SELLING TODAY Communication Style Assessment Exercise TM This assessment exercise is copyrighted and is to be used exclusively with SELLING TODAY: Creating Customer Value INSTRUCTIONS: The words listed below describe attitudes or behaviors expressed when communicating and interacting with others. Carefully consider each word and decide whether it accurately describes the attitude or behavior of the person being assessed. Rating Scale: Using the numbers 4, 3, 2, 1, and 0 (4 is most descriptive and 0 is least descriptive), enter the number that represents the behavior of the person you are assessing. You must provide a number for all the words presented. Enter the name of the person being assessed in the box below. Name Reminder: Provide a number for all words presented. 2 Precise 2 Bold 3 Unrelenting 3 Meticulous 3 Conforming 4 Cautious 4 Diligent 3 Emotional 2 Deliberate 3 Forceful 2 Collaborative 3 Gentle 3 Dynamic 4 Approachable 2 Patient 2 Serious 2 Methodical 3 Influential 3 Aggressive 3 Lighthearted 3 Outspoken 3 Stimulating 2 Spontaneous 4 Warm 4 Excitable 4 Organized 3 Enthusiastic 2 Requiring 4 Intense 3 Determined 1 Unemotional 4 Sociable 3 Relaxed 2 Disciplined 2 Persuasive 3 Decisive 4 Talkative 4 Sensitive 2 Competitive 1 Reserved When Finished, Click Here. Emotive Preferred Communication Style of Name: The identified preferred communication style is an Emotive. An emotive enjoys a fast paced, enthusiastic environment where persuasive skills can be used to bring others into an alliance to accomplish goals. An emotive has a dynamic ability to think quickly and thrive on involvement with people. The Preferred Range of Communication Styles of Name 32 31 31 30 29 29 28 28 27 26 26 25 24 23 Reflective Supportive Directive Emotive The highest point on this chart is the dominant or preferred communication style. The other bars show the preferences for alternative styles. You may now print this completed survey for future reference. Copyright 2009 SELLING TODAY Communication Styles Exercise SUGGESTIONS FOR SELF-IMPROVEMENT Person Preferred Communication Style Name Emotive An Emotive may enjoy more success and happiness by controlling the use of his or her time and emotions, developing a more objective mindset, and taking a more logical approach to projects and issues. He or she needs to spend more time checking, verifying, specifying and organizing, while developing more of a task focus. Specifically, an Emotive may enjoy more success when communicating with other styles in the following manner: Communicating More Effectively With The Supportive Take time to build a social relationship with the Supportive person. Spend time learning about the matters that are important in this individual’s life—family, hobbies, and major interests. Listen carefully to personal opinions and feelings. Supportive individuals like to conduct business with people who are professional but friendly. Therefore, study their feelings and emotional needs as well as their technical and business needs. Throughout your relationship provide personal assurances and support for their views. If you disagree with a Supportive person, curb the desire to disagree too assertively; Supportive people tend to dislike conflict. Give them time to comprehend your thoughts. Patience is important. Communicating More Effectively With The Directive The key to relating to a Directive is to keep the relationship somewhat businesslike. Developing a strong personal relationship is not a high priority for Directives. In other words, friendship is not usually a condition for a good working relationship. Your goal is to be as efficient, time disciplined, and well organized as possible and to provide appropriate facts, figures, and success probabilities. Most Directives are goal-oriented people, so try to identify their primary objectives and then determine ways to support and help with these objectives. Ask specific questions and carefully note responses. Look for specific points you can respond to when it is time to present your ideas. Communicating Effectively with the Reflective The Reflective person responds in a positive way to thoughtful and well-organized ideas and plans. Arrive at meetings on time and be well prepared. In most cases it is not necessary to spend a great deal of time working on a social relationship. Reflective people appreciate a no-nonsense, businesslike relationship. Use specific questions that show clear direction, and once you have information concerning the reflective’s needs and interests present your thoughts in a slow, deliberate way. Provide facts and as much documentation as possible. Do not be in a hurry and be careful about pressuring the Reflective to make a quick decision. Reflective 2 PRECISE 2 DELIBERATE 2 METHODICAL 4 CAUTIOUS 4 ORGANIZED 2 DISCIPLINED 4 DILIGENT UNEMOTIONAL 1 3 METICULOUS 2 SERIOUS Survey Calculation Supportive Directive 3 4 CONFORMING INTENSE 3 2 RELAXED BOLD 3 APPROACHABLE 4 FORCEFUL 4 3 SENSITIVE INFLUENTIAL COLLABORATIVE 2 DETERMINED 3 2 PATIENT UNRELENTING 3 3 3 GENTLE AGGRESSIVE 3 LIGHTHEARTED COMPETITIVE 2 4 2 WARM REQUIRING 1 3 RESERVED DECISIVE Emotive 3 DYNAMIC 3 OUTSPOKEN 4 EXCITABLE 4 TALKATIVE 3 STIMULATING SPONTANEOUS 2 ENTHUSIASTIC 3 2 PERSUASIVE 3 EMOTIONAL 4 SOCIABLE TOTAL TOTAL TOTAL 26 29 Reflective 26 List Supportive Directive Emotive Total Maximum 29 28 31 114 31 0 1 2 3 4 TOTAL 28 31 Styles Descriptions Reflective The identified preferred communication style is a Reflective. A reflective enjoys studying problems and finding s Supportive The identified preferred communication style is a Supportive. A supportive enjoys teamwork that provides close Directive The identified preferred communication style is a Directive. A directive enjoys accepting challenges and authorit Emotive The identified preferred communication style is an Emotive. An emotive enjoys a fast paced, enthusiastic enviro Styles Improvement Reflective A Reflective may enjoy more success and happiness by openly showing concern and appreciation of others, oc Supportive A Supportive may enjoy more happiness and success by saying “no” occasionally, and attending to the complet Directive A Directive may enjoy more success and happiness by practicing active listening, adopting a more relaxed pace Emotive An Emotive may enjoy more success and happiness by controlling the use of his or her time and emotions, dev Styles Communication with Others Specifically, a Reflective may enjoy more success when communicating with the three other styles in the following manner: Specifically, a Supportive may enjoy more success when communicating with other styles in the following manner: Specifically, a Directive may enjoy more success when communicating with other styles in the following manner: Specifically, an Emotive may enjoy more success when communicating with other styles in the following manner: Communicating Effectively with the Reflective The Reflective person responds in a positive way to thoughtful and well-organized ideas and plans. Arrive time and be well prepared. In most cases it is not necessary to spend a great deal of time working on a s Reflective people appreciate a no-nonsense, businesslike relationship. Use specific questions that show and once you have information concerning the reflective’s needs and interests present your thoughts in a way. Provide facts and as much documentation as possible. Do not be in a hurry and be careful about pr Reflective to make a quick decision. Communicating More Effectively With The Supportive Take time to build a social relationship with the Supportive person. Spend time learning about the matters important in this individual’s life—family, hobbies, and major interests. Listen carefully to personal opinion Supportive individuals like to conduct business with people who are professional but friendly. Therefore, s and emotional needs as well as their technical and business needs. Throughout your relationship provide assurances and support for their views. If you disagree with a Supportive person, curb the desire to disag assertively; Supportive people tend to dislike conflict. Give them time to comprehend your thoughts. Patie Communicating More Effectively With The Directive The key to relating to a Directive is to keep the relationship somewhat businesslike. Developing a strong relationship is not a high priority for Directives. In other words, friendship is not usually a condition for a g relationship. Your goal is to be as efficient, time disciplined, and well organized as possible and to provide facts, figures, and success probabilities. Most Directives are goal-oriented people, so try to identify their p and then determine ways to support and help with these objectives. Ask specific questions and carefully n Look for specific points you can respond to when it is time to present your ideas. Communicating More Effectively With The Emotive If you are communicating with an Emotive person, you will need to move at a somewhat rapid pace that h attention. Be enthusiastic and avoid an approach may be stiff and formal. Take time to establish goodwill relationships. Do not place too much emphasis on facts and details. To deal effectively with Emotive peo that provides support for their opinions, ideas, and dreams. Plan to ask questions concerning their opinio be prepared to help them get “back on track” if they move too far away from the topic being discussed. M contact and, above all, be a good listener. studying problems and finding solutions to them. A reflective focuses on challenges and works in an organized, disciplined manner in order ys teamwork that provides close, friendly, personal relationships with others. A supportive is people-oriented and has the ability to get others ccepting challenges and authority, and providing quick solutions. A directive exhibits firmness in relationships and is oriented toward product a fast paced, enthusiastic environment where persuasive skills can be used to bring others into an alliance to accomplish goals. An emotive rn and appreciation of others, occasionally trying shortcuts and time-savers, and adjusting more readily to change and disorganization. He or ally, and attending to the completion of tasks without oversensitivity to the feelings of others. He or she should be more willing to delegate to ng, adopting a more relaxed pace, and developing more patience, humility and sensitivity. He or she needs to show concern for others, use m is or her time and emotions, developing a more objective mindset, and taking a more logical approach to projects and issues. He or she nee tyles in the following manner: he following manner: following manner: e following manner: zed ideas and plans. Arrive at meetings on deal of time working on a social relationship. pecific questions that show clear direction, present your thoughts in a slow, deliberate rry and be careful about pressuring the e learning about the matters that are arefully to personal opinions and feelings. nal but friendly. Therefore, study their feelings ut your relationship provide personal on, curb the desire to disagree too ehend your thoughts. Patience is important. slike. Developing a strong personal t usually a condition for a good working d as possible and to provide appropriate ple, so try to identify their primary objectives fic questions and carefully note responses. as. somewhat rapid pace that holds their e time to establish goodwill and build ffectively with Emotive people, plan actions ons concerning their opinions and ideas, but e topic being discussed. Maintain good eye organized, disciplined manner in order to reach his or her objectives. oriented and has the ability to get others to open up and share their feelings about goals and objectives. ionships and is oriented toward productivity and goals. liance to accomplish goals. An emotive has a dynamic ability to think quickly and thrive on involvement with people. ily to change and disorganization. He or she should strive to improve on decision-making timeliness, initiating new projects, compromising w e should be more willing to delegate to others and to reach beyond his or her comfort zone to set goals that require some stretch and risk. needs to show concern for others, use more caution, verbalize the reasons for their conclusions, and participate more as team players. h to projects and issues. He or she needs to spend more time checking, verifying, specifying and organizing, while developing more of a tas es. nt with people. initiating new projects, compromising with the opposition and stating unpopular decisions. als that require some stretch and risk. participate more as team players. anizing, while developing more of a task focus.
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