Let’s dive into the four main types of personalities and what you need to know about each. You have to adapt your strategy to the buyer’s personality type. If you want to consistently win deals, you can’t sell how you’d like to be sold to. So he lost out on a multi-thousand dollar commission. His pitch would’ve worked on a different personality type, but not mine. He just said things like, "I think you’ll love driving around in this car."
He didn’t give any facts or figures about its reliability or tell me about its safety features.
Instead, he tried to steamroll me into buying a "cute" car. He didn’t ask, "Why are you getting a new car?" or even specific questions like "Do you care about fuel efficiency over style?" Unfortunately for him, the first salesperson I talked to used the wrong approach. Those two factors meant I was an extremely good prospect. And I wasn’t going to be too picky - I needed a new car ASAP. I was prepared to spend a good chunk of change for an extremely reliable vehicle (you can understand my trepidation). Once you have put these principles into effect, please share some of your success stories.After the auto shop confirmed there was no way I could drive the car again without paying for more repairs than it was worth, I went car-shopping. “Knowing” who you are dealing with is a critical key to good communication. When you meet with someone, determine which personality they are and speak with them based on what they will best respond to. Commit to memory the different personality types. What I mean by that is that you are able to communicate with all different types of people. What’s important is your ability to be versatile. It really doesn’t matter which personality type you are, each one has its’ strengths and weaknesses. Can appear arrogant or even standoffish.When working with a driver seller or buyer, avoid telling any stories, get straight to the comps, be brief, and close strong.
Also, like analyticals, they show little to no emotion. Like analytics, they too like facts and figures, but they are definitely not as detail oriented.
#Personality test driver expressive amiable analytical drivers#
Drivers typically just want you to get straight the point and cut the fluff. People with the driver personality often come across as demanding, abrupt, or even short fused.
When you’re working with an amiable seller, it’s important for you to be ‘soft and warm,’ always ask them about how they “feel” and what their spouse thinks about the situation. Most amiable people are “externals,” they seek the opinion and approval of the people around them (to make sure everyone is okay with what they are doing). They usually want what’s best for the group. Amiable personality types are great team players. Have you ever had a friend who is always there for you, no matter what? Even if they are busy, they drop everything to talk with you. Enjoy problem solving and love to be admired for it.Hardly ever get bored because they’re always thinking about something that keeps them busy.Easily get frustrated when others can’t see their point of view.They make their decisions very logically and with very little emotion. Show them graphs, percentages, statistics, and then allow them some time to process everything. When working with an analytical seller or buyer, it’s important for you to cover each comp in detail. They are usually perfectionists who take a systematic approach to most of the things they do. People who are analytical generally enjoy or even get a thrill out of working with specific details. I’ve put together a synopsis of each personality type so you can “read” your clients and at the same time, better understand yourself. That’s your goal, right? As Mike Ferry says, there are four distinct personality types that each and every one of us fall under: Analytical, Amiable, Driver, and Expressive. Understanding the difference in personality types can give a real estate agent a major advantage, and result in their closing more deals.
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