MORE EFFECTIVE with MORE PEOPLE

Understanding & Using Personality Styles

HOW TO BE

“If things are OK today, then they'll be pretty much

the same, and OK tomorrow."

• Thin ice• Healthy paranoia

20% Improvement

Gone in 60 Seconds

Some key questions about Personality Styles:1. How WELL are you USING it? Do you use it REGULARLY?

2. Why is it important? o Four primary personalities impact how they make buying decisions.o People are different, sell accordingly. Be more effective with more people.o Adjust to different styles: Speak your buyer’s language.o Be more Versatile. Increase your Effectiveness.

3. How to quickly and reliably identify someone’s style – then know how to use it?

4. What style are you? What styles do you struggle with?

5. How can you be more versatile to be more effective with everyone you deal with?

6. Get it right = EFFECTIVE VS. Get it wrong = MISTAKES

Identifying Personality StylesTwo Questions:

1. Are they MORE or LESS assertive?

Amiable “WHY”

Expressive “WHO”

Analytical “HOW”

Driver “WHAT”

A S S E R T I V E N E S S

Less Assertive (Ask):• Seldom raises voice to

emphasize ideas

• Expressions and posture are “quiet” and submissive

• Deliberate, studied, slower speech. Indifferent handshake.

• Asks questions more often than makes statements.

• Vague, unclear about what is wanted.

• Tends to lean backwards.

More Assertive (Tell):• Emphasizes ideas by tone change.

• Expressions are assertive or dominant.

• Quick, clear or fast paced.• Firm handshake.

• Makes statements more often than asks questions.

• Lets you know what is wanted.

• Tends to lean forward to make a point.

More Assertive (Tell):Less Assertive (Ask):

More or Less ASSERTIVE?

Identifying Personality Styles

Two Questions:

1. Are they MORE or LESS assertive?

2. How do they tend to make decisions… using LOGIC or EMOTION?

• Make decisions with Facts or Feelings?

Amiable “WHY”

Expressive “WHO”

Analytical “HOW”

Driver “WHAT”

RESPONS IVENESS

More Responsive (Feelings):• Animated, using facial expressions.• Smiles, nods, frowns – shows emotions.• Actions are open & eager.• Shares opinions easily – little effort needed.• Eye contact frequent while listening.• Friendly gaze.• Hands free, palms open & up.• Friendly gestures.• Shares personal feelings.• Attentive, responsive, enjoys the relationship.

Less Responsive (Facts):

• Reserved & unresponsive.• Poker-faced.• Actions are cautious & careful.• Wants facts & details.• Eye contact infrequent while listening.• Eyes serious, harsh, or even severe.• Limited use of hands, clenched tightly, folded, or pointed.• Limited personal feelings, story telling, or small talk.• Vigilant or preoccupied.

Less Responsive (Facts):

More Responsive (Feelings):

More or Less RESPONSIVE?

Facts or Feelings?

Less Responsive (Facts):Less Responsive (Facts):

Identifying Personality Styles

Less Assertive (Ask):• Seldom raises voice to

emphasize ideas• Expressions and posture are

“quiet” and submissive• Deliberate, studied, slower

speech. Indifferent handshake.• Asks questions more often

than makes statements.• Vague, unclear about what is

wanted.• Tends to lean backwards.

• Animated, using facial expressions.• Smiles, nods, frowns – shows

emotions.• Actions are open & eager.• Shares opinions easily – little effort

needed.

• Eye contact frequent while listening.

• Friendly gaze.• Hands free, palms open & up.• Friendly gestures.• Shares personal feelings.• Attentive, responsive, enjoys the

relationship

More Responsive (Feelings):

• Reserved & unresponsive.• Poker-faced.• Actions are cautious & careful.• Wants facts & details.• Eye contact infrequent while listening.

• Eyes serious, harsh, or even severe.

• Limited use of hands, clenched tightly, folded, or pointed.

• Limited personal feelings, story telling, or small talk.

• Vigilant or preoccupied.

More Assertive (Tell):• Emphasizes ideas by tone

change.• Expressions are assertive or

dominant.• Quick, clear or fast paced.• Firm handshake.• Makes statements more often

than asks questions.• Lets you know what is wanted.• Tends to lean forward to make a

point.

Two Questions:1. Are they MORE or

LESS assertive?2. How do they tend

to make decisions… using LOGIC or EMOTION?

Make decisions with Facts or Feelings?

More Assertive (Tell):Less Assertive (Ask):

More Responsive (Feelings):

Less Assertive /

More Responsive: Relationship

More Assertive /

More Responsive:

Attention

Less Assertive /

Less Responsive:

Accuracy

More Assertive /

Less Responsive:

Results

A S S E R T I V E N E S S

RESPONS IVENESS

WHO am I about to deal with?

AMIABLELamb

RelaterInitially SkepticalWarm / CaringPeople Pleaser

Dislikes Confrontation

EXPRESSIVETiger

Extremely SocialGood Talker

Not always good at listening

EgocentricHighly Assertive

ANALYTICALOwl

ThinkerDetail-oriented

Likes order and systemsRisk Averse

Business First

DRIVERBull

DirectorJust the FactsFast Decisions

Somewhat Abrasive“Hurry up”

A S S E R T I V E N E S S

RESPONS IVENESS

More AssertiveFASTER

DECISIONS

Less AssertiveSLOWER

DECISIONS

More Responsive RELATIONSHIP

Less Responsive FACTS / LOGIC

What are the most common Styles of your buyers?

1. Analyticalo Less assertiveo Logic/facts

2. Drivero More assertiveo Logic/facts

3. Expressiveo More assertiveo Emotions

4. Amiable o Less assertiveo Emotions

Amiable

Amiable

Analytical

Analytical

Driver

Driver

Expressive

Expressive

Increase Versatility

1. Know what “language” they prefer.

2. Give them what they want and need to feel comfortable buying.

Identifying Personality Style

SUMMARY ACTIONS Driver Expressive Amiable Analytical

Primary Asset:

Controlling Energizing Supportive Systematic

Backup

Behavior:Autocratic Attacking Acquiescing Avoiding

For Growth Needs to:

Listen Check Initiate Decide

ACTIONS Driver Expressive Amiable Analytical

Primary Asset:

Controlling Energizing Supportive Systematic

Backup

Behavior:Autocratic Attacking Acquiescing Avoiding

For Growth Needs to:

Listen Check Initiate Decide

Measure of

Personal Value:Power Recognition Approval Respect

Needs Climate

That:Responds Collaborates Describes Processes

Let Them

Save:Time Effort Relationships Face

Make Effort

To Be:Efficient Interesting Cooperative Accurate

Support

Their:Conclusions

& ActionsVisions & Intuition

Relationships & Feelings

Principles & Thinking

Stress Benefits That Answer:

WHAT solution will do

WHO else has used

WHY solution is best

HOW problem is solved

Sales Proposal

Emphasis:Options &

ProbabilitiesTestimony & Incentives

Assurances & Guarantees

Evidence & Service

Follow-up

With:Results Attention Support Service

1. Know what “language” they prefer.

2. Give them what they want and need to feel comfortable buying.

Decision Making:How to be

more effective based on

Personality Style

SUMMARY

1. Know what “language” they prefer.

2. Give them what they want and need to feel comfortable buying.

Decision Making:How to be

more effective based on

Personality Style

SUMMARY ACTIONS Driver Expressive Amiable Analytical

Measure of

Personal Value:Power Recognition Approval Respect

Let Them

Save:Time Effort Relationships Face

Sales Proposal

Emphasis:Options &

ProbabilitiesTestimony & Incentives

Assurances & Guarantees

Evidence & Service

Follow-up

With:Results Attention Support Service

1. What are their highest needs to perform at their best?

2. What leadership & environment do they need to excel?

Based on the highest factors

in their Personality

Profile…

Action Items – Using Personality Styles

— Taking Action —Your greater effectiveness driven by “taking action” on your highest payoff activities.What will you put into action for the next 30 days?

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