Style Flexing to Service your Customers Well
Here are a few style pointers for this type:
• Don’t let ego get in the way. Give in.
• Be prepared for a tough contest—don’t be sensitive, and no touching!
• You must provide facts, but let them develop the answer and make the decision.
• Give bottom-line answers and concentrate on high points
• Let their ego come through; let them feel important.
• Don’t feel rejected by their bluntness and don’t apologize.
• They will make decisions quickly, which is great. Don’t close, they will close for you.
Goal Orientation. Everyone says they are goal oriented, but this group feels that, "You're OK and I'm OK, but we have that mountain to climb." They understand compassion, but don’t let that get in the way of the big picture. They are long-term thinkers and are able to balance priorities with decision making. They will get input from others, but not let them drive the ship like a peer-oriented person. And they won’t get stuck looking at how things have been in the past in hopes it gives them answers to the future. They will balance the approach with the end in mind.
Here is how best to work with this group:
• Be open and take time to explain the objective or hear it from them.
• Appeal to team involvement to make the best decision.
• Communicate vision and long-term benefits. They will get it.
• Return on investment is always in the discussion. Be prepared.
• Share excitement. They are very positive and love driving goals.
• Have a well-defined plan of action with appeal to future needs.
• The two of you will collaborate on the best solution.
In summary, a challenging aspects of Style Flexing is consciously analyzing the situation and how the person wants to make decisions. One size does not fit all. The second, and most challenging part, of this approach is that they are not going to change their style for you. You must change yours for them!