Personality Test

FOUR PERSONALITY TYPES

Understanding customer personality styles will quickly tell you just how and what to say to each customer.

Although every customer is different, most can be grouped into one of four groups:

Analytical

Driver

Amiable

                                    Expressive                                                               

Here are some basic characteristics of each of these personality styles:

Analytical - Analytical people are known for being systematic, well organized and deliberate. These individuals appreciate facts and information presented in a logical manner. They enjoy organization and completion of detailed tasks. Others may see them at times as being too cautious, overly structured, someone who does things too much 'by the book'.

controlled

orderly

precise

disciplined

deliberate

cautious

diplomatic

systematic

logical

conventional

Driver - Drivers thrive on the thrill of the challenge and the internal motivation to succeed. Drivers are practical people who focus on getting results. They can do a lot in a very short time. They usually talk fast, direct and to the point. Often viewed as decisive, direct and pragmatic. They can sometimes be perceived as rushed and uncaring.

action-orientated

decisive

problem solver

direct

assertive

demanding

risk taker

forceful

competitive

independent

determined

results-orientated

Amiable – Amiable types are dependable, loyal and easygoing. They like things that are non-threatening and friendly. They hate dealing with impersonal details and cold hard facts. They are usually quick to reach a decision. Often described as a warm person and sensitive to the feelings of others. Also sometimes perceived as sitting on the fence or wishy-washy.

patient

loyal

sympathetic

team player

relaxed

mature

supportive

stable

considerate

empathetic

persevering

trusting

congenial

Expressive – Expressive’s are outgoing and enthusiastic, with a high energy level. They are also great idea generators, but sometimes do not have the ability to see the idea through to completion. They enjoy helping others and are particularly fond of socializing. They can be slow to reach a decision. Often thought of as a talker, they can sometimes be overly dramatic and impulsive.

verbal

motivating

enthusiastic

convincing

impulsive

influential

charming

confident

dramatic

optimistic

animated

Driver - Drivers thrive on the thrill of the challenge and the internal motivation to succeed. Drivers are practical people who focus on getting results. They can do a lot in a very short time. They usually talk fast, direct and to the point. Often viewed as decisive, direct and pragmatic. They can sometimes be perceived as rushed and uncaring.

action-orientated

decisive

problem solver

direct

assertive

demanding

risk taker

forceful

competitive

independent

determined

results-orientated

If you are able to quickly identify the personality style of the customer, you will know the "hows" and "whys" of what to say to meet their needs. Once they feel that you truly understand them and feel an emotional connection, they will come up with reasons to buy from you.

Now, if you don't feel that you belong to any one group, don't worry either. Many of us don't fit squarely in one group or another. However, we usually have one dominant personality style that we use day to day. Recognizing the pros and cons of your own specific personality style can help you understand how to better deal with your customers.

Now you know each other a little better we're going to do the Personality Test

Make two teams of equal size. Team A and Team B. When you have read the different personality types you must decide which one YOU are. Write your name and personality type down on a piece of paper, making sure that no-one else can see it and put it on the teacher's desk. Each team must decide amongst themselves and make a list of what they think are the personality types of the opposing teams members.

One representive of each team to read out names and personality types – Your teacher will check them against her own list (from the slips of paper she has been given). Score ONE for each correct answer. May the best team win!