Tag Archive for: DISC

Keys to Persuading Thinker Personalities

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Here comes your biggest challenge thus far; trying to persuade one of the smartest people to ever walk the planet – Albert Einstein! Talk about intimidating; he’ll see through every psychological ploy you toss at him. If you were going to ask Einstein for something, how would you persuade him to say “Yes?”

In our final week we’ll consider how best to persuade someone who is a thinker or analytical personality type. When I think of this personality type, Einstein comes to mind because he would be someone more task-oriented than relationship-focused. However, unlike Donald Trump, he doesn’t seek to control situations and other people. Instead, he would be someone more focused on self-control. The follow describes the thinker/analytical personality type:

Very task driven; can be slow to act because they like to think things through; exercise good self-control; don’t consider themselves assertive; like data to support decisions; usually take a logical, systematic approach to things; like to see track records and trends to support ideas.

Of the four personality types, the second most often identified was the thinker at 29%. The one chosen most often was the pragmatic (32%), then expressive (24%) and finally amiable (14%).

Because thinkers are task-focused like pragmatics, it will come as no surprise to find out they chose answers that engaged reciprocity and liking much less than did the amiable and expressive personality types. Those personalities are much more relationship-oriented than they are on prioritizing tasks. Some influence advice when dealing with a thinker:

Using the liking principle is okay because it’s socially acceptable but you don’t want to spend much time here because thinkers are not concerned with being your friend. Don’t take offense but most of the time their thoughts are off somewhere else.

Pulling the reciprocity lever – doing things in hopes of a return favor – won’t be an effective strategy either. Thinkers will certainly accept whatever you give them but it won’t be a high priority for them to find ways to repay the favor.

More than any other personality type, when it comes to making business decisions, helping thinkers deal with uncertainty should be your top priority.

Thinkers were more persuaded by the principle of consensus – what others were doing – than any other personality type. It’s not that they just go with the flow; rather they can be persuaded by what others who are like them happen to be doing. So tell Einstein what Tesla, Edison or other classic thinkers are doing and he’ll listen.

Sharing facts or relying on the advice of experts – the principle of authority – is more effective with this group than any other personality type! One other expert is good but many (consensus) will be your best bet when trying to persuade a thinker.

Consistency – what someone has said or done in the past –was also high for thinkers. Only pragmatics had a higher score. Pragmatics may believe they’re right in what they say and do because of their egos. Thinkers believe they’re right because they’ve put so much time and energy into their decision before they act on it or share it. Tie your request to what a thinker has said, done or professes to believe and your odds of success go up dramatically.

Scarcity was the least effective principle with this personality type. Odds are they’ve thought about your offer, perhaps researched it, so if it’s not actually rare or going away they’ll see right through it. You’ll get much more response by helping them overcome uncertainty (consensus and authority) in the business environment.

When it comes to the thinkers you know they may not be as extreme as Albert Einstein. However, you’ll still be better off focusing on certain principles because they’ll help you more than others. In order, here are the most effective principles of influence for thinkers:

  • Authority
  • Consensus
  • Consistency
  • Liking
  • Reciprocity
  • Scarcity

I hope you’ve found this series on personality types helpful. When it comes to persuading people, where you have a handle on their personality type, plan accordingly and you’ll be far more successful than if you simply wing it. Also, setting the stage – what you do before you attempt to persuade – will be extremely helpful.

Brian Ahearn, CMCT®
Chief Influence Officer
influencePEOPLE 
Helping You Learn to Hear “Yes”.

Keys to Persuading Amiable Personalities

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How would you like to meet Sandra Bullock? She always plays characters that are so nice and now she’s going to be nice to you. Imagine for a moment you have a big favor you want to ask her. How will you persuade her to say “Yes?”

This week we’ll take a look at how best to persuade someone who is an amiable or facilitator personality type. When I think of an amiable, Sandra Bullock jumps out at me because she seems to be someone who is more relationship-focused than task-oriented. But unlike Oprah, she doesn’t seek to control situations and others. Rather, she prefers to focus on self-control. The follow describes this personality type:

Amiable people really enjoy relationships; tend to focus more on feelings than facts; don’t consider themselves very assertive; are usually willing to set aside work if someone needs to talk; don’t like change; when they need help they prefer a real person to help them even if it takes more time.

Of the four personality types, fewer people taking my survey identified themselves as being amiable (14%) when compared to the other personalities: pragmatic (32%), expressive (24%) and thinker (29%).

Because amiable personality types are relationship-oriented, like the expressives, it will come as no surprise to find out they chose answers that engaged reciprocity and liking far more than did the pragmatic and analytical personality types, personalities that are much more task focused than they are on relationship building. Some influence advice when dealing with an amiable:

Make it a point to work the likingprinciple with these folks, because they want to know and enjoy the people they interact with. Can’t you just image Sandra wanting to get to know you and be your friend before you get down to business? I sure can. The good news is, if she likes you then she’ll probably go out of her way to help you.

While amiable personality types didn’t respond to reciprocityas much as the expressives they did place a higher value on it than thinkers and pragmatics. Do them a good turn or something thoughtful and it’s highly likely they’ll look for ways to return the favor.

Like the other personality types, when it comes to business decisions, helping amiable people deal with uncertainty is huge.

Amiable folks were persuaded by what others were doing – the principle of consensus– a little more than thinkers and expressives. When it comes to personal decisions consensus is even more important. This makes sense for someone relationship focused because they would rather go with the flow than buck the system.

Sharing facts or relying on the advice of experts is the most effective route with this group.  However, despite the fact that authority was the #1 principle chosen by amiables, it was not as effective as it was for thinkers and pragmatics.

When it came to using consistency– what someone has said or done in the past – this was the #3 choice for amiables. With these folks it’s not about being right as much as it is feeling obligated to live up to their word. My guess is part of this has to do with being liked. If you can tie your request to his or her beliefs or values the chance you’ll year “Yes” will increase significantly. You’ll also learn more about them so you can connect even better.

Scarcitywas least effective with this personality type when compared others. If something is truly rare or going away, by all means incorporate that into your request but don’t spend much time on it. You’ll get far more out building a relationship (liking and reciprocity) and helping t them overcome uncertainty (consensus and authority) in the business setting.

When it comes to the amiables in your life they may not be as nice and personable as  Sandra Bullock, but you’ll still be better off focusing on certain principles that will help you more than others. In order, here are the most effective principles of influence for amiables:

  • Authority
  • Consensus
  • Consistency
  • Liking
  • Reciprocity
  • Scarcity

Next week we’ll take a look at the final personality type, the thinker, also known as the analytic.

Brian Ahearn, CMCT®
Chief Influence Officer
influencePEOPLE 
Helping You Learn to Hear “Yes”.

Keys to Persuading Expressive Personalities

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You are one lucky person because you just got another big break! This week you’re meeting Oprah Winfrey! You’ve been given 15 minutes to talk with one of the few people who can make or break your career just my mentioning your name. How will you influence Oprah to give you that positive mention or perhaps airtime on one of her shows?

This week we’ll take a look at how best to persuade someone who is an expressive or influencer personality. When I think of an expressive, Oprah Winfrey immediately comes to mind because she’s someone who is more relationship-focused than task-oriented. Like the Trump, Oprah also likes to control situations and others. The follow describes this personality type:

Expressives like being part of social groups; enjoy attending events with lots of people; are more in tune with relating to people than working on tasks; are imaginative and creative; can usually win others over to their way of thinking; like things that are new and different; have no problem expressing themselves.

If I had to sum up expressive personalities in a word I’d say they’re balanced. Of the four personality types their answers had the least amount of variance. In other words, all of the principles of influence work well with them.

Because expressive personality types are relationship-oriented it will come as no surprise to learn in my online survey that they chose answers that engaged reciprocity and liking far more than did the pragmatic and analytical personality types, two personalities that are task focused much more than they are on building relationships. Some persuasion advice when dealing with an expressive:

Definitely spend time engaging the likingprinciple with them, because they want to like the people they interact with. Oprah certainly cares about closing the deal but she also cares about you and your story so look for ways to connect with her. If she likes you it’s a good bet she’ll go out of her way to help you.

Expressive personalities responded more to reciprocitythan any other personality type so look for ways to genuinely help them and they’ll respond in kind much more than pragmatics or thinkers will.

As was the case with pragmatics, in a business setting overcoming uncertainty is key for expressives.

Sharing trends and what others are doing – the principle of consensus– can be quite effective with expressives. Oprah types want to move the masses and they know it’s easier to swim with a wave rather than against it so share what many others are already doing.

Sharing hard data or using the advice of perceived experts is the most effectiveroute with this group.  However, while authoritywas the #1 principle chosen by expressives, it wasn’t as effective as it was with the other personalities. Show Oprah the numbers or share insight from experts and it will give her pause to consider your request.

When it came to using consistency– what someone has said or done in the past – this was the #3 choice for expressives. For this group it’s not as much about being right as it is being true to themselves and what they believe. Look for ways to tie your request to his or her beliefs or values and the chance you’ll year “Yes” will increase significantly.

Scarcitywas no more effective for this group than the others. Definitely don’t force the issue unless something is truly rare or diminishing. Oprah Winfrey and her expressive friends don’t like to miss out on opportunities but just know you won’t be as effective with the scarcity strategy as you might be with Donald Trump and his pragmatic buddies.

When it comes to the expressives you know, they may not be as expressive as Oprah Winfrey, but there are still principles that will be more effective than others. As I noted at the beginning, there is less variance with the principles for this group when compared to others. In order, here are the most effective principles:

  • Authority
  • Consensus
  • Consistency
  • Liking
  • Reciprocity
  • Scarcity

Next week we’ll take a look at the amiable personality, sometimes known as the facilitator.

Brian Ahearn, CMCT®
Chief Influence Officer

influencePEOPLE 
Helping You Learn to Hear “Yes”.

Keys to Persuading Pragmatic Personalities

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Here it is, your big break – you have a meeting with the Donald! That’s right, Donald Trump has agreed to give you 15 minutes to pitch your idea. How will you go about persuading him to get a yes answer?

This week we’ll take a look at how best to persuade someone who is a pragmatic or driver personality. In my mind, Donald Trump is an off-the-charts pragmatic because he’s someone who is more task-oriented as opposed to relationship-focused and he likes to control situations and others. The following describes this personality type:

Pragmatics generally want quick results; are more focused on getting things done than chatting with people; prefer taking control of situations; sometimes act before thoroughly thinking things through; are assertive; not afraid to take risks; appreciate getting to the point quickly.

Because pragmatics are not relationship-oriented it will come as no surprise to learn in my online survey they chose answers that engaged reciprocity and liking far less than did the expressive and amiable personality types, two personalities that are people-focused much more than task-oriented. Some persuasion advice when dealing with a pragmatic.

Don’t be rude but don’t spin your wheels using the liking principle because they don’t care much about being your friend. Do you think Donald cares more about being your friend or possibly closing the deal? I bet he wants to close the deal.

Don’t try to pull the reciprocity lever by doing favors with an expectation that it will be a difference maker because it probably won’t help too much. Donald will gladly accept what you offer but it’s doubtful it will be top of mind for him to think about how to repay the favor.

Uncertainty can be bothersome for pragmatics so when they’re not sure what to do they tend to respond to a couple of principles more than others.

Pragmatics generally don’t care what everyone else is doing but it can be persuasive to tell them what others just like themare doing. While they don’t respond to the principle of consensus as much as other personalities it was nonetheless one of their top choices. Donald Trump doesn’t care what the run of the mill businessperson is doing but he cares what respected peers are doing so do some research and incorporate your findings into your presentation.

Sharing hard data or using the advice of perceived experts is the most effective route with this group.  In fact, in more than half the cases where authority was a choice, pragmatics went with it! Show Donald what the numbers are or share what respected experts have to say and he’ll give that more weight than anything else.

Motivating pragmatics to action can be easy if you know which principles to look for. Generally, you want to use consistency or scarcity.

When it came to using consistency – what someone has said or done in the past – pragmatics were more motivated by this principle than any other personality style. In fact, it was their second most often chosen reason when it came to being persuaded. When Donald Trump says something do you think he believes he’s right? Of course he does, so tie your request to his previous words, actions or beliefs and your odds of success go up dramatically. I can back up that claim because I saw this to be the case on an episode of The Apprentice.

While scarcity wasn’t one of the top three choices for pragmatics, using this principle was more effective with pragmatics than any other personality type. Think about Donald Trump – he hates to lose! Talk about what pragmatics might lose by not going along with what you’re proposing and you’ll get more compliance than you would by talking about what they might gain or save.

When it comes to the pragmatics you know, they may not be as extreme as Donald Trump, but nonetheless there are certain principles that will be more effective than others. In order of effectiveness they are:

  • Authority
  • Consistency
  • Consensus
  • Scarcity
  • Reciprocity
  • Liking

Next week we’ll take a look at the expressive personality, sometimes known as the influencer.

Brian Ahearn, CMCT®
Chief Influence Officer

influencePEOPLE 
Helping You Learn to Hear “Yes”.

DISCover Keys to Persuading Different Personality Types

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Should you try to persuade different personality types with different principles of influence? Several years ago I conducted a survey on that topic and the results seemed to indicate there were certain principles of influence that were more effective with particular personality types.

My original survey contained a mixture of business and personal questions, which led many people to contact me because they felt they responded differently in business situations vs. personal settings. For example, in business they felt friendship was far less important when it came to saying “Yes” to someone than it might be away from the office.

Because much of what I write about is oriented towards business I decided to conduct a new survey that would be entirely focused on business-related issues. I’m happy to report that more than 500 people participated in the survey!The actual survey questions can be seen here. Without going into great detail, what’s important for you to understand is each question had three possible answers:

For the most part those who contacted me years ago were correct – people seem to respond to different principles of influence in the business environment than they do away from work. For example, with each personality type those taking the survey responded most often to the principle of authority. That’s not to say another principle such as liking was irrelevant but it was clear from the data that given the choice to respond because of friendship versus a perceived expert or hard data, people choose the expert or authoritative information when it came to saying “Yes.”

Something else to understand about the survey are the four personality types I asked survey participants to choose from. The personality choices are similar to the DISC profile you may be familiar with:

Pragmatic/Driver– This is someone who is more focused on accomplishing tasks than building relationships. They’re also more focused on control of others and situations than they are self-control. Donald Trump would be an off the charts representative of the driver personality style.

Expressive/Influencer– This person is more focused on building relationships versus accomplishing tasks. They’re also more focused on control of others and situations than they are on self-control. Oprah Winfrey would be a classic example of the influencer personality style.

Amiable/Facilitator– This is someone who is more focused on building relationships than accomplishing tasks. They’re also more focused on self-control as opposed to control of others or situations. Based on the roles she plays, Sandra Bullock comes to mind for this amiable personality style.

Thinker/Analytical– This individual is more focused on accomplishing tasks that building relationships. They tend to display more concern about self-controlvs. control of others or situations. Albert Einstein would be the perfect picture of this analytical personality style.

In the coming weeks I’ll share details on each of the four personality types and give some tips on the best ways to persuade people when you have a handle on their personality.

Brian Ahearn, CMCT®
Chief Influence Officer
influencePEOPLE 
Helping You Learn to Hear “Yes”.