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Casual Articles - How To Communicate With And Sell To The Four Personality Types Or Social Styles
Anyone with the responsibility for hiring or promoting employees knows how aggravating it is to select a candidate that seemed right during the interview process only to realize later the new employee isn’t really a good fit for the job. Both the company AND the employee suffer for it. Poor job fit often results in lost productivity, the need for tough management, confl
Power words, that work well include: security, safety, guaranteed, reliable, popular, tried and tested, fail-safe, proven.
Influencing the Expressive:
Expressives like to be liked and appreciated. They need people around them and are anxious to develop and maintain relationships. Be prepared to s
Promotional products are given away primarily to create and sustain interest in a company’s products and services. They can be the products itself or, and this happens more frequently than usual, specially made products that are imprinted with the company’s name and manufactured exclusively to serve as giveaways.Since promotional products are usually purchased who
“What you are sounds so loudly in my ears that I cannot hear what you say”.
Ralph Waldo Emerson
Influencing the Driver:
Present your ideas in ways that boost the person’s prestige. Genuine praise can work wonders. Use power words such as: best, biggest, unique, powerful, fast, money, first. Go for a decision, quickly and often.
Influencing the Analytical:
Like the Driver, this personality is strongly independent. Don’t rush things – plan to give the person plenty of breathing space and thinking time. If your suggestions stack up, the person will come round to your way of thinking. Putting everything in writing (along with lots of juicy statistics) can be good idea. Above all, don’t even think about misleading this type of person – it will be spotted instantly.
Power words that work well include: proof, evidence, facts and figures, research, logic, tried and tested, safe, reason.
Influencing the Amiable:
Amiables often have a long record of poor decisions. They are, therefore, suspicious and slow to accept new ideas. Take your time; nurture the relationship and work hard to gain their trust. Be prepared to provide ample proof and guarantees that your ideas will pay off.
Power words, that work well include: security, safety, guaranteed, reliable, popular, tried and tested, fail-safe, proven.
Influencing the Expressive:
Expressives like to be liked and appreciated. They need people around them and are anxious to develop and maintain relationships. Be prepared to st
We know you’re working hard and smart to provide marketing communication support for your company’s sales efforts. Bravo. Try not to forget that you also have access to another group of individuals, already a captive audience, who can provide immediate results, serve as ambassadors for your company and are critical to driving the company toward its goals – your fellow em
Present your ideas in ways that boost the person’s prestige. Genuine praise can work wonders. Use power words such as: best, biggest, unique, powerful, fast, money, first. Go for a decision, quickly and often.
Influencing the Analytical:
Like the Driver, this personality is strongly independent. Don’t rush things – plan to give the person plenty of breathing space and thinking time. If your suggestions stack up, the person will come round to your way of thinking. Putting everything in writing (along with lots of juicy statistics) can be good idea. Above all, don’t even think about misleading this type of person – it will be spotted instantly.
Power words that work well include: proof, evidence, facts and figures, research, logic, tried and tested, safe, reason.
Influencing the Amiable:
Amiables often have a long record of poor decisions. They are, therefore, suspicious and slow to accept new ideas. Take your time; nurture the relationship and work hard to gain their trust. Be prepared to provide ample proof and guarantees that your ideas will pay off.
Power words, that work well include: security, safety, guaranteed, reliable, popular, tried and tested, fail-safe, proven.
Influencing the Expressive:
Expressives like to be liked and appreciated. They need people around them and are anxious to develop and maintain relationships. Be prepared to s
You want your prospect to make the decision to buy your product or service. So you show him what you have to offer in your sales letter, web page, ad or commercial. You lay out the facts, and he comes to a rational decision based on them. Right?Wrong.People buy things based on emotion. And if you’re not connecting emotionally with them, they aren’t going to
Power words that work well include: proof, evidence, facts and figures, research, logic, tried and tested, safe, reason.
Influencing the Amiable:
Amiables often have a long record of poor decisions. They are, therefore, suspicious and slow to accept new ideas. Take your time; nurture the relationship and work hard to gain their trust. Be prepared to provide ample proof and guarantees that your ideas will pay off.
Power words, that work well include: security, safety, guaranteed, reliable, popular, tried and tested, fail-safe, proven.
Influencing the Expressive:
Expressives like to be liked and appreciated. They need people around them and are anxious to develop and maintain relationships. Be prepared to s
Business owners waste thousands of dollars every year on web sites, brochures, sales flyers, etc. that don’t work. Sadly, these are often projects that shouldn’t have been started in the first place, but no one on their team (or their outsourced graphic designer) advised them it was a bad move. As a result, business owners waste money and eventually beco
Influencing the Amiable:
Amiables often have a long record of poor decisions. They are, therefore, suspicious and slow to accept new ideas. Take your time; nurture the relationship and work hard to gain their trust. Be prepared to provide ample proof and guarantees that your ideas will pay off.
Power words, that work well include: security, safety, guaranteed, reliable, popular, tried and tested, fail-safe, proven.
Influencing the Expressive:
Expressives like to be liked and appreciated. They need people around them and are anxious to develop and maintain relationships. Be prepared to s
Presentation folders can be your best - or worst - marketing spend. Presentation folders that look great and get opened cannot be beat for creating a lasting impression and getting your message across. But unfortunately many presentation folders get tossed. Why? Because the folders look unprofessional, feel "cheap" in the hands or have no message that compels people to o
Power words, that work well include: security, safety, guaranteed, reliable, popular, tried and tested, fail-safe, proven.
Influencing the Expressive:
Expressives like to be liked and appreciated. They need people around them and are anxious to develop and maintain relationships. Be prepared to steer and control the conversation.
Power words that work well include: fun, appreciate, enjoy, convenient, trouble-free, and inexpensive.
Summary:
First of all it is important to recognise that, there is no best style. Merrill and Reid found that around 25% of the adult population belonged to each Social Style. They also found people from each Social Style at all levels within organisations.
The third dimension and the key to using Social Styles is versatility. Statistically around a quarter of the population has a similar Social Style to yours and so you will find that you are naturally comfortable with them.
Some people are naturally very versatile and are able to adapt easily to the needs of other people; others are less so. By developing your versatility skills, you will be able to relate effectively with a greater number of people.
To learn more about Social Styles, please go here: How To Identify And Use Your Social Style
Copyright © 2006 Jonathan Farrington. All rights reserved
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