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Now tally up the columns
and label them as follows:
First column: Driver
Second column: Expressive
Third column: Amiable
Fourth column: Analytical
The Column with the most
words underlined describes your Learning
Style.
Learning Styles:
Drivers: Type A:
These people get things accomplished,
they cut to the chase and are
action-oriented. Their worst fear is
you are gong to waste their time. They are
brief, no small talk, they get to the point.
They are poor listeners, don�t like
detail and can make quick decisions, not
based on all the information. They are
brusque and can be abrupt. They know they
are always right, are judgmental
and highly opinionated. You treat them
as follows: Think before you open
your mouth, say just what they need to hear
(talk in bullets), don�t take it
personally, and don�t be friendly. You
aren�t rude, but they don�t want to get into
personal information, just what they
need to know.
Expressive: Type A: These people
love to talk�a lot. They are very
verbal, never met a stranger, are abstract
thinkers, the creatives. They are
articulate, enthusiastic and influence
others easily. They are allergic to paper,
so don�t like lots of detail. They are
people-centered, and don�t like
working alone. They are poor listeners
and will often say the same thing three
different ways because they are constantly
thinking and revising. They have lots of
energy. You treat them as follows: Treat
them friendly, but only a few
seconds, then take control of the
conversation. Interrupt (using their name
usually works) and control the
conversation like a game of verbal
tug of war.
Amiables: Type B: These people are
nice. They are responsible, reserved,
logical, cooperative, patient and
persistent. They won't delegate,
they take all responsibility on
themselves. They are terrific listeners
and are great team players.
They don�t like fast change, and want to be
treated fairly. They are a little more
tentative, and don�t need the spot
light. You treat them as follows:
Never, never take them at face value. Listen
with your eyes, between the lines,
draw them out and treat them fairly.
Give ideas time to incubate.
Analyticals: Type B: These people are
quantitative. They are
precise, perfectionists and
they see themselves as experts. They are
controlled, and always must have all the
facts. They love to teach, are
critical thinkers and don�t like
people to break the rules. They are a little
reserved and ask for everything
with great detail. You treat them as
follows: Understand they must have
everything in writing, need
time to analyze and process
information, and want you to give them
documentation on everything, in writing.
They resist change and are not
as flexible as others styles.
More About
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Drivers:
In order to build rapport and treat
people the way they want to be treated,
we need to understand the cues they are
giving us. The next time you find
someone acting pushy, results-oriented,
and so to-the-point you�d like to yell,
you�ve got yourself a Driver, treat them
accordingly. If you�re a Driver,
understand you probably come off too
pushy and would be more effective by
backing off a bit.
Expressives: If you find yourself
with someone who has already asked you
the same question twice and did not pay
attention to the details you just sent
them, you�re probably dealing with an
Expressive. If you are this type
understand that others want you to be
more succinct and get to the point.
Amiables: If you are working with
someone who is laid back, easy going,
never seems to cause waves or voice an
opinion too loudly, you�re dealing with
an Amiable. If you�re this type remember
to be more assertive, people will be
surprised�and respect you for it.
Analyticals: If the person you�re
working with seems to be caught up in
detail, asked very specific questions
and documents everything, you�ve got
yourself an Analytical. If this is your
type understand that others see you as
rigid and unbending, you need to be a
bit more flexible.
There are no absolutes here, but by
treating people the way they prefer to
be treated we can influence, motivate
and delegate more effectively, and with
less stress. |
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