How To Identify Behavioural Styles To Influence In-Person And Remotely

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Superman can fly, Catwoman has incredible speed and agility, Antman can... turn himself into an ant?

But here's the thing – your superpower will eclipse them all. You will possess the power of influence! Why is this better than flying or super speed, you ask?

Well, because it will enable you to communicate effectively, build rapport, and influence anyone you engage with. This means you can forge more productive and meaningful relationships.


You'll have the knowledge to identify a person's behavioural and communication preferences accurately, allowing you to flex your versatility muscles and tailor your approach to match their style.

Remember, whoever told you to "speak to people in the way you want to be spoken to" was telling you a colossal lie.

You should speak to people the way they want to be spoken to.
Of course, there are many tools available to help you identify people's communication preferences, but we've chosen a model that focuses on behaviours and early indicators when meeting someone.

Introduction Into Styles

So, what are the four top-level behavioural styles that you will be looking to identify when talking with someone, and what are the indicators for each?

Well let’s start (rather appropriately) with the Red style.

You will notice that these people are incredibly focused on the task at hand, and their success and efficiency in completing it. This means that in terms of interaction, their preference is brief, direct, and top-level.

When it comes to discussing ideas with the Red style, it is best to deliver top line facts, and relate them to achieving results. When it comes to decision making, the Red style will also appreciate fewer options and the opportunity to make a quick rational choice.

In terms of motivation, people who are Yellow can be wildly different, whilst the task remains fairly important, their priority can often be the opportunity to build relationships. That’s how they get the task done, through relationship building.

They can be incredibly energetic and talkative, and whilst the Red style is likely to make their choices based on the logic and evidence available to them, a person who is Yellow is likely to be led more by their emotions and their feelings towards each possibility. However similar to the Red style, their preference is not in detailed information.

When you listen to someone who is Yellow, they will often link the topic of a discussion back to themselves and their agenda.


Another style which is people-focused is the Green style. Their focus however will be aimed more towards other people and their satisfaction, rather than their own.

Their energy is likely to be noticeably lower than the Yellow, their speech will also be softer and less emphatic. They will have a friendly and easy-going demeanour and their prioritising of others make them great team workers. When it comes to decision making, they are motivated by detailed opinions and the impact on the world beyond themselves. Time is also a crucial factor, as they appreciate the opportunity to weigh up and consider.

Now you have all that information on those three styles, let’s round off with the Blue style (appropriately again).

As the name suggests, these people love detail. They are, like the Red style, focused on the task, however one significant difference is that they prefer to know all available information before making an accurate and logical decision. They are also more likely to ask questions to expose further information and uncover more detail.

When making choices, they also have a preference to explore one option at a time, rather than being burdened with several alternatives.

Using Your Knowledge Of Styles To Build Influence

Now that you've gained insight into these behavioural styles, it's time to put this knowledge to use. Get out there and socialize, whether in person or on Zoom calls. Start conversations and, even more importantly, listen actively.

Identifying behavioural styles takes practice, so be prepared to unleash your inner Behavioural Styles Sherlock. Some people may be harder to identify than others, but when you get it right and purposefully adapt your style to match theirs, you'll feel the resonance in your interactions.

Your ability to be versatile will elevate your social game. Your rapport-building skills will skyrocket, and your ability to influence will become legendary. Why? Because you'll be speaking to people in the way they want to be spoken to, building meaningful connections.

Unlike a clown with a fake flower at a funeral, you'll know that what you're doing fits your audience perfectly. You'll choose your words carefully and deliver them in a way that resonates with the recipient, ensuring a smooth and effective interaction.

Moreover, by paying attention to others, spotting, and mirroring their style, you'll earn a reputation as someone who genuinely listens and is fully present. Feeling heard and understood is incredibly satisfying, and when combined with meaningful relationship building, it's a recipe for success.

So, unleash your superpower of influence and watch as your ability to connect, communicate, and thrive in every aspect of interaction reaches new heights.

Your influence will become legendary, and your social game will be unmatched.

If you are interested in learning more about what training programmes we offer around this topic, please visit our Learning and Development area.


Alex & The Excel Team

P.S. If you would like to discuss any of your learning & development challenges, book in your discovery call.


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