Take the Assessment for free this month by typing in the coupon code TAFLAT


11/15/2018 1 Comment

So, as an expert in Communication Styles, you'd think those of us at The Academy for Leadership and Training would be fantastic communicators, right? Well, I'm here to tell you, we need training just like everyone else!

Recently, we delivered an interactive workshop, based on Merrill's Communication Styles (Analytical, Driver, Expressive, Amiable), and we were reminded of how critical it is to continually refresh our knowledge of the Styles, for our own operations. Here's how that played out...

One of our key clients is highly "Analytical" - (if you're fluent in DISC, he's a "turbo C"). Every time we would present a proposal to him, he wouldn't act on it. Of course, that made us feel insecure because we thought we had missed the mark. Our insecurity would lead to an unnecessary follow-up phone call or an email. All our client wanted was time. Time to process and time to consider the options and path forward. Fortunately, this client hired us and agreed to our proposal, but we paused to reflect on how we could improve.

​Here's a handy list to help you communicate better with your clients (assuming you can assess their Communication Style):

  • Analyticals:
    Give them enough information to make a decision, tell them you're open to giving more information, and be patient!
  • Drivers:
    Write your proposals in simple checklists & bullet points, put details in an appendix, be ready for questions!
  • Expressives:
    Be prepared to give details, but plan meetings to "brainstorm together" and "develop the big picture"
  • Amiables:
    Start every communication with some greeting, take notes on details about them and their team.

The Four Quadrants of Communication Styles

Keep in mind, these tips are just that - tips. People adjust, and their styles adjust too. We all know there is no magic bullet when it comes to communication - the best is to lead with what you think is the style they need. Our rule: "The Golden Rule is to treat others as you would like to be treated; the Platinum Rule, though, is to try to treat others as THEY would like to be treated!" ​

- Jim




Great points!!

Leave a Reply.


Jim Glantz is the Managing Partner of The Academy For Leadership And Training (TAFLAT). A 20+ year Executive of Organizational Development & Training, Jim holds a doctoral degree in Organizational Development and a Masters in Education from UCLA. Jim is an Associate Professor & the author of numerous articles.