Drivers
These folks are task oriented and tell assertive. They are cool, very business-like, competitive, get down to business quickly, and have a take-charge attitude. You will need to be efficient in presenting your business case, and provide clear and concise information regarding the value and benefits of your solutions. If you spend too much time on the human side or provide too many details, Drivers will assume that you are a time waster and do not understand what is most important.
Drivers are all about getting the job done, and having greater control over people, processes, information, and time. They like to make decisions so you should offer several options for moving forward with your business solutions.
What Drivers need are: excellent product knowledge, efficient use of time, evidence for results, clear concise benefits, support for their ideas, a problem solving attitude, choices/options, and power to have control.
Analytics
Analytics are task directed and ask assertive. They are cool, controlled, business like, detailed oriented, and slower paced than a Driver. They will tend to ask you for what they want, rather than tell you. You will need to slow down, provide details, provide evidence, give them time to respond, and focus on the task. If you spend a lot of time on the human side or not enough time on details, and are too fast paced, you will lose them. Analytics are all about getting it right, understanding how things work, and understanding the details. Analytics like to work things out; they need time to come to their own conclusion about moving forward.
What Analytics need are a systematic plan, analytical charts/graphs, a detailed approach, research data, evidence, a formal process, logical solutions, and recognition as being the expert.
Expressives
Expressives are people directed and tell assertive. They are warm, relationship oriented, fast paced, and have higher-level emotional responsiveness. They make declarative statements, tell you about themselves, and tell you what they want. You will need to be faster paced, people directed, make declarative statements, take some time to get to know them as people, and talk about cutting-edge solutions. If you are slow paced, too detailed oriented, unemotional and not people oriented you will lose them. Expressives are all about leading edge solutions, leading their team, and quick gain for a quick decision.
What Expressives need are for others to get to know them, fast paced discussions, good product knowledge, testimonials, recognition for their ideas, and recognition as being a leader.
Amiables
Amiables are people directed and ask assertive. Amiables are warm, relationship oriented, slower paced and are easy going. They need time to get to know you, and you need to take the time to get to know them. They are more emotionally responsive, concerned about others, cooperative, and risk adverse. You will need to work on the human side with Amiables, slow down, support their belief systems, share experiences on how you have helped other customers, and discuss after sales support. If you are fast paced, all about the task, and push leading edge/cutting edge solutions, you will lose these folks.
Amiables need time to get to know you, an open and honest approach, to know why it is a proven solution, the impact it will have on others, support for their beliefs and feelings, to minimize risk, assistance in selling others, and acceptance of the business solution by their team members.
If you have a challenge selling a prospect or working with a colleague, it is probably because they have an opposite Personality Profile. Analytics and Expressives tend to have disconnects because one is task directed/ask assertive while the other is people directed/tell assertive. The same is true of Drivers and Amiables because one is task directed/tell assertive and the other is people directed/ask assertive.
If you can quickly recognize another person's Personality Profile and be more versatile in adapting to their style, you will have much greater success in selling your ideas and business solutions.
The Sales Focus "Sales Master" training program will help you develop the necessary skills to effectively increase your performance by teaching you how to identify a buyer's personality and emotional buying needs. Understanding social style selling can increase your sales team's performance by a significant percentage.
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