Some ideas for dealing with the different types

DRIVERS

- Plan to ask questions about and discuss specifics, actions and results.

- Use facts and logic.

- When necessary, disagree with facts rather than opinions. Be assertive.

- Keep it business-like, efficient and to the point.

- Personal guarantees and testimonials are least effective. better to provide options and facts.

- Do not invade personal space.

EXPRESSIVES

- Seek opinions in an area you wish to develop to achieve mutual understanding.

- Discussion should be people as well as fact oriented.

- Keep summarising. work out specifics on points of agreement.

- Try short, fast moving experience stories.

- Make sure to pin them down in a friendly way.

- Remember to discuss the future as well as the present.

- Look out for the.impulse buy..

AMIABLES

- Work, jointly, seek common ground.

- Find out about personal interests and family.

- Be patient and avoid going for what looks like an easy pushover.

- Use personal assurance and specific guarantees and avoid options and probabilities.

- Take time to be agreeable.

- Focus discussion on how.

- Demonstrate low risk solutions.

- Don’t take advantage of their good nature.

ANALYTICALS

- Take action rather than words to demonstrate helpfulness and willingness.

- Stick to specifics. analyticals expect salesmen to overstate.

- Their decisions are based on facts and logic and they avoid risk.

- They can often be very co-operative, but established relationships take time.

- Consider telling them what the product won’t do. They will respect you for it, and they will have spotted the deficiencies anyway.

- Discuss reasons and ask ‘why?’ questions.

- Become less responsive and less assertive yourself.