Working with People

1
Working with People

• four personality profiles

2
Working with People

• Driver likes
• boldness, authority, risk, change,
• challenge, power, direct answers,
• variety, dominating, efficiency
• Driver dislikes
• being taken advantage of

3
Working with People

• Analytical likes
• detail, authority, caution
• research, proof, discipline
• procedures, order, reassurance
• persistence standards
• Analytical dislikes
• criticism

4
Working with People

• Expressive likes
• verbalizing, people, opinions, motivation
• recognition, enthusiasm, popularity
• freedom from control and details
• status
• Expressive dislikes
• loss of acceptance

5
Working with People

• Amiable likes
• tradition, loyalty, family
• gradual change, security
• harmony, credit, appreciation
• consistency, co-operation, team play
• Amiable dislikes
• loss of security

6
Working with a Driver

• schedule definite appointments
• give bottom line quickly
• less small talk
• keep them informed

7
Working with Analyticals

• give brochures and fact sheets
• be accurate with information
• give time to make decisions
• give lots of information

8
Working with Expressives

• take time for small talk
• inform about new products/services
• appeal to their status
• invite to social functions

9
Working with Amiables

• assure them you appreciate their business
• ask about their families
• advise them of changes ahead of time
• stress teamwork