If You Only Understood Your Customer's Personality Style
Posted by Adam Hayes
Understanding customer personality styles (Analytical, Driver, Amiable, and Expressive) will quickly tell you just how and what to say to each customer.
Although every customer is different, most can be grouped into one of four groups: Analytical, Driver, Amiable, and Expressive. Here are some basic characteristics of each of these personality styles.
Analytical - Analytical people are known for being systematic, well organized and deliberate. These individuals appreciate facts and information presented in a logical manner as documentation of truth. They enjoy organization and completion of detailed tasks. Others may see him at times as being too cautious, overly structured, someone who does things too much 'by the book'.
Driver - They thrive on the thrill of the challenge and the internal motivation to succeed. Drivers are practical folks who focus on getting results. They can do a lot in a very short time. They usually talk fast, direct and to the point. Often viewed as decisive, direct and pragmatic.
- problem solver
- risk taker
Amiable - They are dependable, loyal and easygoing. They like things that are non-threatening and friendly. They hate dealing with impersonal details and cold hard facts. They are usually quick to reach a decision. Often described as a warm person and sensitive to the feelings of others but at the same time wishy-washy.
- team person
Expressive - Very outgoing and enthusiastic, with a high energy level. They are also great idea generators, but usually do not have the ability to see the idea through to completion. They enjoy helping others and are particularly fond of socializing. They are usually slow to reach a decision. Often thought of as a talker, overly dramatic, impulsive, and manipulative.
If you are able to quickly identify the personality style of the customer, you will know the "hows" and "whys" of what to say to meet their needs. Once they feel that you truly understand them and feel an emotional connections, they will come up with the logical reasons to buy from you.
Now, if you don't feel that you belong to any one group, don't worry either. Many of us (myself included) don't fit squarely in one group or another. However, we do have one dominant personality style that we use day to day. Recognizing pros and cons of your specific personality style can help you understand how to better deal with your customers.
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