The style is oriented toward maintaining personal security, displaying emotions, and accommodating others. A person with an amiable style mostly speaks at a slower pace, asking questions, and is relationship-focused, casual, and informal.The style is oriented toward goals and actions, avoiding emotions, and controlling. A person with a driving style mostly speaks at a faster pace, making statements, and is outcome-focused, serious, and formal.The style is oriented toward thinking, avoiding emotions and conflict, and being right. A person with an analytical style mostly speaks at a slower pace, asking questions, and is detailed, serious, and formal.
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The Social Style Model sorts different communication styles into four types: analytical, driving, amiable, and expressive. If you want to be liked and trusted, you may need to adjust your communication style and what you say. Selling tends to be easier and more successful when we sell to people who like and trust us. They sell colleagues on ideas for running the business and working together. They sell prospective clients on the idea to hire them and clients on the idea to heed their advice. They cultivate a steady stream of work because they are naturally curious, expressive, and amiable at the right times. Effective business developers retain clients and develop new ones. Lawyers are in the business of selling their ideas. A leader who is also an effective communicator is versatile enough to adjust to anyone, anywhere, anytime. It doesn’t matter whether a leader is communicating with co-workers or clients. They are attentive listeners and open to hearing others’ wants, needs, expectations, preferences, interests, concerns, and ideas. Each definition includes the idea that when leaders are effective communicators, they inform, persuade, coach, energize, and inspire others because they are attuned to their audience and adjust their wording, tone of voice, pace of speech, and body language accordingly. Zenger and Folkman named it Communicates Powerfully and Prolifically. Korn-Ferry calls it Communicates Effectively.
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Every leadership model and assessment includes the skill of communication.