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2. Personal Profiles Objective Identify your personal style and those of each of your key clients. Adapt your approach to their personal style. Understand them better and be able to respond to them according to their styles. Process Dimensions of Behavior Personal Profile. Value Increase the effectiveness of client interactions.

3. Dimensions of Behavior Personal Profile

4. Tell D I Task People C S Ask General Attributes

5. Likes challenge • Bottom-line results • Quick decisions • Takes control • Always right • People person • Fun loving • Helps others • Likes recognition • Needs to be the center of attention D I C S • Standardized • systems • Diplomacy • Critical thinker • Details and facts • Needs information • Good listener • Stability • Calming • Status quo Basic Traits

6. D I C S General Attributes Most Conflict Most Need

7. D I C S Identifying Personalities • Asks “when” • Always netting it out • Abrupt • Telling you how it is • Handshake firm with eye contact • Asks “who” • Asks who you have dealt with before • Very talkative • Will tell you how they feel • Handshake straight up and down • Asks “how” • Will want to know how the process works • Will want copies of whatever info you have • Handshake quarter palm up • Asks “why” • Will want to know if they can get their money back • How can they be sure? • Handshake palm up

8. D I D I C S C S Stress Patterns • Tells by yelling • Goes away to think about options • Blames with “guns” out • Tries to make peace – “911” • Blames • Tells people what to do • Tries to make peace • Goes away & NEVER comes back • Goes away to think about options • Understands options & tells you what to do • Tries to make peace • Blames – “911” • Tries to keep everyone on an even keel • Tries to infuse logic into chaotic situations • Handles stress as a non-issue

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