When it comes to selling, it’s important to know what social style your prospective client is. By accommodating your prospect’s social style, you will not only effectively capture the prospect’s attention, but you will connect with the prospect on a deeper level, improving your sales.
There are four social styles, with two dimensions: responsiveness and assertiveness. Responsiveness refers to the degree to which people display their emotions while assertiveness refers to the degree to which people express their opinions to others.
Amiables are high in responsiveness and low in assertiveness. They are people-oriented and value relationships and cooperation. They tend to be slow when it comes to decision-making and dislike conflict, preferring unanimous decisions.
Expressives are high in both responsiveness and assertiveness. They are people-oriented and task-oriented and are often the most visionary of the social styles. They make quick decisions and appreciate new and bold ideas.
Analyticals are low in both responsiveness and assertiveness. They are task-oriented and value facts and logic. They take more time in the decision-making process because they want to be absolutely sure of a right decision.
Drivers are low in responsiveness but high in assertiveness. They are task-oriented and value time and efficiency. They make fast decisions and prefer to work at a fast pace.