Communicate Better and Improve Your Sales Efforts
We are in the communication business, and I wonder how many of our clients and those we lead are receiving the message we are trying to deliver. You will create a tremendous advantage for yourself when you learn how to communicate with both your team and your clients. The words we use and our ability to understand the various personalities we are presenting to can make a significant impact on whether they trust us. Communication is vital and understanding what motivates others, what drives their purchase decisions, and being aware of their needs are all very critical.
There are four personality types people tend to fall under – analytical, driver, amiable, and expressive. Let’s review the four personalities, what motivates them, and how to better connect with people from that category.
1. Analytical people are reserved and quiet thinkers. They are all about the numbers and processes, and they tend to communicate at a slower pace. They also prefer to work alone since their ability to concentrate is more marked than that of the other personality types. The prime motivator for an analytical person is respect and the desire to be right. They will not move forward with a plan unless they can understand how it will benefit them self or the company. You should communicate with an analytical person by showing them “how” a process will work.
2. Drivers are all about power and control. They love to win and they’re good at getting things done! They are confident and they naturally gravitate toward leadership positions. They are results oriented and they have a sense of urgency, so they’re always looking for ways to save time. Drivers are great with the big picture, but at times they may lack the details for getting there. A driver would prefer to make a wrong decision than no decision at all, so they benefit from having an analytical co-worker or friend. You can communicate with drivers by answering the “what” question – i.e. What is keeping us from working together.
3. Amiables are all about the relationship. Their prime motivator is approval and trust. An amiable person is easy going and avoids conflict. They tend to spend time with those that will agree with them. They love attention and developing deeper relationships. They make decisions based on guarantees and assurances. They tend to answer the “why” question, so you should communicate with them by telling them why you feel this program can grow their business.
4. Expressives are the life of the party and they want to have fun! Their prime motivator is being recognized and liked by all and they tend to talk fast. Expressives want to be included in projects and asked for their opinion. They want to be involved in conversations and they prefer to work as a team versus working alone. They need to know the “who” – i.e. Who will be making the decisions on this program in addition to you?
Recognizing and understanding these personality types is a game changer! Not only will it help you to better manage your team, but it will help you to understand how to best communicate with your clients.
It is both what you say and how you say it that makes the difference!