4 1

3 2

What is My Learning/Communication
Style?

What is the Style of Others?

4 1
3 2

Learning Objectives:

1. Student will learn their own Learning /

Communication Style

2. Student will learn to identify the Style of

Others

Using the skill/tool of style identification will

significantly improve your communication
with clients.
4
3
1
2 PERSONAL STYLES
For more than 75 years, Psychologists have know that
each of has a recognized habitual communication/learning
style

• Hippocrates in ancient Greece (400bc) identified 4 basic

personality types/styles

• Dr. Carl Jung divided personal styles into four classic

types
• Two were People Oriented
• Two were Task Oriented

• Determine your Type/Style and the person’s Type/Style

you are communicating with. By adapting to their Style
you can “improve understanding and communication
dramatically”.
4
3
1
2 PERSONAL STYLES
Who Are You meeting with?
1
2

What is their Style? – Different from yours?

Does it matter?
4
3
1
2 PERSONAL STYLES Learning Objectives 1. & 2

Concrete

DYNAMIC INNOVATIVE

SPIRIT HEART “Lassie”

“Beaver” 4 1

Reflective
Active

COMMON SENSE ANALYTIC

HANDS HEAD
”Wolverine” 3 2 “Owl”

Abstract
4
3
1
2 PERSONAL STYLES Learning Objectives 1.

Concrete

DYNAMIC INNOVATIVE

SPIRIT HEART
4 1

SPIRIT & HEART

Naïve, Open,
COMMON SENSE Feeler, Positive,
ANALYTIC
Big Picture, Affirmation,
HANDS HEAD
Physical Touch, PERSONAL Energize,
Right Brain, Perceive.
Abstract
4
3
1
2 PERSONAL STYLES Learning Objectives 1.

Concrete
HANDS & HEAD
Realistic, Numbers, Black & White,
DYNAMIC INNOVATIVE
Negative, Sees Parts, $$ Important,
SPIRIT HEART
Thinker, Keep Your Distance,
PERSONAL De-energize, Left Brain, Discern

COMMON SENSE ANALYTIC

HANDS HEAD
3 2
Abstract
4
3
1
2 PERSONAL STYLES Learning Objectives 1.

HEART
& HEAD
DYNAMIC

SPIRIT
INNOVATIVE

HEART
1

Reflective
You think before
you act?
COMMON SENSE ANALYTIC

HANDS HEAD
2
4
3
1
2 PERSONAL STYLES Learning Objectives 1.

SPIRIT
DYNAMIC INNOVATIVE

SPIRIT &
HEART HANDS
4 You act before you
think?
Active

COMMON SENSE ANALYTIC

HANDS HEAD
3
4
3
1
2 PERSONAL STYLES Learning Objectives 1.

CONCRETE - PERSONAL(4&1) vs ABSTRACT - Tasks(3&2)

Positive Negative
Naive Realist
Optimist Pessimist
Flows Structured
Gray Black & White
Forest Trees
Contrast Visionary Methodical
Mentally Gut Feeling
Right Brain Left Brain
Money Satisfies Money Motivates
More Eye Contact Less Eye Contact
Talks Palms Up Talk, Palms Down
Feeler Thinker
4 1
Learning Objectives 1.
3 2

Turn to the person on your right

and explain to them what you
think your style is.

“Beaver”
4 1 “Lassie”

3 2
”Wolverine” “Owl”
4 1
Learning Objectives 1.
3 2

Your Learning/Communication
Style Description?

4 1

3 2
4
3
1
2 PERSONAL STYLES – Description
Learning Objectives 1.

Emphasis is cooperating with others

INNOVATIVE to carry out tasks
HEART Tendencies:
1 • Avoids confrontations
• Enjoys routine
• Dislikes change
• Accommodating
• Sympathetic, calming
• Nurturing
• Good listener
• Peacemaker
• Slow and easy pace
4
3
1
2 PERSONAL STYLES – Description
Learning Objectives 1.

Emphasis is working with existing

situation for quality in product &
ANALYTIC
services
HEAD Tendencies:
2 • Reads all instructions, follows rules
• Consistent, lacks spontaneity
• Orderly, precise, focus on details
• Factual, but picky
• Perfectionist and controlling
• Negative/Critical of new opportunities,
• Analytical
• Scheduled
• Slow and systematic pace
4
3
1
2 PERSONAL STYLES – Description
Learning Objectives 1.

Emphasis is shaping environment by

COMMON SENSE overcoming opposition to accomplish
results
HANDS Tendencies:
3 • Likes authority, Takes charge
• Latest Gadgets, Image is important
• Confident, even cocky
• Competitive
• Problem solver
• Purposeful, goal driven
• Action oriented, immediate results
• Independent, self reliant, controlling
• Fast and decisive pace
4
3
1
2 PERSONAL STYLES – Description
Learning Objectives 1.
Emphasis is shaping environment by
creating alliance to accomplish results -
DYNAMIC
Team
SPIRIT Tendencies:
4 • Enthusiastic, Optimistic
• Takes risks 1
• Visionary, Inspirational
• Energetic, Motivator
• Promoter
• Friendly, Fun loving, Spontaneous
• Likes variety, Enjoys change, Creative
• Group/Team oriented, helps others
• Fast and Spontaneous pace
4 1
Learning Objectives 1.
3 2

Turn to the person on your right

and explain to them what you
think your style is.

“Beaver”
4 1 “Lassie”

3 2
”Wolverine” “Owl”
4 1
Learning Objectives 2.
3 2

Identifying someone’s
Learning/Communication
Style?

4 1

3 2
4
3
1
2 PERSONAL STYLES – How to Identify
Learning Objectives 2.

“Why Change!”
INNOVATIVE “Let’s Work Together!”
HEART
1
Environment:
Goal Slogans on the wall,
Family Pictures, memorabilia
personal items,
Warm & Friendly(Hugger),
Dress: colorful, comfortable -
bright tie or blouse
Often Apologetic, overweight
4
3
1
2 PERSONAL STYLES – How to Identify
Learning Objectives 2.

ANALYTIC
“Do it RIGHT!”
“Prove it!”
HEAD
2
Environment:
Structured & Organized,
Clean desk,
Charts & Graphs,
Functional Décor,
Formal Setting,
Well-dress, conservative, trim
4
3
1
2 PERSONAL STYLES – How to Identify
Learning Objectives 2.

COMMON SENSE “Do it NOW!”

HANDS “What’s the point!”
3 Environment:
Lots of projects – pictures,
Awards & Trophies,
Stylish color coord. clothes,
Office partly chaos, but orderly,
Latest gadgets, vehicle – status,
Eyes intense,
Works alone, sleeves up
4
3
1
2 PERSONAL STYLES – How to Identify
Learning Objectives 2.

“Trust me!”
DYNAMIC
“Lighten up!”
SPIRIT
4 Environment:
Cluttered, books1every where
Company awards, plaques
Personal Pictures,
Friendly,
At ease with everyone
Dress is often sloppy
4
3
1
2 PERSONAL STYLES – On the Phone
Learning Objectives 2.
1. 4
3
1
2
2. 4
3
1
2

• Usually wants to talk

• Follows proposal – page by page
• Reflecting, time to think
• Give excellent directions
• Will often say “see”
• Reflecting, time to think
• Use “I-Me” often
• Asks lots of questions
• Does not give good directions
• Very interested in costs
• Not good with numbers
• Listen for pessimistic words
• May be interested in you as a
person
4 1 4 1

3. 3 2 4. 3 2

• Will it solve my problem • Needs to know potential

• Listen for extremes
• Active, doesn’t reflect
• Can he/she win?
• May be rude
• Often thinks/says “what’s in it for
me?”
• Is it simple to operate/use
• Active, doesn’t reflect
• Will it help me keep moving
• Usually will talk fast
• Prefers a face to face encounter
4 1
Learning Objectives 1.
3 2

Turn to the person on your right

and try to determine their style.

“Beaver”
4 1 “Lassie”

3 2
”Wolverine” “Owl”
4 1
3 2

Learning Objectives 2.

Selling or influencing someone

with a
Learning/Communication
Style of x?

4 1

3 2
4
3
1
2 PERSONAL STYLES – How to Sell
Learning Objectives 2.

Time: Past
INNOVATIVE Important: Trust & Relationships
HEART Approach:
1 • Allow for Small talk – No Hard Sell
• Name Drop – who else is buying
• Stress Human Factors – trust, harmony,
team, how will proposal impact others
• Take Your time – informal
• Verify the ‘Big Picture’
• Talk about their family (Pictures)
• Take them to lunch
• Avoid Confusing Info and Conflict
4
3
1
2 PERSONAL STYLES – How to Sell
Learning Objectives 2.

Time: Present
ANALYTIC Important: Verified Facts
HEAD Approach:
2 • Present Information – step by step
• Be precise – use data
• Review all the facts
• Leave detail info with options
• Price is main determinant
• Do not Rush – need time to fully
absorb information
• Avoid Personal Questions &
Criticism
4
3
1
2 PERSONAL STYLES – How to Sell
Learning Objectives 2.

Time: Immediate
COMMON SENSE Important: Status Symbol, Impact
HANDS Approach:
3 • Indicate the results first – No small talk
• Show immediate payoff/impact
• Practical solution to problem
• Be brief
• Use graphs & other visuals – No options
• Latest: Idea, ‘State of the Art’, Status
Symbol
• Deal making is key, expect negotiating
• Avoid Wasting time
4
3
1
2 PERSONAL STYLES – How to Sell
Learning Objectives 2.

Time: Future
DYNAMIC Important: Potential, Innovative
SPIRIT Approach:
4 • Present overview
• Be conceptual 1
• Show potential
• Allow ample time
• Stress uniqueness
• Experience – Use Demos
• Emphasize future value
• Be positive, Never use ‘Hard Sell’
4 1
3 2

Learning Objectives 2.

How do you think applying this

to your Non Profit contact will
benefit you?

4 1

3 2
4 1
3 2

Learning Objectives 1. & 2.

How do you think applying this

to your Non Profit contact will
benefit you?

4 1

3 2

By adapting to their Style you can improve

understanding and communication dramatically.