So, last week we talked about treating others the way they want to be treated. How can we do this, it is hard for us to realize how others would like to be treated, because we so often think that they are like us. We use a four quadrant approach to studying behavior styles that is based on the work of William Moulton Marston PhD (1893–1947). It is also related originally to the Four Temperaments Theory systemized by the Greek physician Hippocrates.
Today we will begin with the first behavior represented by the letter D. This behavior style is driven, dominant, demanding, determined, and decisive. They are recognized as doers.
What we want to know is how to recognize, and then work with referral partners that primarily behave as “D”’s.
“D”s are result driven individuals. They seek concise and to the point communication, they are motivated by task accomplishment, and are high paced. With practice and close observation, you can begin to recognize those that have this behavior style. They tend to dress conservatively, preferring dark colors, focusing on business and results more than popular interaction. They tend to be fast paced, busy people that are competitive and like to win, they like new ideas and to focus as mentioned on results.
As mentioned last week, according to the Platinum Rule, to get along best, we should treat others as they prefer to be treated. This means that when we are working with a referral source that is a “D” we should focus on results, keep the conversation moving at a rapid pace, focus on the highlights and not get bogged down details. Furthermore, we should keep the interaction focused on business.
With this said, it is very possible to interact with any of the four behavior styles no matter your style, the important ingredient to make this work is knowledge of the behavior styles and how they can work together. Come out to the advanced training in Oct to find out more about Networking with Behavior Styles.
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