How you can deliver to each personality style

Whether you are a driver, amiable, expressive or analytical personality style, this grid will help you to understand what a person with a given style is wanting when you speak with them for the first time.  It illustrates how you can win somebody’s confidence and subsequently achieve your objectives.

Looking for Qualifications & facts (what it does, costs and by when) Affects them personally How it will enhance their status How they can justify it logically / how it works
Communicate with Convictions Warmth Flair Accuracy
Save them Time Conflict Effort Embarrassment
Provide (for decisions) Options /analysis Assurance /service Testimonials Documentation
They like you to be To the point Pleasant Stimulating Precise
Support their Goals Feelings Ideas Procedures
Environment that is Businesslike Personal Enthusiastic Serious
Keep this pace Fast / decisive Slow / relaxed Fast /spontaneous Slow /systematic
Use time to Act efficiently Develop relationship Enjoy interaction Ensure accuracy
Letters should be Short and to the point Warm and friendly Informal and dramatic Detailed and precise
On the telephone, be To the point Warm and pleasant Conversational Precise and formal

Note it isn’t up to others to adapt to your style – if you want the business you must thing about your own style modification.

If you are a Driver or Analytical communicating with an Amiable or Expressive increase your HEART side and decrease your HEAD side.

Remember to

  1. Verbalise feelings
  2. Pay personal compliments
  3. Be willing to spend time on the telephone
  4. Use more friendly non-verbal language (smile more)

If you are an Amiable or Expressive and are communicating with a Driver or Analytical increase your HEAD side and decrease your HEART side.

Remember to

  1. Talk less
  2. Restrain your enthusiasm
  3. Make decisions based on facts
  4. Acknowledge the thoughts of others

If you are a Driver or Expressive and are communicating with an Amiable or Analytical increase your ASK side and decrease your TELL side.

Remember to

  1. Ask for the opinions of others
  2. Negotiate decisions, listening to the ideas of others
  3. Listen without interrupting
  4. Adapt to the time need of others (slow down)
  5. Allow others to assume leadership more often

If you are an Amiable or Analytical and are communicating with a Driver or Expressive increase your TELL side and decrease your ASK side.

Remember to

  1. Get to the point
  2. Volunteer information
  3. Be willing to disagree
  4. Act on your convictions
  5. Initiate conversations

If I can be of any help to you in marketing to different personality styles please get in touch.

About Marie

I started Elite Edge at the end of 1999 and I am still as passionate about marketing today as I was then - probably more so because I consider myself very lucky to do a job that I love every day! My area of specialism is strategic planning but like most people these days, I wear many other hats too!
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