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Which animal are you?

“WHICH ANIMAL ARE YOU?”
UNDERSTANDING BEHAVIOUR STYLES

Jayne Takahashi DVM, MBA
VP Communications, Associate Veterinary Clinics
SAVT Convention
Saskatoon, Alberta
November 5 - 7, 2010

Behaviour styles refer to what we do and how we do it. Everyone tends to have a preferred behaviour style, although this can be one style at work and another style in your personal life. This is NOT about personality nor is there one style that is better than another. In fact, we often need to adapt our style to suit the situation or person we are interacting with.
Behaviour styles are based on how you like to obtain your information (your focus) and how you tend to make decisions (your pace):

FOCUS – like to work with facts or like to work with people
PACE – you tend to make quick decisions or are deliberate in your decision-making process

Behaviour Styles GRID
(modified from Mentor International Sales Management and Training)

FOUR BEHAVIOUR STYLES:
ANALYTICAL or “Owls” PACE: deliberate, reviews all information/data before making a decision FOCUS: facts, data, technical information, details Tend to be: systematic, reflective, organized, detailed, may appear too cautious
DRIVERS or “Lions” PACE: make quick decisions, do not like to ‘waste’ time FOCUS: facts, data, technical information, details Tend to be: results/goal oriented, competitive, driven, impatient, decisive
AMIABLES or ”Retrievers” PACE: deliberate, likes to review all information, prefer to take their time FOCUS: people, like to obtain information through social interaction Tend to be: friendly, warm, affectionate, good listeners, team players, slower paced
EXPRESSIVES or “Dolphins” PACE: make quick decisions, based on intuition versus facts FOCUS: people, like to obtain information through social interaction Tend to be: fast paced, spontaneous, talkative, may be impatient, inspirational
Understanding your own preferred behaviour style and learning to identify your client’s behaviour style can help you ‘connect’ with and relate to your clients. This can improve the way you can deliver information to each client. Successful communication is the ability to communicate with someone else based on the other person’s comfort zone and behaviour style. You may need to temporarily tailor your behaviour style to work with the other person. This does NOT mean conforming to another person’s point of view or changing yourself. It simply means providing information in a manner that suits the behaviour style of the other person. TIPS TO COMMUNIATE WITH EACH STYLE ANALYTICAL or “Owls” Do: • be organized, business-like, precise • provide detailed information, evidence, pros and cons Don’t: • be disorganized, messy, too casual or informal • rush for a decision • use opinion as evidence DRIVERS or “Lions” Do: • be clear, specific, brief • stick to business, • agree or disagree with facts, not the person Don’t: • waste their time, • be disorganized or messy • try to build a personal relationship • let them have ‘control’ by providing options AMIABLES or “Retrievers” Do: • be informal, take time to socialize, start with a personal comment, provide data and facts Don’t: • rush into business or rush decision-making • be abrupt or vague • don’t make a decision for them • debate facts and figures EXPRESSIVES or “Dolphins” Do: • take time to build a relationship • be fast moving, socialize • talk about big concepts/ideas/big picture • ask for their opinion Don’t: • present a lot of facts and figures • be cold or aloof • press for solutions Philosophy of a good communicator Assume 100% of the responsibility for understanding what the other person means Assume 100% of the responsibility for making sure the other person understands you

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