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Have you ever tried to sell someone on an idea but your pitch fell on deaf ears?
\nYou just couldn’t convince them and didn’t quite understand why they weren’t as excited as you are.
\nWe’ve all had experiences like this…with customers, spouses, friends, and coworkers.
\nThe reason why our ideas/offers/products don’t always land with others is that we all have different thinking preferences – different ways of filtering everything we hear, say, and think.
\nYou likely communicated in the way you preferred which didn’t necessarily match your counterpart’s way of thinking.
\nBy understanding your own thinking style, picking up clues from others and adapting your communication to their preferences, you’ll make others feel heard and understood. And in turn more likely to trust you, collaborate with you, work with you, and buy from you.
\nI heard about thinking preferences for the first time at the GrowBIG business development training (highly recommended) where we spent a good chunk of time on the Whole Brain® Thinking Model, developed by Ned Hermann, Director of Management at GE in the 70s.
\nIt’s a framework that categorizes thinking preferences into four distinct quadrants, each representing different styles of thinking and processing information:
\nPeople who prefer this style often enjoy working with numbers, statistical analyses, and clear structures. They value objective data over subjective opinions and tend to be detail-oriented in their approach.
\nIndividuals with this thinking preference often excel in planning, organization, implementation, and step-by-step execution. They value efficiency, orderliness, and practical applications.
\nPeople who have a preference for this thinking style tend to be in tune with their emotions and the feelings of others, valuing personal connection and communication. They may excel in roles that require empathy and understanding.
\nThose who lean towards this style of thinking are often big-picture thinkers, innovators, and visionaries. They are comfortable with complexity and ambiguity and often excel in areas that require seeing beyond the present to future possibilities.
\nBefore attending the GrowBIG training, all attendees were asked to complete the HBDI® assessment and determine their thinking preferences.
\nHere are my results:
\nMy preferred thinking styles are analytical and practical, which didn’t surprise me. My superpower is getting stuff done. I’m usually the one developing the project plan and moving everyone along in the process to a final outcome.
\nOn the flip side, I have a harder time developing big visions and goals (experimental thinking), because I immediately try to dissect if and how it will be possible to achieve. But if YOU give me a goal, I’ll make it happen!
\nRelational thinking is something I’m heavily working on right now, through journaling and the courses of the Art of Accomplishment.
\nThe dotted line shows my thinking preferences under pressure, in which case I lean even more towards the practical and process oriented. If I’m stressed, I’ll go back to the basics of making a simple list of the next three things I need to do and then get to work.
\nAt the GrowBIG training we approached every subsequent business development lesson from a Whole Brain® perspective.
\nWhether you’re preparing a meeting, drafting a sales page, writing an email, creating training, or practicing a pitch, you’re more likely to connect with the other side if you’re catering to all four thinking preferences. Because their thinking style will affect how they interpret the information you share and even their buying decisions.
\nTo prep your communication effectively, complete what’s called a Whole Brain® walk-around. Brainstorm key message for each quadrant, careful not to leave any blind spots.
\nAnalytical: WHAT?
\nPractical: How?
\nExperimental: Why?
\nRelational: Who?
\nTo give you an example, here’s a Whole Brain® walk-around (work in progress) for our new Pillars of Productivity (POP) training for teams.
\nThis isn't just about improving sales or business communications. Whole Brain® thinking can enhance every interaction you have. By being mindful of these thinking styles, you can become a more adept communicator, capable of reaching people where they are most receptive.
\nAs you practice this model, remember that the goal is to connect authentically and meaningfully, ensuring that your ideas not only reach your audience but resonate with them deeply.
\nWill you give it a try? I’d love to know about your experience.
\nThanks for reading!
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I help course creators build their ideal, sustainable education business that consistently attracts the right people and serves them with transformational learning experience.
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