If you are speaking to a team of people, you need to make sense to several other groups. We cut through the confusion using one of the popular 4-quadrant personality models such as DISC, Whole Brain Business, or Analytical-Amiable-Driver-Expressive personality assessments. Driving: Amiable. Expressive: Achievement Behavior (1) Works carefully and alone (1) Works quickly and alone (2) Works. I am organized and think about every piece to the puzzle. It may not make me as spontaneous or risk taking. They also like to get things done efficiently. They seem to only care about being liked.
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If you are a regular visitor to my blog you will know that recently, we have been developing a new leadership suite of programmes and this has led me to further investigate what I term “Personality Types” and Merrill & Reid call “Social Styles” in their excellent book “Knowing About Social Styles”.
There are four personality types or social styles – Analyticals, Drivers, Expressives and Amiables – and all four have their own unique approach to business, their own language and thought processes etc. As a consequence, the very best sales professionals have become adept at recognizing which personality they are dealing with and adapt their approach and communication style accordingly.
In every boardroom, you will always find three of the four personality types, occasionally, all four: I have discovered over the years which personality is likely to fill which position on the board but more on that later.
The Driver:
Let’s begin by looking at the characteristics of the Driver. Drivers are action and goal oriented, need to see results and have a quick reaction time. They are decisive, independent, disciplined, practical and efficient. They typically use facts and data, speak and act quickly, lean forward, point and make direct eye contact. Their body posture is often rigid and they have controlled facial expressions.
They rarely want to waste time on personal talk or preliminaries and can be perceived by other styles as dominating or harsh and severe in pursuit of a goal. They are comfortable in positions of power and control and they have businesslike offices with certificates and commendations on the wall. In times of stress, drivers may become autocratic.
The Analytical:
Analyticals are concerned with being organised, having all the facts and being careful before taking action. Their need is to be accurate, to be right. precise, orderly, methodical and conform to standard operating procedures, organisational rules and historical ways of doing things. They typically have a slow reaction time and work more slowly and carefully than Drivers. They are perceived as serious, industrious, persistent, and exacting.
Usually, they are task oriented, use facts and data, tend to speak slowly. lean back and use their hands frequently. They do not make direct eye contact and control their facial expressions. Others may see them as stuffy, indecisive, critical, picky and moralistic. They are comfortable in positions in which they can check facts and figures and be sure they are right. They have neat, well organised offices and in times of stress, Analyticals tend to avoid conflict.
The Expressive:
Expressives enjoy involvement, excitement, and interpersonal action. They are sociable, stimulating, enthusiastic and are good at involving and motivating others. They are also ideas oriented. have little concern for routine, are future oriented and usually they have a quick reaction time. They need to be accepted by others, tend to be spontaneous, outgoing, energetic, friendly and focused on people rather than on tasks. Typically, they use opinions and stories rather than facts and data. They speak and act quickly; vary vocal inflection, lean forward, point and make direct eye contact.
They use their hands when talking; have a relaxed body posture and an animated expression. Their feelings often show in their faces and they are perceived by others as excitable, impulsive, undisciplined, dramatic, manipulative, ambitious, overly reactive and egotistical. They usually have disorganised offices and may have leisure equipment like golf clubs or tennis racquets. Under stressful conditions, Expressives tend to resort to personal attack.
The Amiable:
Amiables need co-operation, personal security and acceptance. They are uncomfortable with and will avoid conflict at all costs. They value personal relationships, helping others and being liked. Some Amiables will sacrifice their own desires to win approval from others. They prefer to work with other people in a team effort, rather than individually and they have an unhurried reaction time and little concern with effecting change. Typically, they are friendly, supportive, respectful, willing, dependable and agreeable. They are also people-oriented.
They use opinions rather than facts and data, speak slowly and softly, use more vocal inflection than Drivers or Analyticals. They lean back while talking and do not make direct eye contact; they also have a casual posture and an animated expression. They are perceived by other styles as conforming, unsure, pliable, dependent and awkward. They have homely offices – family photographs, plants etc. An Amiable’s reaction to stress is to comply with others.
Most people’s first reaction after reading the four profiles is to believe that they fit into more than one category and this is absolutely right. However, everyone has a dominant style and no-one should believe that they fit into more than two because they don’t. Let me explain why:
The Social Styles Model:
It is not possible to illustrate with a diagram here, so imagine two boxes on top of two other boxes or if you prefer, a window with four panes. In the top left is the Analytical, top right the Driver, directly below them in the bottom right hand corner is the Expressive. Finally, directly below the Analytical, sitting in the bottom left hand corner is the Amiable
Note where each style is placed, because this is important. The people, with whom you probably find it most difficult to relate to naturally, are your diagonal opposites on the matrix. So you do need to study the characteristics of your diagonally opposite Social Style.
Now, what I can share with you, is that the majority of professional salespeople are Expressives; so clearly, they are going to find it most difficult to relate to and communicate with, Analyticals. That is a challenge in itself, because there will always be at least one Analytical within the formal DMU!
What is even more interesting, is that Top 5% achievers (yes, a favourite term I know) are Drivers! So you see, they have no difficulty getting onto the same wavelength as Analyticals, because they are side by side and of course they have total synergy with other Drivers, plus, they relate well to Expressives. But, they have little in common with Amiables. Why is that so significant? Well, quite simply, the Social Style that you are least likely to find in a boardroom is…….. yes, it’s an Amiable.
So, which Social Style do the various residents of the boardroom typically have?
Managing Directors are typically Drivers, as you might expect.
Finance Directors are usually Analyticals.
Sales Directors are nearly always Expressives
Marketing Directors are also Expressives
Technical Directors are almost always Analyticals
And Finally: In Sales
Level 3, Top 5% Achievers, are normally Drivers
Level 2, Sales Professionals, are typically Expressives
Level 1, Emerging salesmen and Women are almost always Amiables
It is of course dangerous to generalize and there will always be exceptions, however based on my experience, I have very rarely been mistaken using this concept of personality identification.
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Take the personality quiz and you'll be presented with additional information about the Driver, the Analytical, the Expressive and the Amiable. Personality Test: Are You A Driver, Expressive, Analytical or Amiable?
>>. What kind of character perform you have got?
- Analytical Driver Amiable Expressive Analytical Establish priority of tasks to be done. Commit to!rm time frames for your work and stick to them. Take a deep breath, relax and slow down. With analyticals, you need to demon-strate you have considered all or most options or outcomes before moving ahead. Cut short the social hour and get right down to the speci!cs. The more information you have.
- The Four Different Personality Types. It was expanded by Myers-Brigg personality test which is overly complicated. Driver, Expressive, Amiable, and Analytical.
- Analytical Driver Amiable Expressive Analytical Establish priority of tasks to be done. Commit to!rm time frames for your work and stick to them. Take a deep breath, relax and slow down. With analyticals, you need to demon-strate you have considered all or most options or outcomes before.
You may like to get charge and do points your way. You may become an manager or look for give up. Your sense of humor may end up being dried out, or might end up being bubbly. Your personality is distinctive to you, but can become classified into organizations with related characteristics.
So you are about to discover out what your personality is definitely like; Expressive, á driver, an AnaIytic, or amiable. Thé way it functions: choose the solution to each issue that greatest describes you. Have got enjoyment and consider not to take the outcomes too significantly.
Made by: Shelly. What is usually your age?. Under 18 Decades Old.
18 to 24 Years Aged. 25 to 30 Years Aged.
31 to 40 Yrs Old. 41 to 50 Decades Aged. 51 to 60 Decades Old.
Over 60 Decades Old. What is definitely your sex?. Male. Feminine. Select the a single that greatest identifies you. You may just select one.
cartoon. daring.
analytic. adaptable. Choose the one particular that greatest identifies you. You may only choose one. playful.
convincing. persistent. tranquil. Choose the one that best talks about you. You may only select one. friendly.
strong-willed. seIf-sacrificing. submissive. Choose the 1 that best describes you. You may only choose one.
convincing. competitive. considerate. controlled. Select the one particular that best details you. You may just choose one. refreshing.
practical. respectful. arranged. Choose the one that greatest explains you. You may just select one. spirited. self-reliant.
delicate. satisfied. Choose the 1 that best talks about you. You may just select one. promoter.
positive. adviser.
patient. Select the 1 that greatest describes you. You may only select one. natural. sure. scheduled.
shy. Choose the a single that greatest represents you. You may just choose one. positive.
outspoken. organized.
obliging. Select the one that greatest represents you. You may just select one. amusing.
forceful. faithful. friendly.
Choose the one particular that greatest represents you. You may just choose one.
wonderful. daring. detailed. diplomatic.
Choose the 1 that best talks about you. You may just select one. cheerful.
confident. cultured. consistent. Choose the a single that best identifies you. You may only choose one.
inspiring. 3rd party. idealistic. inoffensive. Choose the a single that best explains you. You may only choose one. demonstrative.
important. deep. dry humor. Choose the one particular that greatest describes you. You may just choose one. combines conveniently. mover.
musical technology. mediator. Choose the a single that best identifies you. You may just choose one. talker.
fierce. considerate. tolerant.
Select the one that greatest talks about you. You may just select one. energetic. leader.
faithful. listener. Select the 1 that greatest explains you. You may just select one. cute. key. chartmaker.
contented. Choose the one particular that greatest details you. You may only select one.
popular. effective. perfectionist.
pleasant. Select the 1 that greatest details you. You may just choose one. bouncy. strong. behaved. well balanced.
Choose the one particular that greatest explains you. You may just select one.
brassy. bóssy. bashful. blank. Select the a single that greatest talks about you. You may only select one. undisciplined.
unsympathétic. unforgiving. unenthusiastic. Select the 1 that greatest describes you. You may only choose one. repetitious.
resistant. resentful.
reticent. Choose the one that best identifies you. You may only choose one. forgetful.
frank. fussy. fearful. Choose the one that best describes you.
You may just select one. interrupts. impatient. insecure. indecisive.
Choose the one particular that greatest represents you. You may only select one. unpredictable.
unaffectionate. unpopular. uninvolved. Select the a single that best identifies you. You may just select one.
haphazard. héadstrong. hard-to-pIease. hesitant.
Select the 1 that best represents you. You may just choose one. permissive. prous.
depressed. plain.
Select the 1 that greatest details you. You may just select one. angered quickly. argumentative. alienated. aimless. Select the a single that best represents you.
You may just choose one. naive.
nervy. adverse attitude. nonchalent. Choose the one that best talks about you. You may just select one.
wants credit score. workaholic. withdrawn.
worrier. Select the 1 that greatest details you. You may only choose one.
talkative. tactless.
as well sensitive. timid. Select the a single that greatest describes you. You may just choose one.
disorganized. domineering. feeling hopeless. doubtful. Choose the a single that best identifies you. You may just choose one. inconsistent.
intolerant. introvert.
indifferent. Select the 1 that greatest represents you. You may only choose one. messy. manipuIative.
moody. mumbles. Select the one that best identifies you. You may only choose one. show-off. stubborn.
skeptical. sluggish.
Driver Am I Able Analytical Expressive
Select the 1 that best explains you. You may just choose one. noisy. lord-over-others. loner.
lazy. Choose the 1 that best explains you. You may just choose one.
scatterbrained. brief tempered. dubious.
sluggish.
>>. What type of character do you have? You may including to consider charge and perform factors your method. You may become an coordinator or look for bargain. Your feeling of wit may become dried out, or might be uptempo.
Your character is unique to you, but can end up being categorized into groupings with related features. So you are about to discover out what your personality will be like; Expressive, á driver, an AnaIytic, or amiable. Thé way it functions: select the answer to each issue that best identifies you. Have enjoyment and test not really to consider the outcomes too seriously. Created by: Shelly.
What is usually your age group?. Under 18 Decades Old. 18 to 24 Decades Aged. 25 to 30 Decades Aged.
31 to 40 Decades Aged. 41 to 50 Decades Old. 51 to 60 Yrs Aged.
Over 60 Decades Aged. What will be your gender?. Male. Woman. Choose the a single that best details you. You may just choose one. cartoon.
amazing. analytic. adaptable. Select the one that best details you. You may just choose one. playful.
persuasive. persistent. tranquil. Choose the one particular that greatest identifies you. You may only select one. friendly.
strong-willed. seIf-sacrificing. submissive.
Choose the a single that greatest represents you. You may just choose one. convincing. aggressive. considerate. managed.
Choose the a single that best describes you. You may only select one. refreshing. formative. respectful. set aside. Select the one particular that greatest describes you.
You may just select one. spirited. self-reliant. delicate. satisfied.
Select the one particular that greatest identifies you. You may just select one. promoter. positive. adviser. patient.
Driver Amiable Analytical Expressive Test Printable
Choose the one particular that greatest explains you. You may just choose one. natural. sure. planned. shy. Choose the a single that best details you.
You may just choose one. optimistic. outspoken. organized.
obliging. Select the 1 that best talks about you. You may only choose one. amusing. forceful. faithful. friendly.
Select the one particular that greatest describes you. You may only select one. delightful. daring. detailed. diplomatic. Select the one that greatest identifies you.
You may only choose one. happy. confident. cultured. consistent.
Select the 1 that greatest talks about you. You may only select one.
inspiring. impartial. idealistic. inoffensive. Choose the a single that best represents you. You may only choose one.
demonstrative. decisive.
deep. dry humor. Choose the one particular that greatest identifies you. You may only select one. combines effortlessly. mover. musical.
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mediator. Choose the one particular that greatest represents you.
You may only choose one. talker. fierce. innovative. tolerant. Choose the one that best details you. You may only select one.
dynamic. leader. faithful. listener. Choose the a single that best explains you. You may only select one.
lovely. chief. chartmaker. contented.
Select the one particular that best identifies you. You may just select one. popular. effective. perfectionist. pleasant.
Choose the a single that best explains you. You may just select one. bouncy. daring.
behaved. balanced.
Select the one particular that greatest describes you. You may just select one. brassy. bóssy. bashful. blank.
Driver Amiable Analytical Expressive Test Printable Chart
Choose the one that best details you. You may only select one. undisciplined. unsympathétic.
unforgiving. unenthusiastic.
Select the one particular that greatest identifies you. You may just choose one.
repetitious. resistant.
resentful. reticent. Select the one particular that greatest explains you. You may just select one. forgetful.
open. fussy. fearful. Select the 1 that greatest describes you. You may just select one. stops. impatient.
insecure. indecisive. Select the a single that best describes you. You may only choose one. unstable. unaffectionate.
unpopular. uninvolved. Choose the one particular that greatest describes you. You may only choose one. haphazard. héadstrong. hard-to-pIease.
hesitant. Choose the one particular that greatest identifies you. You may just choose one. permissive. prous. pessimistic.
plain. Choose the 1 that greatest identifies you.
You may only select one. angered conveniently. argumentative.
alienated. aimless. Choose the a single that greatest explains you. You may just select one. naive. nervy.
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negative mindset. nonchalent.
Choose the one particular that best identifies you. You may only select one. desires credit score. workaholic. taken.
worrier. Select the 1 that greatest represents you.
Personality Types Quiz Amiable Driver
Driver Amiable Analytical Expressive Test Printables
You may just select one. talkative. tactless. too sensitive. timid. Choose the one particular that best talks about you.
You may just choose one. disorganized. domineering.
disheartened. doubtful.
Select the 1 that greatest represents you. You may only choose one. inconsistent.
4 Personality Types Analytical Amiable
intolerant. introvert. indifferent. Select the one that best represents you. You may just select one. messy.
manipuIative. moody.
mumbles. Choose the one particular that greatest talks about you.
You may just select one. show-off. stubborn.
skeptical. slow. Choose the one particular that best identifies you. You may just select one.
loud. lord-over-others. loner. lazy.
Choose the 1 that greatest talks about you. You may only select one. scatterbrained. short tempered. suspicious. sluggish.