Tony Alessandra

I thoroughly enjoyed your speech and found many new, useful ideas to use immediately in my business... That's a great presentation. Thanks!
--Rose Clayton

I wanted to pass along my personal thanks to you for speaking at our annual Program Manager's conference. All of the feedback that I received, both in person, as well as in writing, was overwhelmingly positive, and your talk was a big part of that! Thanks again, and I hope that we'll see you at a future Harris event.
--Amos Morse

Thank you for the kind words. Your presentation was the best of all outside presentations - everyone thought you were great! I look forward to the opportunity to put you in front of other clients of ours in the future.
--Jay

Tony's presentation had real impact. The points he made were not only relevant to our audience, they were delivered in a way to make them memorable and fun. It was great to have such an important topic delivered with punch as well as humor. His anecdotes were fabulous. Ask him about the pots and pans.
--Corrine Smith

Thanks so much for your presentation at NSA San Diego last week. It was the best combination of practical tips and inspiration that I have seen at an NSA meeting ever! Thanks again for your powerful message and willingness to spend so much time with those of us starting out.
--Jim Cartmill

Tony Alessandra

Welcome to this issue of "Dr. T's Timely Tips" by Dr. Tony Alessandra. Please send your feedback to info@alessandra.com!

Adjusting to Other People's Styles - Prescriptions for Flexibility

The following suggestions will help you adapt to other people's behavioral styles when you are dealing with customers.

RELATERS
Indirect and Open

NEEDS TO KNOW ABOUT: How it will affect their personal circumstances
DO IT WITH: Warmth
SAVE THEM: Conflict
TO FACILITATE DECISION-MAKING PROVIDE: Personal service and assurances
LIKES YOU TO BE: Pleasant
SUPPORT THEIR: Feelings
CREATE THIS ENVIRONMENT: Personal
MAINTAIN THIS PACE: Slow/relaxed
FOCUS ON THIS PRIORITY: The relationship/Communication
AT PLAY BE: Casual and cooperative
USE TIME TO: Develop the relationship
WRITE THIS WAY: Warm and friendly
ON THE TELEPHONE BE: Warm and pleasant

SOCIALIZERS
Direct and Open

NEEDS TO KNOW ABOUT: How it enhances their status and visibility
DO IT WITH: Flair
SAVE THEM: Effort
TO FACILITATE DECISION-MAKING PROVIDE: Testimonials and incentives
LIKES YOU TO BE: Stimulating
SUPPORT THEIR: Ideas
CREATE THIS ENVIRONMENT: Enthusiastic
MAINTAIN THIS PACE: Fast/spontaneous
FOCUS ON THIS PRIORITY: The relationship/Interaction
AT PLAY BE: Spontaneous and playful
USE TIME TO: Enjoy the interaction
WRITE THIS WAY: Informal and dramatic
ON THE TELEPHONE BE: Conversational and playful

THINKERS
Indirect and Guarded

NEEDS TO KNOW ABOUT: How they can justify it logically/How it works
DO IT WITH: Accuracy
SAVE THEM: Embarrassment
TO FACILITATE DECISION-MAKING PROVIDE: Data and documentation
LIKES YOU TO BE: Precise
SUPPORT THEIR: Procedures
CREATE THIS ENVIRONMENT: Serious
MAINTAIN THIS PACE: Slow/systematic
FOCUS ON THIS PRIORITY: The task/The process
AT PLAY BE: Structured/Play by the rules
USE TIME TO: Ensure accuracy
WRITE THIS WAY: Detailed and precise
ON THE TELEPHONE BE: Businesslike and precise

DIRECTORS
Direct and Guarded

NEEDS TO KNOW ABOUT: What it does/By when/What it costs
DO IT WITH: Conviction
SAVE THEM: Time
TO FACILITATE DECISION-MAKING PROVIDE: Options with supporting analysis
LIKES YOU TO BE: To the point
SUPPORT THEIR: Goals
CREATE THIS ENVIRONMENT: Businesslike
MAINTAIN THIS PACE: Fast/decisive
FOCUS ON THIS PRIORITY: The task/The results
AT PLAY BE: Competitive and aggressive
USE TIME TO: Act efficiently
WRITE THIS WAY: Short and to the point
ON THE TELEPHONE BE: Short and to the point

Here's to more personal insight,

www.alessandra.com

Bend - Don't Break Down.

How willing are you to change your perspectives or positions in certain situations?

Do you tend to face ambiguous situations negatively?

Are your responses to certain people, conditions, or events based in fear or anxiety?

When you voluntarily refrain from participating in situations because of your lack of flexibility, you limit your horizons. You decrease your chances of personal and professional success.

The Flexibility eWorkbook is an interactive tool that analyzes your personal attitudes toward yourself, others, and the situations you face. This eWorkbook is a powerful tool that will help you begin to dispel those negative attitudes that are holding you back from realizing your full potential.

- Increase your tolerance and respect for others, your confidence, and your positiveness - all of which enhance your flexibility!
- Decrease your rigidity, discontent, and competitive drive - all of which hinder your flexibility!

To purchase the Flexibility eWorkbook, please click here.

Share these ideas with others at work and in your personal life. Being a mentor and helping others is one of the most rewarding things you will ever do. They may get their own free subscription by going to http://www.alessandra.com/abouttony/timely_tips_signup.asp

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Dr. Tony Alessandra, author of "Dr. T's Timely Tips", is available as a speaker for corporate and trade association meetings. Teleseminars and webinars are also available. Contact Holli Catchpole at SpeakersOffice: 1-800-222-4383 or Holli@SpeakersOffice.com

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