personality types

Pacing a Sales Conversation

It’s easy enough to have a sales conversation with a customer who is ready to buy right now. But, what if the customer standing in front of you is a sale in a week, or a month, or a year? It is important to remember there are multiple factors that go into a customer's decision [...]

Pacing a Sales Conversation2017-05-23T13:32:23-07:00

Adapting Your Marketing to Social Styles: The Expressive

This is the last of the four-week series on how to adapt marketing to the 4 key social styles. This week: The Expressive. The Expressive is outgoing and enthusiastic, creative and motivating. They have a lot of ideas but may not follow through to completion. They are impulsive and intuitive in decision making, sometimes without [...]

Adapting Your Marketing to Social Styles: The Expressive2017-05-23T13:32:30-07:00

Adapting Your Marketing to Social Styles: The Amiable

Continuing the four-week series on how to adapt marketing to the 4 key social styles. This week: The Amiable. The Amiable is people-oriented, sympathetic, considerate, and supportive. They would rather work as a team than alone; to be led rather than to lead. They are trusting and warm, seeking approval and looking for guidance. They [...]

Adapting Your Marketing to Social Styles: The Amiable2017-05-23T13:32:30-07:00

Adapting Your Marketing to Social Styles: The Analytical

By popular demand, we are doing a four-week series on how to adapt marketing to the 4 key social styles. This week: The Analytical. The Analytical is detail-oriented and independent. They are precise, logical, and risk averse. They operate with structure and discipline, and have a tendency to prefer working on their own than with [...]

Adapting Your Marketing to Social Styles: The Analytical2017-05-23T13:32:30-07:00

Adapting Your Marketing to Social Styles: The Driver

By popular demand, let’s look at how to adapt our marketing to the 4 key social styles in a 4-week series. This week: The Driver. The Driver is focused and efficient. They plan carefully but act quickly. They are ready to make a decision and move on, even if that means taking a risk. They [...]

Adapting Your Marketing to Social Styles: The Driver2017-05-23T13:32:30-07:00

Adapting Your Marketing to Social Styles

Although each potential customer is a unique individual, buyers generally fall into one of four social styles. The Driver is controlled, assertive, busy, risk-taking; they respond best to facts. The Analytical type is a stickler for precision, risk averse, and critical of persuasion; they want facts and they want you to give them time with [...]

Adapting Your Marketing to Social Styles2017-05-23T13:32:31-07:00