Why is it that some people trust immediately while others take longer? How come some give their trust unconditionally while others give it more cautiously? It has to do with behavioral style.
Behavioral Style, covered in the first program, reviewed the five styles, each represented by a different shape. This system is known as Psycho-Geometrics® and was developed by Dr. Susan Dellinger more than30 years ago.
• Boxes are the organized, analytic, hard-working, play by the rules, ‘all the ducks in a row’ kind of person who usually dislikes surprises.
• The Circle is the friendly one, loves everyone, listens and communicates well, tends to avoid conflict and is always there to help.
• Squiggles tend to be creative, animated, and expressive and are known to change their mind at the drop of a hat.
• The Triangle is decisive, ambitious, and competitive, and prefers to be in charge.
• The Rectangle is the one in constant change.
For those of you who are Sex and the City fans, each behavioral style is brought to life by one of the characters: Carrie is the Triangle; Charlotte, the Circle; Amanda, the Box and Samantha, the Squiggle.
The second program, based on the TrustWorks!® system developed by Cynthia Olmstead and is used to build and maintain trust in more than 50 organizations, presented the four elements of trust that lay the foundation for the trust that is essential to all relationships. If one of these is lacking, even in the slightest, trust can be broken. You earn the trust of others if they think you are:
A. ABLE to do your job,
B. BELIEVABLE because you act with integrity and honesty,
C. CONNECTED to them by showing that you care,
D. DEPENDABLE because you do what you say you will do and have effective systems to get things done.
And now, you ask, what is the connection between Style and Trust. How do we need to ‘flex’ to earn the trust of each behavioral style? Knowing this will be helpful in building a trusting relationship with each style you meet.
Boxes are systematic, detail-oriented and work hard. To earn their trust, provide detailed information that is well-organized. Show them that you are willing to work hard and can be relied upon to get things done; they look to others to be DEPENDABLE. They will trust you if you get things done by following a system and will give them time to make a decision and adapt to change. Boxes usually take the longest to trust others; once they do, they trust for life!
Circles find the best in everyone and will trust others immediately. To them, you are “innocent until proven guilty”. Since the Circle places most value on CONNECTED, make them feel that you care about them and you will keep the trust that they so readily give. Communicate with them on an emotional rather than an intellectual level; include them when finding solutions.
Squiggles are creative. To earn their trust, give them opportunities to succeed. Show that you value what they do and give them credit for their achievements. Allow them to be creative and spontaneous.
Triangles are known to be status conscious and like to surround themselves with powerful people. They demand competence and set high standards. To be trusted by a Triangle, you need to get straight to the point of your discussions; show proof to back up your ideas and be intellectual rather than emotional when dealing with them. The Triangle will likely place the most value on ABLE.
Remember that Trust is like money – it takes hours to earn but seconds to lose.
Cynthia is President of Rogers & Associates, a Training consulting firm. To learn more about Psycho-Geometrics® and TrustWorks!® or for more information about the products and services offered by Rogers & Associates, please contact Cynthia Rogers at CRogersAssoc@aol.com or (847) 223-5914.