   
Trying to understand what makes your clients or family members tick? Knowing how people like to be served can make you more successful. Call today for a free article discussing the four personality types, and their buying styles. |
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Understanding Personality Styles (continued)
There are four major personality types: driver, analytical, amiable, and expressive. An individual can possess two types but there generally is one primary and one secondary personality type. The primary type is biological in origin while the secondary is usually picked up through life experiences.
Drivers are results-oriented individuals. Impatience and high energy are hallmarks of their temperament. Expressives don't mind at all letting the representative "have it." Since you don't want to lose their business (or any other business), you have to know how to effectively handle an incident with them. Individuals with an amiable personality tend to be good listeners. They have a more relaxed posture and are likely to give in to pressure. The orderly and ceremonious analytical tends to be very efficient in what they do. If an individual with an analytical personality comes in to open an account of any type, be prepared to give statistics (probably beyond the standard ones posted) and to provide an accurate, full disclosure of what is involved. An indicator of an analytical personality type is an overall picture of being conservative.
There are many natural indicators of personality types. You may exhibit the behavior of a certain type without giving it a technical name. Would you be more likely to say, "Close the window!" or "Can you please close the window?" Would you say that you move more rigidly or more freely? These everyday responses give clues about the type of personality of the individual. How freely or rigidly you move about can say a lot how responsive you are to situations, business and otherwise. If you tend to give specific orders that you expect to be completed (like a driver) instead of asking for them to be done (like an expressive), this will indicate how forceful your personality is. The colors you wear and like as part of your decor are expressions of your personality.
Turning a negative situation into a positive one seems less farfetched once you identify the personality types involved. What draws people to you or pushes them away from you? The answer lies in your personality. By tuning into an individual's personality type, you know how to more effectively control the way you talk with that client. Finding the right way to deal with customers involves studying, identifying, and accepting their personality type. We've all heard the saying that "money makes the world go around," haven't we? People make the money go around, so it is only natural that financial success and strong people skills go hand-in-hand.
It is a worthwhile investment to equip yourself and your co workers to handle all kinds of people based on identifying their personality type. If you are not in a position to ensure that employees receive appropriate training, appeal to your department heads. |
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