Episode 20 Do you have Personality?

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This week's episode helps you better understand how to get your message across to others by understanding your personality and other personalities.

 

Communication is vital and understanding what motivates others, what drives their purchase decisions, and being aware of their needs are all very critical. 

 

Let's review the four personalities, what motivates them, the words they respond too and how to better connect.

 

1. Analytical people are reserved and quiet thinkers. They are all about the numbers and processes. They like to get to the bottom of things - curiosity is one of their strongest motives. Analytical people tend to prefer to work alone, as their ability to concentrate is more important than that of the other personality types. They are seeking more data and better ways to do things. The prime motivator for an analytical person is respect and the desire to be right. They want things to make sense and be logical. They tend to talk and communicate at a slower pace. They support their decision making with principles and evidence, so the more details they are given, the better. They will not move forward with a plan unless they can understand how it will benefit them 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—they’re visionaries, 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. Drivers’ strengths are that they are very determined, independent, and productive individuals. You can communicate with them by answering the "what" question - i.e. What is keeping us from working together? What do we need to do next to accomplish this outcome?

 

3. Amiable   They 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 a deeper relationship with the client. 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. Expressive  They are the life of the party and want to have fun! They are the social specialist and their prime motivator is being recognized and liked by all. Expressive people  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. Expressive people are very outgoing and they tend to talk fast. They are ambitious, charismatic, and persuasive. They need to know the "who" - i.e. Who will be making the decisions on this program in addition to you? Who else should we include for our next meeting?