Mentalsidewalk

The majority of our day is spent trying to communicate our message or to understand the relevance of a message from others. The question we need to consider is how many hours a day do we waste in frustration and ineffectiveness because we do not seem to be able to get on the “same page” in our communication with others.

Everything revolves around our core personalities; how we think and what we do.  And it doesn’t have to be conscious, because we have gotten so proficient at adapting our behaviors in situations that we forget who we really are and what really makes us tick.

By now you should have realized that there is no magic formula for successful leadership. There is no book, seminar or course that can inject the right ingredients into you and your situation to make you a successful leader. Consider those that you believe were successful leaders.  Did they all have the same personality traits?

For example, in managing information, a leader can be the center or hub of an organization’s communication wheel or he/she may prefer to sit at the end of a hierarchy that reviews information and simply presents them as options to the leader.  These are contrasting styles, but both can be effective in the right situations.

By its very definition, leadership involves providing guidance and direction to followers. Understanding how personalities influence actions, responses, purchasing decisions, etc. can help a leader provide guidance and direction.

Consider the impact of personalities on a sales meeting: We all know that purchasing decisions are not made solely on the merits of the product.  As successful sales professionals, we are constantly aware that it is our ability to communicate and build rapport with a potential buyer that greatly enhances our ability to close a sale.

There are several psychological definitions and categories of personality traits. Consider the following as a guide to help us start on our path to awareness.

QUESTIONER:
They are always looking for detailed facts and will ask many questions. Keep focused and be systematic with your conversation by avoiding jumping from one topic to the next. Be objective and back up everything with proof.

RUNNER:
Their minds are on multiple tasks and have the attention span that will last a few seconds.  They speak fast and move fast.  They are always looking for the conclusion and results. Therefore get directly to the point and than you can expand into the details. They always talk about results.

HELPER:
They are always looking after everyone’s needs and concerns.  They are more concerned about who you are as a person.  Once they understand you than they will want to talk about your product or service.

Be friendly and build rapport; talk emotionally; don’t pressure them; take your time; allow them to include others in decisions; give them one positive choice; help them justify their decision.

SEEKER:
They get excited about new things and adventures. They will not focus on details but more so the bigger picture.  Recognize them as being important; once you have built excitement and visualization than put details in writing and explain carefully.

Personalities have a major impact on your leadership style and success.  For those of you that find your interaction with others getting difficult or strained, it will be useful to Understand personalities and dealing with the differences.  This will prove to be one of the most critical tools to help you become a successful leader and connect at a deeper level with your relationships within your professional and personal lives.