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
Wants quick results. Action; getting things
Innovation. Ideas, long-range thinker.
Systematic inquiry. Logic & analysis.
Assertive, directional, results- oriented. Bases opinion on their
Original, imaginative, idealistic.
Cooperative, empathetic, persuasive. Grasps traditional values.
Deliberate, prudent, weights alternatives.
Objective & rational.
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
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
Why your product/ service is a logical investment for
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.
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.
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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