Engaging through communicating. What is your style?

During my tenure teaching business courses at Passaic County Community College, the Chair of the Business Program at the time, approached me to see if I would like to teach a very specialized course, connected to a degree program at William Paterson University. This course was titled “Professional Selling,” and the goal was to provide a foundation not just on the theories associated with how to conduct sales, but how to actually conduct sales, and fortify your personal and professional brand.?

As this was new and fascinating, I felt up to the task and started almost immediately to develop my course materials. During the development, I stumbled upon the principles of communication styles in business and professional development. This knowledge is something I keep close to me to this very day, as it helps me to understand, govern and level-set the way I engage professionally and even sometimes, personally. I later discovered that understanding communication styles can help in terms of developing personas and a broader understanding of your industry.

So, with that, let’s explore the four types of communication styles:

1.?????Emotive Communications

An emotive communicator stands out in the crowd. This person will try to appear quite active (even though that may not be the truth,) takes social initiatives, encourages informality, and expresses emotions based on opinions versus facts. An emotive communicator also runs the risk of becoming too outspoken to the point of becoming offensive.

The best way to deal with an emotive is:

• Move at a pace that holds their attention the attention of the prospect.
• Be enthusiastic.
• Plan actions that provide support for their opinions but be prepared to get them back on track if they stray.

2.????? Directive Communications

A directive communicates firmly and will project themselves as overseeing every facet of an operation. They will always appear to be busy (even thought they may not be,) will always look and act seriously, and even may go as far as giving the impression that they are not listening, or even do not care; even going to the point of arrogance where they become dictatorial and bossy,?

To that, the best way to deal with someone who is directive is:

• Keep the relationship to the point and as businesslike as possible.
• Be efficient, time disciplined and well organized.
• Present facts, talk to goals, and ask questions.

3.????? Reflective Communications

Someone who is reflective is the polar opposite from the above.? For one, a reflective controls their emotions, displays a preference for orderliness, and tends to express measured opinions. This translates to being stuffy, formal, and unwilling to make an immediate decision.

To that point, when you talk to someone with a reflective personality, you should:

• Stay organized in your approach, no nonsense is key.
• Arrive on time for your meetings.
• Be prepared and deliberate in your discussion.

4.????? Supportive Communications

Finally, someone who is supportive is an individual who is easy to listen to. They don’t normally force their opinion, but they are very good at listening, avoiding the use or overuse of power, and will make decisions in a thoughtful and deliberate manner.? In reality, an individual who is supportive will try to comfort everyone but will also be anxious to win the approval of others, and in some cases, cannot make a strong enough stand for themselves, or others.?

Dealing with supportive people might be the easiest personality to deal with. Here’s what you can do:

• Take time to build a social relationship with the person and learn about their families, hobbies and more.
• Provide personal assurances that you are listening and on their side.
• Find ways to support their views or find the positives in what they say.

In my view, I have always considered my communication style to be “in the moment.”? There are some days where you need to be direct, emotional, reflective, or supportive. But the foundation will always focus on who you are from a personal and professional standpoint. Just be yourself, be aware of how people communicate, and figure out what your best course of action is moving forward. You’ll be thankful you did.

What’s your communication style?? Comment below and let me know.

Disclaimer: This blog and viewpoint represents my opinion only, and does not represent the viewpoints and opinions of any entity that I am affiliated with.