Influencing Without Authority: Being a Good Listener We are born with one mouth and two ears – a good salesperson uses them in that proportion. If you are doing all [...]

Analyticals are systematic, structured, logical types. They care about things being thought through and being done right, and less about how people feel about it. If you need to convey [...]

Amiables are dependable, easygoing, sensitive types. When in arguments they tend to be more timid and are likely to back down when tension rises. They don’t like to see people [...]

Expressives are outgoing, creative, social types. They enjoy human contact and don’t want to look bad in any social situation. If you need to convey an idea to an Expressive, [...]

"Drivers" are direct, results-orientated people and are usually not the most patient. If you need to convey an idea to a driver, consider doing the following: • Avoid “thinking aloud” [...]

The majority of people are biased towards 1-2 of 4 social styles: • Driver: Direct, results-orientated • Expressive: Outgoing, creative, social • Amiable: Dependable, easygoing, sensitive • Analytical: Systematic, accurate, [...]