Are you enthusiastic, dramatic and verbal? Do you tend to motivate people into action? However, when you're challenged to do something on your own, are you likely to avoid making a decision?
If so, your personality style is likely that of an "Expressive."
(Remember, there's no right or wrong personality style. Successful people are in each of the four styles (Analytical, Driver, Amiable and Expressive), but in general they're successful because they use the unique traits associated with their personality style to produce results.)
What are the implications if you're an Expressive business developer?
Like the Driver style, you're likely to produce results by having great influence over others, but instead of bulldozing (like the Driver), you're more likely to whip them up into a frenzy or by being maybe a bit too animated. If you experience "pushback," it's likely because you're being perceived as being manipulative (or even annoyingly enthusiastic).
You're confident and love being the center of attention. So you're more likely (than those who have other personality styles) to throw parties and to make sure everyone's having fun.
Your clients fall into two main categories: those who loved to be led and those who share your passion and enthusiasm about life itself.
You're likely to lose sales by presenting "style" more than "substance" in the mind of your prospects or by trying to close the sale too fast. Your Analytic prospects will take a while to think over your proposal and your Amiable prospects are more interested in developing a solid relationship with you before doing business. So, as an Expressive, you should be careful of your natural power and energy, because not all will respond to you positively. This will frustrate you, because you want everyone to join in the fun!
Next week, we're going to explore how successful salespeople "match and mirror" their clients when they interact.
Send any questions, comments, stories, or sales problems to
dan@optimumbizdev.com, and I'll personally send you a response!
LAST WEEK'S HOMEWORK: If you're an Amiable, did you notice how much you wonder about relationships? You're likely somewhat concerned or even afraid of doing something that you think might impact existing or future relationships.
THIS WEEK'S HOMEWORK: If you're an Expressive, as you go through the week, notice how much you rely on motivating others in order to get your work done. Also look to see how you rely on others in order to make decisions.
Please take a minute and let me know how you're doing out there. How have these tips been helping you?
