Communication Checklist

DO

DON’T

  • Leave time for relating, socializing
  • Plan interaction that supports their dreams and intentions
  • Provide testimonials from people they see as important
  • Don’t deal with details – pin them to modes of action
  • Likes excitement – surprise
  • Legislate or muffle
  • Be curt, cold or tightlipped
  • ‘Dream’ with them or you’ll lose
  • Kid around too often
  • ‘Stick to agenda’ too often

They tend to ask: “Who?” (the personal dominate question)

  • Keep it brief
  • Be clear and specific
  • Be prepared with clear objectives & support material
  • Give choices for making own decisions
  • Motivate by referring to objectives and results
  • Ramble or waste their time
  • Try to build a relationship
  • Forget or lose things
  • Leave a loophole or cloud issues
  • Direct or order

They tend to ask: “What?” (the results-oriented question)

DO

DON’T

  • Break the ice with brief personal comment
  • Show sincere interest in them as people
  • Find areas of common involvement
  • If you disagree, look for hurt feelings Provide assurance that minimizes risk
  • Rush headlong into business
  • Force them to respond quickly
  • Be domineering or demanding
  • Patronize thru subtlety & incentive
  • Offer assurance you can’t fulfill

They tend to ask: “Why?” (the personal non-goal question)

  • Prepare your ‘case’ in advance
  • Approach straight forward – take your time
  • Support their principles, list pro’s & con’s/suggestions
  • Provide solid, tangible, practical evidence
  • When appropriate, give them time to be thorough
  • Be disorganized or messy
  • Be giddy, casual, informal or loud
  • Rush the decision making process
  • Use someone’s opinion as evidence
  • Threaten, whimper or cajole

They tend to ask: “Why?” and “How”? (the technical analytical question)