact Animated / Facial Expressions Smiles / Nods / Frowns Little Effort For Facts Hands Free / Palms Open Up Shares Personal Feelings Firm Handshake Aggressive Tone Changes In Voice Quick / Clear Makes Statements Tends to Lean Forward Infrequent Eye Contact Poker Faced Acts With Caution Wants Facts / Details Limited Hand Use No Small Talk
- 15. Analytical Driver Amiable Expressive THE WAY THEY TALK • STATES & COMMANDS • DIRECT ASSERTION • STATES & COMMANDS • DIRECT ASSERTION • ENQUIRES • INDIRECT ASSERTION • ENQUIRES • INDIRECT ASSERTION
- 16. Analytical Driver Amiable Expressive TONE OF SPEECH • LOUDER • USES VOICE TO EMPHASIZE POINTS • QUIETER • DOES NOT VARY VOICE MUCH • LOUDER • USES VOICE TO EMPHASIZE POINTS • GETS EASILY EXCITED • QUIETER • DOES NOT VARY VOICE MUCH
- 17. Analytical Driver Amiable Expressive LISTENING PATTERN • POOR LISTENER • CONTROLS CONVERSATION • INTERUPTS • SUMMARIZES • LISTENS – BUT DOESN’T LOOK LIKE THEY ARE • LISTENS • REACTS TO WHAT YOU SAY • TALKS A LOT • GOOD LISTENER • REACTS TO WHAT YOU SAY • CARES
- 18. WHEN DEALING WITH DRIVER DO’S: • FOCUS ON PRESENT • BE BRIEF • SHORT-‐TERM RESULTS • GIVE OPTIONS • LET THEM “FEEL” IN CONTROL DONT’S: • FOCUS ON FUTURE • GIVE TOO MUCH INFO • BE AMBIGUOUS • GET PERSONAL • BACK DOWN
- 19. WHEN DEALING WITH EXPRESSIVE DO’S: • FOCUS ON FUTURE • TELL STORIES • SEEK THEIR INPUT • COMPLIMENT THEM • ENCOURAGE CREATIVITY DONT’S: • GET STRAIGHT DOWN TO BIZ • DWELL ON DETAILS • BE IMPATIENT WITH TANGENTS • BE TOO SERIOUS • PUT DOWN ENTHUSIASM
- 20. WHEN DEALING WITH AMIABLE DO’S: • FOCUS ON TRADITION • BE FLEXIBLE • BE PERSONAL • ALLOW TIME TO “FEEL GOOD” • EMPHASIZE TEAM APPROACH DONT’S: • PUSH FOR TOO MUCH DETAIL • HURRY THEM • BE COOL OR IMPERSONAL • CONFRONT • ATTACK
- 21. WHEN DEALING WITH ANALYTICAL DO’S: • FOCUS ON PAST, PRESENT & FUTURE • TALK FACTS • FOCUS ON DETAILS • TELL EXACTLY WHAT YOU WILL DO • ALLOW TIME TO PONDER • ASSURE THEY ARE RIGHT DONT’S: • BE VAGUE OR ILLOGICAL • BE INTOLERANT OF DETAILS • OVERLOOK THE PAST • RUSH • BE OVERLY CASUAL