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If You Only Understood Your Customer's Personality Style

Personality Styles

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Understanding personality styles will make your presentation go better.

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'.

  • controlled
  • orderly
  • precise
  • disciplined
  • deliberate
  • cautious
  • diplomatic
  • systematic
  • logical
  • conventional

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.

  • action-orientated
  • decisive
  • problem solver
  • direct
  • assertive
  • demanding
  • risk taker
  • forceful
  • competitive
  • independent
  • determined
  • results-orientated

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.

  • patient
  • loyal
  • sympathetic
  • team person
  • relaxed
  • mature
  • supportive
  • stable
  • considerate
  • empathetic
  • persevering
  • trusting
  • congenial

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.

  • verbal
  • motivating
  • enthusiastic
  • convincing
  • impulsive
  • influential
  • charming
  • confident
  • dramatic
  • optimistic
  • animated

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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Filed Under: Customer, Personality, Questions, Marketing
 
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"If You Only Understood Your Customer's Personality Style"

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Comments

1

AHFXStudios

Here are a few different addresses that expound more upon these personality styles:

 

2

Anya

i love it! i would really recommend this to my friends! it was explained in the easiest way. THANK YOU!

 

3

Barry Davis

Knowing personality styles has helped me immensely over the years having learned them through the Larry Wilson Learning System back in 1971. It helps with everything, not just work!

 

4

Howard

I talk on my page about how learning these types in terms of customers led me to learn more about personality types in general. It has had a huge effect on my life.

 

5

Carmen

Is there any questionnaire to test the personality styles?

 

6

thomas

Having had a quick look at your site i was interested to gain a better understanding of what you offer.

I am taking an initial look at the value and options around customer profiling, gaining an appreciation for different types of customers through their actions, rather than a profile purely of their actions (where they went, what they ordered etc)

If you have further information on what you offer in this area then please send it through to me.

 

7

Debbie Norman

I learned this 20 years ago in a hotel sales training class and still use it today in the real estate business. It is probably the MOST valuable tool I have ever used. I´m glad to see it´s still out there.

 

8

Toronto Dentist :in Etobicoke

Enjoyed this summary.
I´m a big advocate of the Social Style Model. It´s fairly easy to read people based on their emotional tone and their tendency to talk vs. listen.

 

9

Hugh

Great post. Thank you for sharing your thoughts on the importance of knowing personality styles. When working to help businesses and advisors improve their performance, I always stress the importance of “knowing your customer”. How much better off would the customer and the provider be if more was known earlier? The reality is that most providers of products and services know very little about their customers. I believe the key is finding a way to quickly and non-invasively get the information you want and make the customer feel understood.
Carmen, my company provides an online questionnaire that prospects/customers can complete through your website to provide insight into their behavioral preferences.
http://www.dnabehavior.com
http://www.dnabehavior.com/blog

 

10

Claudia Sio

Es justo lo que necesitaba saber del comportamiento del consumidor, me gustaría seguir visitando esta página

 

11

Rick Prochaska

Do you know where to find the grid of these traits and the back up style associated with each?

 

12

Linda

In American culture the split is almost even between the 4 personality styles - what is the ratio in other cultures?

 

13

Cindi

These profiles are so helpful! Back in the day these profiles were not available, I had to learn the hard way that all customers were not alike. I called it "Wearing A Different Hat" and once I figured it out, I went on to have a very success advertising sales career.

 

14

SFolley

Customer profiling is a tried and tested form of sales. It has proven extremely beneficial to me personally as I deal with sales people all day, every day as a Sales recruitment consultant! The people I deal with are usually either Drivers or Analytical and therefore it is quite straight forward however, I do have to employ other techniques when dealing with HR personnel as they are more of the remaining profiles. exhausting days every day switching to suit personalities! What would be useful on this post (or a new post) is the key words associated with selling effectively to each group.

Thanks
Stuart

 

15

Hal Mandly

This was part of my early sales training.very helpful. There was a questionnaire that went along with this description which determined what your personality type was. Do you have such a questionnaire.can you email it to me?
Hal

 

16

Peter

I really enjoyed it,but people are not always at the same personality day to day but perphaps minute to minute

 

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