Below are the 4 basic different personality types and how to sell to them.

Driver

• Very task oriented
• Very goal-oriented 
• Great leadership qualities 
• Assertive and fact-oriented 
• Fast paced 
• Initiate action 
• Business-like attitude 
• Self starter (Usually in business for self as they like control)

 To Sell

• Be clear, specific, brief and to the point
• Stick to business.  Come prepared with support material in “well organized” package.
• Present the facts logically
• Plan your presentation efficiently and concisely
• Ask specific “What” questions
• Provide alternatives and choices for making their decisions
• If you disagree, take issue with fact, not the person
• Motivate and persuade by referring to objectives and results
• Support, maintain, use discretion
• After talking business depart graciously

Expressive

• Strong people skills

• Open and talkative

• Natural tendency to smile & put people at ease
• Strong intuition & very emotional
• Operate at a very fast pace 
• Can do several things at once
• Dramatic/performers/exaggerate

• Spontaneous

• They can tolerate driver agents
• They clash with analytical agents

• Strong drive and very ambitious

 To Sell  

• Plan interaction that supports their dreams, feelings and intuitions 
• Leave time for relating and socializing
• Talk about people and their goals
• Don’t deal with extensive detail
• Ask for their opinions
• Provide ideas for implementing action
• Provide testimonials from people they see as important and prominent
• Offer special, immediate incentives for their willingness to take risks
• Continue supporting the relationship
• Be casual

 Analytical

• They are good planners & good organizers

• Task-oriented

• Time-disciplined

• Love education

• Very detail oriented

 To Sell  

• Prepare your “case in advance
• Approach in a straightforward, direct, low key way
• Stick to business
• Present specifics & do what you say you can do.
• Do not push
• Draw up a scheduled approach to implementing action, with step-by-step timetable
• If you disagree, make an organized presentation to your position & ask for their input
• Provide sold, tangible, practical evidence 

 Amiable

• Active listener

• Likes friendly, close relationships
• Very patient, warm and approachable 
• Open with their feelings 
• Agreeable and dependable

• Very quiet, relies on feeling to make decisions

• Does not like Driver agents

• Relates to Expressive and Analytical

To Sell  

• Start (briefly) with person commitment to break the ice

• Show sincere interest in them as people 
• Patiently draw out personal goals, work with them to help achieve 
• Present you case in non threatening way
• Ask “how” questions
• Move in an informal, orderly fashion
• Define clearly in writing individual contribution
• Provide guarantee their decision will minimize risks
• Provide person assurances

Coach Patti

 www.CoachPatti.com  818-341-9751

"Supporting you to break through self-made limitations."