Tailoring Your Message for Different Team Dynamics

I just watched a rep lose a HIGH 6 figure deal in the first 5 minutes. Not because of price. Not because of product fit. Because of tonality. Here's what happened: Prospect: "Hi, nice to meet you. Just finished walking my dog..." Rep: "Great. What business priority brought you here today?" Prospect: "Um... we're just looking at options..." Call went downhill from there. The problem: Some reps have only one communication style. For instance: Direct and aggressive. But 60% of prospects need a softer approach to open up. Here's the framework I teach top performers: 1) Read the prospect in 30 seconds Fast talker, "let's cut to the chase" = match their energy Slow speaker, relationship-focused = dial it down 2) Adjust your questions accordingly Instead of: "Who's the decision maker?" Try: "Typically when companies evaluate new solutions, it involves a few people. In your organization, who would usually be part of that process?" Same information. Completely different response rate. 3) Practice the uncomfortable Yes, it feels fake at first. Your brain says "this isn't me." But you're not being disingenuous. You're adapting your communication style to connect better. The drill: Record yourself asking 5 discovery questions at different tonality levels for 20 minutes daily. Level 10 = drill sergeant Level 5 = curious colleague Level 2 = supportive friend When reps master tonality… Discovery calls run 40% longer Prospects share sensitive information earlier Close rates increase 30%+ One of my clients went from 23% to 31% close rate just by softening her delivery on budget and stakeholder questions. You can have the best discovery framework in the world, but if your tonality shuts prospects down, none of it matters. Sales leaders: This is coachable. Shadow your reps' calls and listen for tonality mismatches. Role-play different prospect personalities in team meetings. The reps who master this skill connect with every buyer type and consistently hit quota. P.S. DM me if you want to install this in your teams.

Admin Pros, let’s talk communication. Because honestly, our jobs are 85% communication and 15% everything else. 💁🏽♀️ We navigate personalities all day long - executives with packed schedules, colleagues with competing priorities, and stakeholders who need things yesterday. And if you’re still using the same approach with everyone? Whew, you’re working way harder than you need to. Some years back, I got my team into Insights Discovery training, and it completely shifted how we communicate. Learning how to flex your communication style to match different personalities? That’s how you go from being just an assistant to being the one who influences decisions, gets buy-in faster, and makes sure people actually hear what you’re saying. If you haven’t had the chance to attend this type of training yourself, here’s a snapshot of what we learned. And trust me, this will change how you communicate starting today: 🎯 The Four Communication Styles & How to Win with Each: 💙 Cool Blue – The Analysts (Precise, Detail-Oriented, Cautious) 📌 What they need: Facts, structure, and time to think. 📌 How to win them over: Come prepared with data, clear logic, and organized thoughts. Stick to the point and avoid emotional appeals. Give them time to process before expecting an immediate decision. ❤️ Fiery Red – The Go-Getters (Decisive, Direct, Results-Driven) 📌 What they need: Speed, efficiency, and a bottom-line approach. 📌 How to win them over: Get straight to the point—ditch the long explanations. Speak with confidence and conviction. Focus on outcomes and why your idea will move the needle. 💛 Sunshine Yellow – The Enthusiasts (Sociable, Creative, Big-Picture Thinkers) 📌 What they need: Energy, excitement, and interaction. 📌 How to win them over: Bring enthusiasm—if you’re not excited, they won’t be either! Keep it dynamic: tell stories, use visuals, and make it engaging. Invite discussion and let them share their thoughts. 💚 Earth Green – The Supporters (Empathetic, Relationship-Oriented, Harmonious) 📌 What they need: Connection, trust, and collaboration. 📌 How to win them over: Take time to build rapport before diving into business. Show empathy and listen actively—don’t bulldoze through the conversation. Emphasize teamwork and collective success. Mastering these styles is how you: ✅ Get people to actually listen to you. ✅ Secure buy-in faster with less pushback. ✅ Navigate difficult conversations without breaking a sweat. If you want to be truly effective in your role, it starts with knowing how to speak the language of everyone you interact with. Which style do you naturally lean toward? And which one challenges you the most? Let’s talk in the comments! 👇🏽 #evolvedassistant #administrativeassistant #executivesupport #administrativeprofessional #executiveassistant

I was Wrong about Influence. Early in my career, I believed influence in a decision-making meeting was the direct outcome of a strong artifact presented and the ensuing discussion. However, with more leadership experience, I have come to realize that while these are important, there is something far more important at play. Influence, for a given decision, largely happens outside of and before decision-making meetings. Here's my 3 step approach you can follow to maximize your influence: (#3 is often missed yet most important) 1. Obsess over Knowing your Audience Why: Understanding your audience in-depth allows you to tailor your communication, approach and positioning. How: ↳ Research their backgrounds, how they think, what their goals are etc. ↳ Attend other meetings where they are present to learn about their priorities, how they think and what questions they ask. Take note of the topics that energize them or cause concern. ↳ Engage with others who frequently interact with them to gain additional insights. Ask about their preferences, hot buttons, and any subtle cues that could be useful in understanding their perspective. 2. Tailor your Communication Why: This ensures that your message is not just heard but also understood and valued. How: ↳ Seek inspiration from existing artifacts and pickup queues on terminologies, context and background on the give topic. ↳ Reflect on their goals and priorities, and integrate these elements into your communication. For instance, if they prioritize efficiency, highlight how your proposal enhances productivity. ↳Ask yourself "So what?" or "Why should they care" as a litmus test for relatability of your proposal. 3. Pre-socialize for support Why: It allows you to refine your approach, address potential objections, and build a coalition of support (ahead of and during the meeting). How: ↳ Schedule informal discussions or small group meetings with key stakeholders or their team members to discuss your idea(s). A casual coffee or a brief virtual call can be effective. Lead with curiosity vs. an intent to respond. ↳ Ask targeted questions to gather feedback and gauge reactions to your ideas. Examples: What are your initial thoughts on this draft proposal? What challenges do you foresee with this approach? How does this align with our current priorities? ↳ Acknowledge, incorporate and highlight the insights from these pre-meetings into the main meeting, treating them as an integral part of the decision-making process. What would you add? PS: BONUS - Following these steps also expands your understanding of the business and your internal network - both of which make you more effective. --- Follow me, tap the (🔔) Omar Halabieh for daily Leadership and Career posts.