Reference no: EM133184716

Level 2 presents personality profiles as a frame for presentations. As suggested in Level 2, framing presentations with personality profiles

• fosters communication on a deeper level,
• establishes a connection with audience members' dominant personality traits, and
• helps understand how audience members make decisions.

EI Games Level 2 transcript:

Profiling a group or a single prospect enables you to communicate more effectively based on a deeper understanding of the personality orientation of the audience. Profiling allows you to understand and connect better by engaging directly with the dominant personality you observe.

The next page will introduce the four personality profile descriptions used at Planet Jockey Inc. 

(Method)

• A Method is someone who is overtly analytical and detail-oriented.
• Listen for them to say things like: agenda, process, proof, methodology, timeline and specs.
• Look for someone who is: introverted, thoughtful, cautious and business-like.

(Spotlight)

• The Spotlight is Method's polar opposite. Spotlights are people who thrive on stimulus and being the center of attention. In a business context, Spotlight folks are
  passionate and creative.
• Listen for them to say things like: vision, possibility, big idea, creative, out of the box.
• Look for someone who is: enthusiastic and relishes bringing the conversation around to them.
• Lookout for objects they have close by, such as photographs depicting objects or people with status.

(Improv)

• Improvs are emotion and relationship oriented. They love stories and are focused on establishing a human connection.
• Listen for them to say things like: relationship, people, consensus, values, beliefs, and togetherness.
• Look for signs of: openness, warmth, casualness and friendliness.

(Stage)

• Stage types are decisive, confident and purposeful individuals, looking for outcomes and final decisions. They have short attention spans, and while they share similarities with Methods, they tend to avoid detail, can be challenging and relish a good debate.
• Listen for them to say things like: results, performance, goals, task, returns and bottom line.
• Look for signs of: structure, focused and business-like.

You must adjust your presentation accordingly to connect with each individual personality. Profiling allows you to connect with your customer by communicating in a way they appreciate and by tapping into the ways they make decisions.

The prospect is a classic Method. Her focus is on process and detail. She sees the issue as less about the people aspects of the event, rather, she is concerned more about the task. Connecting with Jackie, in the presentation therefore, will be all about how things get done, work practices, process and detail. This will connect you with her on the basis of your understanding of her profile characteristics, what's important to her and the filter through which she will judge you.

In this case, Anita's hobbies on display and pictures with famous people signal a sense of self-importance and the Harley model displays a passion in plain view, to be commented on and talked about. She focuses on "the big picture over detail. These are key Spotlight traits.

Stages place a high priority on confidence, and decisiveness. They relish a debate, will challenge your assumptions and will respect people who defend their position and who will not crumble when challenged.

While a customer testimonial is a powerful asset to a presentation, for a Method, process and timelines drive the decisions. Recall the revealing comments - "I'm the one who has to get this done." This suggests she is a Method profile who places the process of getting the work done as her primary motivation. For this reason, a detailed timeline will appeal most.

People possess multiple personality traits, but one is nearly always dominant. A Spotlight is characteristically energetic and engaging, but in circumstances can appear abrupt. A situational difference in demeanor does not necessarily indicate a different personality profile. We all have multiple traits, but one is dominant and surfaces most often. Best is to be empathetic and adjust in the moment.

Sandy Wellstone displays classic Improv (people and emotions) qualities. She places an emphasis on people, and value systems. Her personal experience of beginning at the bottom is profoundly connected to her views of the company, and indeed her vision of its future and definition of the customer base. Connecting with Sandy is to reflect an understanding and empathy with her value systems and beliefs.

Different personality types take distinct approaches to making decisions. Knowing how to spot these personality types and communicate effectively to them is your key to winning.

• Compare and contrast the personality profiles offered in the EI Games Level 2 with the profiles developed for the Myers-Briggs type indicator (MBTI).
• Identify three significant differences.
• Discuss which approach you are most comfortable with and what gives you confidence in the approach you prefer.
• Appraise the value or lack of value associated with using personality types to frame a presentation prepared for those in your work environment.
  • How will you measure the effectiveness of personality profiles in obtaining the following desirable benefits: (a) fostering communication on a deeper level, (b) establishing a connection with audience members' dominant personality trait, and (c) understanding how audience members make decisions?
  • How will you address the common use of so-called canned presentations? Is it possible to frame canned presentations with a general personality profile, or must all presentations be tailored to a specific audience?
  • How much training in personality assessment do those framing presentations with personality profiles need to leverage the concept effectively?
  • How important is it to use documented valid and reliable measures to develop personality profiles?