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|
|Provide (for decisions)||Options /analysis||Assurance /service||Testimonials||Documentation|
|They like you to be||To the point||Pleasant||Stimulating||Precise|
|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.
- 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.
- 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.
- 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.
- 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.