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Personality Profiling

Note from Brandie Hinen of Powerhouse Learning:

 

 

If you are interested in a full behavior styles analysis for your organization, including ways to increase your customer service standards, revenue and agency/carrier relationships using knowledge of these styles, contact information is below:

 

Brandie Hinen Powerhouse Learning

[email protected] 208 316 7656

 
  

 

 

 

 

HAWK

PEACOCK

DOVE

OWL

 

Their goals

 

Personal control

 

Social Influence

 

Stable Relationships

 

Accuracy

 

Emphasis

Wants quick results. Action; getting things

done.

 

Innovation. Ideas, long-range thinker.

 

Human interaction.

Feelings.

 

Systematic inquiry. Logic & analysis.

 

 

Strengths

Assertive, directional, results- oriented. Bases opinion on their

reality.

Original, imaginative, idealistic.

Intellectually tenacious.

Cooperative, empathetic, persuasive. Grasps traditional values.

Deliberate, prudent, weights alternatives.

Objective & rational.

 

Weakness

Acts first then thinks. Needs to listen.

Scattered, disorganized & often impractical.

Needs to organize.

Slow to change. Over-personalizes. Needs to stretch.

Indecisive, overly cautious, over analyzes. Needs

to decide.

 

On The Phone

Abrupt, to the point.

 

Wordy & optimistic.

Warm & friendly, sometimes too much.

Ordered, measured & businesslike.

 

Basis for Buying

What product/ service does for them.

 

Who is using your product/service?

How your product/ service will help stabilize conditions

for them.

Why your product/ service is a logical investment for

them.

 

Strategy for selling

The potential results of the product/ service.

The product/ service “appeal to people”.

The support provided by the product/ service.

The “track record of the product/ service.

 

 

OWL

HAWK

 

May want: Security, no sudden changes, personal attention, little responsibility, exact job descriptions, controlled work environment, status quo, reassurance, to be an observer in a group.

 

Take: time to prepare your case in advance.

 

Provide: straight pros and cons of ideas.

 

Support: ideas with accurate data.

 

Provide: reassurance that no surprises will occur.

 

Offer: exact description with precise explanation of how it fits into the big picture.

 

Give: step by step approach to a goal.

 

If: agreeing, be specific.

 

If: disagreeing, disagree with facts, not the person.

 

Be: prepared to provide many explanations in a patient, persistent manner.

 

Expect: it to take time.

 

May want: Authority, challenges, prestige, freedom, varied activity, difficult assignments, logical approach, opportunity to advance.

 

Provide: direct answers. Be brief and to the point.

 

Ask: “What” questions; not how.

 

Stick: to business.

 

Outline: possibilities for person to get results; solve problems; to be in charge.

 

Stress: logic of ideas or approaches

 

When: in agreement, agree with facts & ideas, not person or feelings.

 

If: timelines or sanctions exist, get them into the open but relate them to end results or goal.

 

Be: firm, clear, specific.

 

Okay: to challenge in an inquisitive non-threatening manner.

DOVE

PEACOCK

 

May want: Status quo, security of a situation, time to adjust, appreciation, identification with a group, work pattern, limited territory, area of specialization.

 

Provide: a sincere, personal, and agreeable environment.

 

Be: genuine about your interest in them as a person.

 

Ask: “How” questions to get their opinions.

 

Be: patient in drawing them out.

 

Present: information in a non-threatening manner. Clearly: define roles or goals and their place in the plan. Provide: personal assurances of support.

Emphasize: how their actions will minimize their risk.

May want: Social recognition, popularity, people to talk to, freedom of speech, freedom from control and detail, favorable working conditions, recognition, to help others, chance to motivate people.

 

Provide: favorable, friendly environment.

 

Provide: chance for them to verbalize about ideas, people and their intuition.

 

You: provide ideas for transferring talk into action,

 

Give: testimonials of experts on ideas

 

Offer: details in writing but don’t dwell on them.

 

Provide: democratic relationship.

 

Encourage: incentives on taking on tasks.

 

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