We can generally place the type of person you are in 4 personalities: Driver, Analytical, Expressive, and Amiable. Each of us falls under only one of the listed types. We hold to that type and live our lives within its bounds.
We do not change types except in times of great stress. Over the next few days, I’ll cover one of the four types of personalities and explain to you exactly how they think and most importantly, make decisions.
Then, as you begin to understand how to tell the personalities apart, I’ll teach you the ability to allow yourself to become versatile in any selling situation, won’t that be great? Now I want you to focus on a guy like Simon Cowell as we talk about Drivers.
Personality Type: Driver (Let’s do it now)
People who fall into the Driver personality type tend to be very controlling and possibly demanding. They know what they want and they aren’t afraid to let you know.Â They normally have little to no emotion and make decisions quickly and assertively.
To quickly sum up the characteristics of a driver:
- Demands control or will take it when available. Looks for opportunity to be ‘in charge’.
- Will get things done, likes goals and achieving them. Frames life as a sequence of I did this.
- Straight to the point, looks for the bottom line. Dislikes complexity or ambiguity.
- Little patience for the small details that aren’t clearly in line with goal seeking.
- Doesn’t like situations where they have no say in what’s happening.
- Appears to be arrogant and standoffish. Can seem overly aggressive, especially in the heat of a project. Will see people as ‘obstacles’ or ‘allies’.
- Can appear as Alpha male/female type
Drivers may appear intimidating, however, you must remember to put your emotions aside and not take things personally. Since I would say that I’m an extreme expressive, I find myself to be a very emotional person. By emotional, I mean that I pretty much wear my mood on my shoulders. When I use to work for Mike Ferry, the best trainer and coach from the Real Estate industry, my team leader was a very arrogant driver. He always wanted things done his way or the highway. Our communication was so one sided that I would constantly get mad by just talking to him. However, later, as I began to understand the way people work and make decisions, I realized that it wasn’t his fault for being such a prick, it was mine. Since I wasn’t communicating the way he wants to be communicated to, our personalities clashed. Remember, it’s not about you, it’s about the person in front of you.
How to deal with a Driver:
When presenting information to a Driver, avoid graphs, power point presentations, charts, and lists of data. Keep it short, simple, and sweet.
Expressive Personality Type:
Prevent yourself from going off on a tangent. If you absolutely must tell a story, give them the point of the story first. Otherwise, they’ll keep thinking about what your story is supposed to lead up to and quickly become annoyed by it.
Analytical Personality Type:
Drivers are general very annoyed by analytical people. An analytical shouldÂ obviously avoid stories, details, numbers, etc. If you must give them stats, give them the end results, not the entire formula that led you to that answer.
Amiable Personality Type:
Drivers usually love amiable people because amiable people aim to please and do whatever the driver tells them to do. Amiable people, just remember to stick to the point, and speak up!
Are you a Driver? If not, what experiences have you had when dealing you dealt with Drivers?