Spotting the High Influence Style in conversations. The High Influence style has these behavioral characteristics:
- Likes to interact and persuade others to his or her point of view
- Is good at including others, interacting with others, selling ideas
- Is outgoing and social
- Trusts others easily
- Is very enthusiastic and optimistic and does not want to focus on topics that bring him or her down
- Is a creative problem solver, especially involving people
- Is great at networking
- Is fun loving and impulsive
- Can be perceived by other styles as insincere because he or she is so friendly to everyone
- Does not like pessimism, negativity, or skepticism
- Fears not being liked
- May not notice changes initially
- Reduces stress by going to a social event, talking with people he or she likes
- Needs to learn self-discipline
- Makes quick, impulsive decisions and will appreciate creative new possibilities
The High Influence style is drawn to:
- Showy, flashy, new trends
- Social standing
When speaking with a High Influence-style person, frame your ideas this way:
- "I'm excited we are going to . . ."
- "Imagine this . . ."
- "So many people will . . ."
- "I feel so happy about . . ."
- "You'll win the chairman's club award if you . . ."
- "Wow, this is going to be fun . . ."
- "I love working with you because . . ."
- "This is great news! . . ."
When talking with a High Influence-style person, avoid:
- Using lots of facts, data, and logic to persuade.
- Getting frustrated when the person goes off on a tangent. Just bring him or her back to the conversation at hand.
- Expecting him or her to stick with detailed, complex, long-term projects (High Influencers need variety).
Who do you know who prefers the High Influence Communication Style?
How will you use this information to connect with them?
Each person has a preference that includes looking out of one, two, or three of these communication styles windows. One or two styles tend to be used less than the others. The style we use less is the one that we likely have the most trouble with when we interact with people who choose that style as their preference.