![]() ![]() They use their hands while talking and have a relaxed body posture and an animated expression. They speak and act quickly, vary vocal inflection, lean forward, point and make direct eye contact. Typically, they use opinions and stories rather than facts and data. They are focused on people rather than on tasks. They need to be accepted by others and tend to be spontaneous, outgoing, energetic and friendly. They are idea-oriented, have little concern for routine, are focused on the future and have quick reaction times. They are sociable, stimulating, enthusiastic and good at involving and motivating others. Expressives enjoy involvement, excitement and interpersonal interaction. In times of stress, Drivers may become autocratic.ģ. They are comfortable in positions of power and control and they have businesslike offices with certificates and commendations on the walls. They rarely want to waste time on personal talk or trivialities and can be perceived by other styles as dominating, harsh or severe. Their body posture is often rigid and they have controlled facial expressions. They typically use facts and data, speak and act quickly, lean forward, point and make direct eye contact. ![]() They are decisive, independent, disciplined, practical and efficient. Drivers are action- and goal-oriented, strive for results and react quickly. The best sales professionals recognize which personality they are dealing with and adapt their approaches and communication styles accordingly.ġ. ![]() Each has its own unique language, thought processes and approach to business. According to Merrill and Reid, there are four social styles: Analyticals, Drivers, Expressives and Amiables. On several occasions recently I have found myself discussing the work of psychologists David Merrill and Roger Reid, and although it is some 30 years old, it is still fascinating stuff. ![]()
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January 2023
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