About Social Styles
Power Map ® is a mobile CRM solution edited by the French company Angiel ® Media.
Everyone has faced a situation where communication with an interlocutor seemed difficult or impossible. In contrast, with other people, it sometimes seems very easy. The Social Styles approach, sometimes called Persona-method, allows you to better understand and decode the behavior of your interlocutors.
This approach distinguishes four major types of social styles. These types are defined by two foundations : the power and expression of feelings. Each of us has a primary social style which does not vary. This does not mean we cannot change our behavior, but it will always be a major style in our behavior.
Social styles are positioned on a diagram as below. You will find it at two places in the poWeR map applicaion :
. in your user profile to enter your own social style
. in the personal information for each of your contacts to catch the social style of your prospects and clients based on your analysis, .
The vertical axis (ordinate) is in relation with the expression of feelings : does your client or yourself have rather a reserved character or rather an expansive character ? .
The horizontal axis (the x-axis) is in relation to the power: does your client or yourself try to gain the upper hand (lead the discussion) or to be more willing (to be guided)? .
This first allocation places your clients or yourself in a very simple matrix consisting of four squares where you can place 4 major social styles:
Expressive - Accommodating - Directing - Analytical. .
Expressive (Impose-Expansive)Energetic, enthusiastic, friendly, creative, intuitive, assertive, often late, facing the future, too busy, impulsive, optimistic, stimulating, overwhelmed, active player. .
Amiable (Listening - Expansive)Friendly, cooperative, sensitive, friendly, confident, friendly, relaxed, sociable, careful, often said yes, listening, attentive, accommodating, looking to the past, present and future, has time for others. .
Driver (Impose - Reserved)(Determined / resolved conscious objective, efficient, impatient, proves oriented concrete and profit, interest in the results, busy, hurried, direct, assertive, demanding, shows, is turned towards the present). .
Analytic (Listening - Reserved)Patient, cold, speaks little, precise, methodical, exact, specialized think / written-off, backward-looking, conscientious, do not take risks, thoughtful, organized, methodical. .
Each style is the opposite of the one in the opposite corner.
• An Expressive will make it difficult to understand and therefore to work with an Analytic whom he often see a cutter hairs or a fucker flies. In contrast, Analytics believes that Expressive is messy, angry and unreliable.
• A Driver experiences the same kind of problems with an Amiable that he deems too soft and consensual. In contrast, an Amiable often finds that the Driver is stiff and unfeeling.
However, if one knows his own style and accepts it, he will always be able to interact with a person of the opposite style, as we know from the outset what communication adopted.
Each social style has its strengths and limitations and NO SOCIAL STYLE IS BETTER THAN ANOTHER. Each of these styles simply requires special adaptation. Thus, an Expressive Profile (contractor) will be hard to do an expert job (profile of the researcher) and vice versa.
How to motivate your clients ?
The basic needs of each also depend on the style:
- The Expressive: personal recognition, be recognized and congratulated;
- The Amiable: belonging, to be loved, accepted;
- The Driver: self-realization, make decisions, achieve its objectives;
- Analytic : security, acquire knowledge;
Finally, stressful situations of your clients also depend on our social style :
- For an Expressive: stagnant situations, without stakes, without challenge
- For an Amiable: situations where people around ignore him or disown him
- For a Driver : a situation where he has no rights or no responsibilities, when someone decides instead of him,
- For an Analytics: situations where he has to act quickly, situations of "double or quits"
And finally, here are some ways to motivate each other:
The Expressive (the entrepreneur):valuing its actions, congratulating him. He has an expressive style and his "assertive affirmants" and tend to express their emotions and to assert themselves. They generally express more frequently, speak faster and with more intonation in his voice, and their conversation is usually very busy. Those expressive style tends to focus on personal matters and makes frequent use of anecdotes to bring their arguments. They are often have great spontaneity and can bring creativity and energy. However, they sometimes have difficulty to implement these ideas.
The Amiable:listen, do participate, seek assistance These individuals are "assertive demandants" and tend to express their emotions. They speak slower, more thoughtful and more intonation in his voice, and are very sensitive to the needs and reactions of others. People Accommodating style are those who give the most importance to personal relationships and are upset if there is a discord in the workplace. They can lose their common sense when they are overwhelmed by emotional or relationship problems.
The Driver (Director General, military, etc.):Entrust responsibilities, he set goals. These individuals Director style are "assertive affirmants" and tend to control their emotions but also to express themselves more often. They speak quickly and are very direct. Although their voice does not vary much by his intonation, they sometimes speak louder than people in other styles. People of manager style tend to focus on results and can get impatient when others take too long to reach a decision or are too emotional.
The Analytic (the expert, researcher, etc.).:Secure him, compliment his work. These individuals have analytical style "assertive demandants" and tend to control their emotions. They are reserved in communication situations. Their voice is often discreet, sometimes monotonous. They focus on the tasks at hand. They pay a lot of interest and importance to the facts and data. People of analytical style are reserved in their manner of expression, speaking more slowly and less often than others. Their body language is more restrained and reserved. They may take refuge in silence when faced with people too aggressive or emotional.