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.
| What do they want? | DRIVER | AMIABLE | EXPRESSIVE | ANALYTICAL |
| 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
- Verbalise feelings
- Pay personal compliments
- Be willing to spend time on the telephone
- 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
- Talk less
- Restrain your enthusiasm
- Make decisions based on facts
- 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
- Ask for the opinions of others
- Negotiate decisions, listening to the ideas of others
- Listen without interrupting
- Adapt to the time need of others (slow down)
- 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
- Get to the point
- Volunteer information
- Be willing to disagree
- Act on your convictions
- Initiate conversations
If I can be of any help to you in marketing to different personality styles please get in touch.
