Behavioral Style Patterns – The Basics

Create chemistry instead of conflict.

 This highly participative learning program helps you to improve your performance in working with colleagues and customers. The program is based on a matrix model that details the behavioral differences between people and features a multi-rater instrument called The Behavioral Style Profile -  a psychometric feedback tool that provides valid and reliable feedback on how your actions impact people who are important to your success. The combination of feedback and efficient learning helps you improve your ability to:

  1. demonstrate your support and appreciation of others
  2. express your understanding of another person’s personality and preferences
  3. become better recognized as a trusted and reliable partner

Target audience

 Those who want to become more effective in their personal and work relationships by realizing the personality styles and preferences of others and building rapport with them. 

Key learning points & outcomes

 We all know from experience that people do business with people they like. We could even say, that when two people want to do business together, they don't let the details stand in the way.It makes sense, therefore, to like and be liked by as many people as possible. Your ability to create rapport with a large number of people is a fundamental skill in sales, management, personal relationships, and everyday life. 

We have all heard of the ‘Golden Rule’ — "Do unto others as you would have them do unto you." Many people aspire to live by it. The Golden Rule, however, may not be a panacea. Just think about it. This rule implies the basic assumption that other people would like to be treated the same way that you would like to be treated. That is patently false. In fact, it could be argued that the Golden Rule is a self-centered rule, and not very different from the traditional salesman who assumes his product is right for his prospect and approaches the sale without considering the prospect's needs. In sales —and relationships— one size (yours) does not fit all. With the Golden Rule, you run a greater risk of creating conflict than chemistry. After all, people have different needs, wants, and ways of doing things.
 
An alternative to the Golden Rule is a much more productive one we could call the Platinum Rule: "Treat others the way they want to be treated." There is quite a difference. The Platinum Rule accommodates the feelings and preferences of others. The focus of relationships shifts from "this is what I would want, so I'll treat everyone this way" to "let me first understand what you want, so I can act accordingly."
 
Building rapport with people based on the Platinum Rule requires some thought and effort, but it is the most insightful, rewarding, productive and after all easy way to interact with people.
 
Our goal is to achieve personal chemistry and productive relationships with those around us. We do not have to change our personality, nor to roll over and submit to others. We simply need to understand what drives people and recognize our options for dealing with them effectively.
 
Perhaps the most important realization we can make in our quest for personal growth is that there is no single formula that defines the path to personal success. We all have different goals, priorities and personalities, which means that different things make us feel good about ourselves. We also have different natural strengths and weaknesses that are a part of our inherent personality type.
 
We all send out signals revealing our personality and behavioral style. Which words we choose, our body language, the speed and rhythm of our speech, for example. How we dress, how our office is organized, how fast we walk. We also send signals by how openly we share our feelings, how quickly we make decisions, and how eagerly we embrace change. The signs are numerous. If we learn to recognize and interpret these, we will soon recognize and accommodate the behavioral styles of the people we interact with.
 

Course form

  •  1-day in-company training workshop
  • Group size: 10-15
  • Participants receive a personal copy of the Behavioral Style Profile assessment, and the TMI workbook Behavioral Style Patterns – The Basics
  • This program can be also followed by further related TMI learning programs Behavioral Styles and Communication, Behavioral Styles and Management, Behavioral Styles and Teamwork.)