Analytical (Cool Blues), Amiable (Lovable Greens),
Driver (Fired up Reds) & Expressive (Sunshine Yellows)
GOAL / OUTCOME OF TRAINING
1. A nalyze patterns & characteristics
2. D etermine the style of others
3. A ssess our own style
4. P lan to accommodate others’ needs
5. T reat others as they want to be treated
DEFINITION
Personality is the combination of all attributes – behavioral, temperamental, emotional & mental that characterizes a unique individual.
- We are all interactive beings
- We require energy & stimulation
- Some are energized by people or actions
- Others energized by facts or trust
- Two dimensions: ASSERTIVE vs. RESPONSIVE
Dimensions intersect to define the four Social Styles known as: Driver, Expressive, Amiable & Analytical.
CAVEATS

No good / bad style

Style is an explanation, not an excuse to be excluded from future tasks


Beware of stereotyping

Styles adapt: Environment & Circumstances
 Interacting styles provide balance
THE CONTROL SPECIALIST
- Obsessed by performance
- Passion for knowledge
- Fast work pace (seldom discouraged)
- Take control making decisions
- One task focus – handles all pressure
- Bullet points
– go go go!
- Personal worth: productivity
DEFINING WORDS:
- In charge
- Decisive
- Efficient
- Logical
- Practical
- Punctual
- Competitive
- Independent thinkers
- Task orientated
- Take risks for results
- Assert themselves
- Take the initiative
- Reliable - Defend their views
CHARACTERISTICS:
- Action oriented - Impressive
- Adventurous
- Candid
- Powerful
- Results orientated
- Challenging
- Competitive
LIMITATIONS:
- Self reliant
- Strong willed
Can be insensitive / dominant
May rush decisions / impatient
Could be manipulative / independent
Intolerant of mistakes / unsympathetic
Can be a workaholic / quick tempered
The driving force behind the style to have power.
THE SOCIAL SPECIALIST
- Friendly, easy going & loud
- Fast spontaneous work pace
- Create flexibility in all areas
- Thrive when it’s social & stimulating
- Seek recognition & admiration
- Live for today & endure hardships
- Personal worth: popularity
DEFINING WORDS:
- Energized
- Noisy
- Stimulating
- Emotional

- Persuasive
- Charismatic
- Talkative
- Think quickly
- Good social mixers
- People orientated
- Motivating
- Risk takers
- Handle stress - Outwardly confident
CHARACTERISTICS:
- Animated
- Charismatic
- Dramatic
- Enthusiastic
- Lively
- Motivating
LIMITATIONS
- Optimistic
- Outgoing
- Popular
- Spontaneous
- Stimulating
- Talkative
Can waste time talking / exaggerates
Priorities out of order / undisciplined
Could get distracted / seeks credit
Forgets obligations / makes excuses
Often does not listen / interrupts
The driving force behind the style to be popular.
THE SUPPORT SPECIALIST
- Team builder promoting harmony
- Masters of relationships
- Great listeners sensing feelings
- Strong & willing team player
- Good networker & very responsible
- Promotes smooth pace with clear direction
- Personal worth: conformity & loyalty
DEFINING WORDS:
- Friendly
- Sincere
- Supporting
- Kind
- Loyal
- Team Players
- Caring
- Compliant
- Intuitive
- Dependable
- Don’t stir
- Understanding
- Honest
- Great rapport
CHARACTERISTICS:
- Accommodating - Generous
- Agreeable - Patient
- Appreciative
- Co-operative
- Sentimental
- Supportive
- Diplomatic
LIMITATIONS
- Even tempered
- Trusting
- Understanding
Can be too compromising / spectator
May lack self motivation / resistant
Resents being pushed / stubborn
Keeps emotions hidden / shy
Puts themselves down / doormat

The driving force behind the style to create peace.
THE TECHNIQUE SPECIALIST
- Formal & conservative
- Strong sense of duty & obligation
- Steadfast, reliable & dependable
- Measured work ethic (fact finder)
- Careful systematic preparation & pace
- Take on huge responsibility
- Personal worth: accurate & thorough
DEFINING WORDS:
- Detail
- Punctual
- Systems
- Perfection
- Persistent
- Look before leaping
- Thoughtful approach
- Gather all facts
- Systems orientated
- Consistent moods
- Serious about tasks - Reliable
- Thinkers - Stick to the rules
CHARACTERISTICS :
- Accurate - Meticulous
- Analytical
- Consistent
- Orderly
- Precise
- Detail oriented
- Diligent
- Logical
- Task oriented
- Technical
- Thorough
LIMITATIONS
Too much time planning / indecisive
Can be hard to please / rigid
Not very people oriented / critical
Prefers analysis to action / perfection
Can be self centered / unforgiving
The driving force behind the style to be perfect.
FAMOUS PERSONALITIES (Winnie the Pooh)
Rabit – Driver
Tigger – Expressive
Pooh – Amiable
Eeyore – Analytical

Talking:
- What they discuss
- Who they talk about
- Tone of voice
- Pace of speech
Working:
- Style of work
- Area (desk)
- Interaction with others
- Task or people focus
Other:
- Body language
- Gestures / movement
- Responsiveness (face)
- Listening pattern
GENERAL OUTLOOK
DRIVER
“Just do it!”
Want to know what & when
Like to take charge
ANALYTICAL
“Do it right or not at all!”
Want to know how
Like to plan
EXPRESSIVE
“Let’s all do it!”
Want to know who else
Like energy & optimism
AMIABLE
“We’re great!”
Want to know why & who
Like co-operation & loyalty
HOW WE TALK
DRIVER
I will…
State, command
Direct assertion - lead
ANALYTICAL
I think…
Enquire, information
Indirect assertion - ponder
PACE & TONE OF SPEECH
DRIVER
Very fast pace
Loud
Use voice for impact
ANALYTICAL
Slower even pace
Quiet
Doesn’t vary voice much
EXPRESSIVE
I want…
Involve, command
Direct assertion - inspire
AMIABLE
I feel…
Enquire, get involved
Indirect assertion - advice
EXPRESSIVE
Fast pace
Loudest
Use voice to emphasize
AMIABLE
Slower pace
Quieter, but open
Limited variance in voice

BODY LANGUAGE
DRIVER
Leans forward
Little facial expressions
Intense eye contact
Deliberate movements
ANALYTICAL
Leans back & observes
Almost no facial expressions
Limited eye contact
Limited gestures
COMMUNICATION STYLE
DRIVER
Direct & to the point
Can be outspoken
Formal, business-like
ANALYTICAL
Specific & concise
Clear, logical
Formal, bottom-line
RESPONSIVENESS
DRIVER
May appear pushy
More reserved & cautious
Can appear rushed
ANALYTICAL
May appear unresponsive
Reserved & cautious
Can appear preoccupied
LISTENING PATTERN
DRIVER
Can be a poor listener
Controls conversation
May interrupt
Likes to summarize
ANALYTICAL
Listens, but may appear as though they are not
Silence at times
WORK STYLE
DRIVER
Prioritizes & multi-tasks
Likes change, works fast
Generates ideas, intense
EXPRESSIVE
Leans forward & open
Controlled facial expressions
Good eye contact
Lots of gestures
AMIABLE
Leans back
Some facial expressions
Good eye contact
Regular gestures
EXPRESSIVE
Animated & excitable
Can come on too strong
Informal, relaxed
AMIABLE
Dreamy thoughts
May seem vague
Informal, casual
EXPRESSIVE
Open & warm
Very responsive
Enjoys the conversation
AMIABLE
Friendly
Responsive
Enjoys the interaction
EXPRESSIVE
Listens
Reacts to what’s said
Talks a lot
AMIABLE
Good listener
Reacts to conversation
Cares
EXPRESSIVE
Unstructured, freedom
Calls people
Gets bored, works fast

Desk: neat & organized
ANALYTICAL
Detailed conscious
Focused, concentration
Methodical, routine
Desk: work piles up
UNDER STRESS
DRIVER
Is energized
Will become assertive
Seeks control
ANALYTICAL
Gets over-focused on detail
May withdraw
FEARS
DRIVER
Being taken advantage of
Loss of control
ANALYTICAL
Being criticized
Quick decisions
TWO DOMINANT STYLES
Analytical & Amiable = Co-ordinator
Driver & Expressive = Motivator
Expressive & Amiable = Helper
Driver & Analytical = Reformer
KEY CHARACTERISTICS
DRIVER
Characteristic = Go getter
Motivated = Results
Goals = Sets many
Group role = Leader
Needs = Control
Thanks = Productivity
Reward = Power
ANALYTICAL
Characteristic = Fact finder
Motivated = Activity
Goals = Met on time
Group role = Info provider
Needs = Focus & direction
Thanks = Quality
Reward = Responsibility
OPPOSITE STYLE
Desk: novelties around
AMIABLE
Open approach
Always on duty
Little urgency
Desk: sentimental souvenirs
EXPRESSIVE
Rises to the challenge at 1 st get stressed
May flip to the dark side
AMIABLE
Worries & avoids contact
Being bored
Rejection
AMIABLE
Being alone
Loss of security
, but may
Talks to friends / colleagues
EXPRESSIVE
EXPRESSIVE
Characteristic = Networker
Motivated = Applause
Goals = Spontaneous
Group role = Rapport builder
Needs = Attention
Thanks = Contribution
Reward = Recognition
AMIABLE
Characteristic = Peacemaker
Motivated = Approval
Goals = Cautious to commit
Group role = Interpersonal
Needs = Feel included
Thanks = Involvement
Reward = Approval

Incredibly, as one gets older, we move away from our dominant style towards our opposite style. This does not mean that we become the opposite style all together, but rather a combination of the two.
DRIVER
Do:
Focus on present
Be brief & efficient
Get to the point
Short term goals
Offer solid results
Give options & control
Stress how they’ll win
Don’t:
Focus on long term
Give too much detail
Exaggerate
Beat around the bush
Get too personal
Start a control contest
Speak slowly
NEGOTIATING WITH DRIVER PEOPLE:
Support their needs, goals & objectives. Paint word pictures through questions, allowing them to discover things alone. Back disagreement up with facts, not opinions & praise their ideas - not them.
Decision making process is quick. If they don’t decide quickly, offer an alternative with facts & figures to support it.
EXPRESSIVE
Do:
Focus on future
Story based concepts
Seek their ideas/ input
Don’t:
Dive into business
Dwell on detail
Nit-pick issues
The big picture
Show interest
Stimulate creativity
Compliment them
Be cool/ impersonal
Be too serious
Talk down
Dampen enthusiasm
NEGOTIATING WITH EXPRESSIVE PEOPLE:
Encourage them to talk about their opinions, ideas & goals, then find common areas. Your selling should be fast moving, sociable & entertaining. Don’t argue - they don’t like to admit defeat. After reaching a

preliminary agreement, iron out specific details & cover everything. Provide little paperwork & get to the point.
AMIABLE
Do:
Be easy & informal
Don’t:
Push for detail
Focus on tradition
Be personal & flexible
Allow time & listen
Stress security
Promote team work
Push “feel good”
Introduce change
Be dictatorial
Push for commitment
Be cool & impersonal
Hurry them up
Confront or attack
NEGOTIATING WITH AMIABLE PEOPLE:
Support their feelings & listen well. Show interest in the person. Take your time allowing them to spell out their feelings & not what they think you want to hear. Cover any misunderstandings, because they change their minds. They don’t take risks so offer your support.
ANALYTICAL
Do:
Past, present & future
Talk facts with detail
Be logical & organized
Don’t:
Inconsistent, illogical
Overlook detail
Ignore past or future
Allow time to ponder
What, when & by who
Let them be right
Put it in writing
Be vague or rushed
Be too personal
Joke or be too casual
Press for action now
NEGOTIATING WITH ANALYTICAL PEOPLE:
Understand their organized, non-rushed approach, so back it up with literature.
Always list both sides of the offer with an exact, prepared approach; don’t exaggerate. Give time for summing up the offer & to verify your actions - follow up in writing. Facts/figures are important (not an opinion). Offer sound guarantees with no gimmicks...