How to persuade different people
What do you know about how to persuade the 4 different personality styles of people to your way of thinking?
Hopefully, we’ll soon be over the “hump” of peak inflation and we’ll be able to collectively exhale a sigh of relief as “normality” (at least as far as inflation is concerned) returns in the next 6-12 months.
In the meantime, dealing with price increases remains a bloomin’ headache for buyers and sellers.
I had a fascinating conversation with leading Sales trainer, Fred Copestake, about how sellers might go about convincing buyers to accept their price increase request and the tactics they can expect buyers to employ (not dirty tactics, modern buyers would never do that, obvs😊) here: selling a price increase.
If you watch it, please don’t “dob me in” to the Procurement authorities for giving any secrets away!
Anyhow, back to the 4 different types of people.
Depending on who we’re dealing with, to be able to effectively persuade them, we need to adjust our approach. Some may argue that this is manipulative. I think that speaking in the “language” that the other person understands is just the polite thing to do though…and much more effective. If this is enacted to achieve mutual benefit, then that’s fine by me.
In Merrill & Reid’s “Social Styles” model they classify people into 4 types: Analytical, Amiable, Driver and Expressive.
Each type has different needs, preferences and weaknesses.
Merrill & Reid’s Social Styles
If you try and push an Amiable, give a long-winded spiel to a Driver, go into fine details with an Expressive, or rely on storytelling with an Analytical, your idea is dead in the water.
On the other hand, if you take oodles of time to build up a great relationship with an Amiable, tell a Driver what’s in it for them, provide an Analytical with pages of supporting data and deliver an exciting story to an Expressive, then you’re in business!
The next time you try to persuade someone to your way of thinking; your great aunt on the merits of her having yet another sherry after a family celebration, your co-worker on why they should help you on a project, or your boss on why they should give you an extension to a deadline, take the time to consider their personality style and tailor your message accordingly.
Get in touch if you want to explore how I can help your teams improve their levels of persuasion & influence over their stakeholders, be that the FD or the great aunt!