- Analytical Driver Amiable Expressive Tests
- What Are The Four Personality Types Driver Analytical
- Analytical Driver Amiable Expressive Testing
One of your co-workers gets so much work done in a day it makes your head spin, but she tends to steamroll over everyone in the process.
Another co-worker is great with details and never misses a trick, but he tends to over-analyze everything and takes forever to make a simple decision.
One of your other co-workers is a nice person and a great listener and teammate. But by trying to please everyone, she fails to please anyone.
Drivers are action- and goal-oriented, strive for results and react quickly. Explanations Preferences Social Styles. Assertiveness Responsiveness Driver Expressive Amiable Analytical So what? Social Style Theory is based on work originated by David Merrill, who used factor analysis to identify two scales, identified as assertiveness and responsiveness.
Yet another is always enthusiastic, fun to work with, and has a million ideas. Too bad he’s all over the place and never seems to follow up, follow through, or finish anything.
In their classic “Social Styles” model, Robert and Dorothy Bolton labeled the four personality types mentioned above as: Driver, Analytical, Amiable, and Expressive. Of these four types of co-worker, which person would you most prefer to work with and why? Which one drives you insane? And, perhaps most importantly, which type of co-worker are YOU?
1. Driver
“Let’s go! Let’s get the job done right now!” She is direct, decisive, and determined. She loves a challenge, is willing to take risks, works at a fast pace, and is all about getting results. However, the Driver can also be seen as impatient, insensitive, dictatorial, and domineering. You want Drivers on your team because they don’t stop til the work is done, but you better be ready to get out of their way.
2. Analytical
“Let’s get the job done — but let’s get it done right!” He is precise, logical, careful, and methodical. Slow and steady wins the race, and nothing slips through the cracks. The Analytical dots every i, crosses every t, and plays by the rules. But by striving for perfection, his “over-analysis paralysis” can hold projects up and drive everyone nuts.
3. Amiable
“Let’s get the job done, but let’s focus on the people!” She is warm, approachable, friendly, inclusive, and a team player. The Amiable genuinely cares about others, doesn’t want to hurt anyone’s feelings, and seeks to make people happy. While focusing on people and relationships, however, she can lose sight of the task at hand and fail to get things done in a timely manner. When the Amiable asks, “How was your weekend?” they’re not just being polite – they actually want to know.
4. Expressive
“Let’s get this done! We can do it!” He is energized and energizing, a big-picture thinker, optimistic, visionary, cheerleader, and juggler of numerous things at once. But in his enthusiasm, the Expressive may sometime lose sight of reality. Since he tries to do too much at once, the Expressive often has trouble focusing and is all over the map. He’s excited about the journey, but rarely reaches the destination (though he has a good time along the way).
We all possess aspects of each of the four styles, but we tend to gravitate toward one or two of them. My primary style is Analytical – I love to read, write, study issues, design solutions, and solve problems. But as a person who runs his own business, I also need to be proactive and decisive — a Driver.
Of course, each style has its relative advantages and disadvantages. As an Analytical-Driver, I tend to focus on the facts and getting results in the most efficient and effective way possible. In the process, I may overlook people and relationships. But since I’m aware of this, I’m able to modify my behavior accordingly. Sometimes.
Making it Work
Self-awareness is critical, but it’s only part of the equation. To truly connect with and influence your co-workers, start by identifying their individual styles. Then adjust your behavior accordingly. So, when dealing with a:
- Driver: Cut the small talk, pick up the pace, and get right down to business.
- Analytical: Make sure you did your homework. Prove that you know your stuff, and be prepared to defend your position.
- Amiable: Find common ground. Connect with them on a personal level and build trust.
- Expressive: Demonstrate your enthusiasm. Pump up your energy, and get them excited.
Lastly, as you can probably guess, the best teams are composed of a mix of all four styles. Since our natural tendency is to gravitate toward (and to hire) people who are just like us, few teams are so well-balanced. But when Drivers, Analyticals, Amiables, and Expressives work together in a spirit of awareness, openness, understanding, and collaboration, you’ll find that as a “T.E.A.M,” Together Everyone Achieves More.
Every person has a distinct personality type and buying decision behavior. Cultural traditions, race, and social status influence an individual’s decisions and actions. This is why sales professionals need to understand these key factors to map out a strategy that best fits them.
While it’s possible to cater to different sets of audiences, it’s important to know not only their needs and preferences but also their buying behavior and expectations.
Here are four different customer personality types essential for your sales success:
1. The Analytical
People who possess this personality look for facts and figures in a sales presentation. In a post written by HubSpot’s Leslie Ye, she explains that people with this personality type do advanced research on the business contact prior to the initial interaction.
Analytics prefer to have deeper knowledge about the subject before getting convinced on a particular matter. They verify each information and focus more on the brand’s features to make sure of its quality and efficiency.
These customers use most of their logical thinking rather than their emotional side when it comes to making decisions.
How to handle:
Focus on providing information relevant to what your business can do for them. Use qualitative and statistical data that shows exact representations of facts to attract attention and stir interest. Since these people are information-oriented and have a keen eye for detail, you need to be specific and direct when delivering your pitch.
Expect questions and clarifications during the selling process. This indicates that they’re interested in knowing your business more. Be patient because analytical customers are slow decision makers.
2. The Amiable
The Amiable are respectful, sociable, and trustworthy. They’re good at listening to and forming relationships with others. Unlike analytical thinkers, amiable people care more about building rapport and establishing trust with other professionals.
They’re more interested in conducting business transactions with people who meet their buying expectations. Their decision relies on how the company manages to value their interest in relationship-building.
How to handle:
Make yourself likeable by creating a good impression and recognizing their presence. Asking questions that show your interest adds a personal touch to your pitch. This makes them feel valued, which nurtures your relationship with them. Provide relevant questions that allow them to share their personal experiences about a certain product. Address their needs based on answers to increase your chances of closing more sales.
You can also introduce some of your colleagues who can offer help and assistance in their decision-making.
3. The Expressive
People with the expressive personality use most of their creative side to voice out their opinions on a particular topic. When presented with facts, they’d prefer to share their own perspective rather than ask for additional information. However, they know how to show respect others as much as they want them to be respected. Similar to those with an amiable personality, they give importance to relationships. They value the welfare of the people who can be affected by their choices.
Unlike analytical and amiable customers, expressive individuals are fast decision makers.
How to handle:
Analytical Driver Amiable Expressive Tests
Tell stories that are relevant to the topic and to each concerned individual. You can also share your own experiences to help them better understand what’s being discussed. Focus on showing what your business can do for them while concentrating on a possible outcome they may encounter after the purchase. Connect with them and establish a deeper level of relationship by tapping into their emotions.
While facts and other data can help, these type of customers set their minds in making and fulfilling decisions that people will love.
4. The Driver
People with this personality are mostly self-centered and opinionated. They find pleasure in manipulating a pitch that identifies them as reasonable and authoritative.
According to speaking expert Rick Segel, drivers expect each information to be delivered in the quickest way possible because they’re goal-oriented. They’re commanding in nature and motivated to achieve their objectives. They want immediate answers and solutions. They also value competence as much as they value expertise and preparation.
Similar to expressive customers, drivers are fast decision makers.
How to handle:
Get straight to the point when expounding on your pitch. Be direct without compromising clarity and quality of your performance. Provide facts and evidences to help them easily understand your message and make quick decisions. Mentioning irrelevant or unnecessary information will only waste both your time and effort. So be careful to give only what’s needed in a particular discussion.
Highlight how your business will enable them to reach their goals and let them stand out from the competition.
The Takeaway: Be Flexible
One of the famous proverbs from Gregory Titelman’s Random House Dictionary says: “Different strokes for different folks.” Simply put, being aware of these personalities enables you to strategize more effectively to meet their needs and solve their problems.
What Are The Four Personality Types Driver Analytical
These traits will help you identify what type of customers you’re interacting with. Whether they’re analytical, amiable, expressive, driver, or a mix of these personalities, make sure to craft a compelling pitch specifically catered to their preferences. This will also allow you to improve your strategy and prepare for your presentation’s success.
Let our team help and assist you with your presentation needs by giving you a free quote!
References
Leck, Lorna. “Different strokes for different folks.” Sales Activator. March 23, 2015. www.salesactivator.com/resources/blog/different-strokes-for-different-folks
Segel, Rick. “4 Types of Customers (and How to Sell to Each of Them).” Business Know-How. n.d. www.businessknowhow.com/marketing/personalities.htm
Ye, Leslie. “How to Sell to Different Personality Types.” HubSpot. April 15, 2015. blog.hubspot.com/marketing/sell-different-personality-types
Analytical Driver Amiable Expressive Testing
Featured Image: “Diversity” by Angie Garrett on flickr.com