Judith Pauley: When we want people to hear what we have to say it certainly helps to speak to them in the way they prefer to be spoken to, and that’s the bottom line. Knowing what each personality type is, knowing what the personality type of the person you’re communicating with is, and using their favorite “language.” If everybody speaks English, there are six different versions of English and six different ways of communicating the same thoughts and ideas. We talk about how we perceive the world through thoughts; others perceive the world through their opinions, others perceive the world through their feelings, others perceive the world through reflection, others through reaction their likes and dislikes about things and others through action. Those are the basis of the six different personality types, and we have all six in us but some of them are more developed than others and those are the ones we respond to most readily.
Joe D: I’m a sales and marketing guy so when I look at it, I think this has some great value to a salesperson. What I just took from what you said is that I should be really trying to understand how that person communicates before I start trying to communicate. How they look at the world and how best to reach or communicate with them.
Joseph Pauley: That’s a great observation; you’re absolutely right that is what it’s all about. As a matter of fact, we have a sales course where people get to practice individualizing their approach based on the person that they are interacting with, and each of those six types that we mentioned buys for a different reason. We give the salespeople knowledge of what that motivation is going to be before they ever go in so that they can plan their approach, make the approach; you asked about PDSA, study the results and analyze them and then make any changes that they have to make to be successful, and we do the same for managers, for leaders for everyone who has to talk to another person.
The Process Communication Model (PCM) was developed by Dr. Taibi Kahler and Judy and Joe Pauley have been teaching and implementing this model for over twenty years. Their website for more information is Kahler Communication. The Six Personality Types of the Process Communication Model identified by Dr. Kahler are; Reactor, Workaholic, Persister, Dreamer, Rebel, and Promoter
Related Podcast and Transcription: Communication as a Process
Marketing with PDCA (More Info): Targeting what your Customer Values at each stage of the cycle will increase your ability to deliver quicker, more accurately and with better value than your competitor. It is a moving target and the principles of Lean and PDCA facilitates the journey to Customer Value.