TOPICS FOR TODAYS DISCUSSION

1. TOPICS FOR TODAYS DISCUSSION The consultant secret Communication Framework Active listening, knowing your customer Knowing each other better Increase our ability to connect

2. Pool: • What is the most important attribute of a successful Consultant? Coach? • Aliveness • Zest • Positivity • Open-minded • Knowledgeable • Active Listener • Approachable • Authenticity The Consultant/Coach secret ?

3. Less Emotional Analytical Driver More Assertive Less Assertive Pool : Who do you think you are ? Put your name against one of the boxes Amiable Expressive More Emotional Who are you ? “ People Styles at work – Robert Bolton and Dorothy Bolton”

4. Personality • Focused on people • team player • Likes being with others • Helpful • very sensitive to other people’s feelings • patient with people • Appearance • Body language is low key • Gestures are subdued • clothing is appropriate and casual • Speech • voice is warm • volume is low • good with small talk • conversation is focused on people The Amiable

5. To communicate with Amiables… DO Startwith a personal comment Show sincere interest in them as people Listen and be responsive quickly Be casual and non-threatening Ask “how” questions Provide assurances DON’T

6. Personality • Focused on having fun • Flamboyant • loves being the center of attention • high energy • prefers to be with people always • natural networker • imaginative • Appearance • Rarely stands or sits still, • always moving feet or legs, • uses flowing gestures that are big and forceful • Speech • Talks more than he listens, talks loudly and rapidly • tend to think out loud • natural storyteller with jokes and examples The Expressive

7. To communicate with Expressive… DON’T DO Be fast-moving, entertaining Leave time for socializing Talk about their goals Deal with the “big” picture Ask for their opinions & ideas Provide examples from people they believe are important Offer incentives or rewards

8. Personality • Focused on facts • Systematic • well-organized • craves knowledge • Conservative • likes to be alone or with just a few people • perfectionist • Appearance • show little emotion • other people find them hard to read • body language is low-key • walk slowly • few hand gestures • little eye contact • Speech • volume is low • pace is slow. • Talk less • Frequent hesitations • Breaks conversation into points “(First…, second…”) The Analytical

9. To communicate with Analyticals… DO Prepare in advance Be accurate Be direct List pros and cons Present specifics Be persistent Use timetables for actions Provide tangible, practical evidence DON’T

10. Personality • Focused on achieving goals • and getting results • get-it-done person • decisive and • practical • Appearance • Body language suggests purposefulness • walks and moves faster than other people • gestures can be very forceful • Speech • very fast-paced • blunt about stating opinions • or making requests • direct and to the point The Driver

11. To communicate with Drivers… DO Be specific and brief Stick to business Be prepared Present facts clearly Ask “what” questions Provide alternative solutions Take issue with facts DON’T

12. What are your customers looking for ? BREAKOUT ROOMS

13. We are an enthusiastic and knowledgeable group of Energy Psychology and Business Experts Thank You ! Questions? Contact us at: Tel: 0032470529889 Paula.Baptista@xpadvisors.com www.exponentialperformanceadvisors.com