As promised last week, here are some ways you can "match and mirror" Amiables and Expressives.
Amiables tend to be friendly and patient. For them the relationship is everything; they're very interested in establishing a trusting, loyal friendship. Therefore, they don't like to be rushed. Take your time and take every opportunity to show them that you truly care about them and their company.
If possible, try not to sit across the desk from an amiable; try to arrange your meetings so that you're sitting in close proximity to them. Also, speak slowly, smile, and don't forget an adequate amount of small-talk. Ask about their spouse, children and co-workers.
Be sensitive to an amiable's feelings; if you notice something is "off," mention it casually but with some concern. "You seem to be a bit rushed today, Joan," you might say if you notice an Amiable prospect is a bit out of sorts. "Is everything okay? We can reschedule the meeting if this isn't a good time to get together." If you do this, you're likely to get the inside scoop about what's going on.
Don't apply pressure to Amiables; instead, take time to develop the relationship. To take them to the next level of commitment, make sure you detail your history, showing (not telling) how your solution was developed. Again, show concern and friendship, develop trust, and take things slowly. Those are the main keys for Amiables.
Now, what about Expressives?
These folks are generally excitable and tend to make decisions based on emotion rather than logic. They tend to be extroverted and friendly, and are more interested in having fun than in paying attention to the boring details.
It's critical that you keep Expressives on track, so providing them with a well-thought-out plan is useful that will help take some of the drudgery out of preparing and presenting information to their (probably Analytical or Driver) bosses.
Friendship is critical to Expressives as well, as is their "social standing" or the way they're thought of, so develop a rapport quickly. They generally like being introduced to people have similar interests and who are fun to be around as well.
One final note: Expressives are the moodiest of all the personality types. When they're having fun, they're great to be around. If not, they can be difficult to be around. So if you notice you catch one having a bad day, you might consider moving to a local coffee shop or restauant for your sales discussions.
Next week, we'll begin to talk about Transformation!
Send any questions, comments, stories, or sales problems to
dan@optimumbizdev.com, and I'll personally send you a response!
LAST WEEK'S HOMEWORK: Did you notice any Analyticals last week?
THIS WEEK'S HOMEWORK: Notice those customers, clients and coworkers who you think may be Expressives. They're not as plentiful, but there are a good number of them out there. What makes them most comfortable? What things do you notice that don't come naturally to them?
Please take a minute and let me know how you're doing out there. How have these tips been helping you?
