Presentation Skills: How To Deal With The Four Personalities

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.

1. FOUR
PERSONALITIES !

2. ASK TELL
PEOPLE
TASK

3. ASK TELL
PEOPLE
TASK
Analytical

4. TO BE RIGHT

5. ASK TELL
PEOPLE
TASK
Analytical Driver

6. RESULTS

7. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable

8. APPROVAL

9. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable *pressive

10. RECOGNITION

11. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable *pressive
Indifferent Handshake
Quiet In Voice & Posture
Asks Questions
Does Not Make Statements
Tends to Lean Back

12. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable *pressive
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 *pressive
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 *pressive
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 *pressive
THE WAY THEY TALK
•  STATES & COMMANDS
•  DIRECT ASSERTION
•  STATES & COMMANDS
•  DIRECT ASSERTION
•  ENQUIRES
•  INDIRECT ASSERTION
•  ENQUIRES
•  INDIRECT ASSERTION

16. Analytical Driver
Amiable *pressive
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 *pressive
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!
• !SHORT2TERM!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!