How to Sell to Expressives

Great salespeople know there are four basic personality types: the driver, the expressive, the amiable and the analytic. Each type has their own style and way of communicating with the world, but more importantly, with salespeople.

Expressives makes some of the best customers, particularly if you’re an amiable. They’re social, warm, friendly and open to meeting new people, hearing new ideas and looking at your product or service. They’re dreamers and visionaries. They also make up only 6% of the population. They have a need to be stimulated, challenged and engaged. They’re very much relationship people. If you want to sell to an Expressive, get excited about the product or service you’re selling. If you’re not thrilled or passionate about it, they wonder why they should be. They often come on strong and can feel overwhelming, but that’s their nature. Often extroverted, curious and friendly they want to know about you, so feel free to share.  As friendly as they can often be, Expressives can also come across as arrogant, egotistical, abrasive, reactive and even manipulative. They like to be appreciated and like approval and attention.

Expressives want to establish a relationship and feel connected with you before they hear your pitch. Fortunately that’s not hard to do as Expressives are always looking for similarities and ways to connect with people around them. They like a lot of relationship and not so much task and facts. If you appear sold on a product and can demonstrate enthusiasm for it, they’re very likely to jump on board as well.

Find out what their dream is, where they see themselves and then show them ways you can help them achieve that.

How to Spot an Expressive

  • Their office or space is a mess.
  • They have plants, but they’re likely to be dead or near dying.
  • Their desk and bookshelves are covered with files, books and papers
  • They wear bright colors, or decorate in bright colors. They like bling.
  • They love to talk. In fact, I often refer to them as Talkers when teaching my course on selling to different styles.
  • There are seemingly non-work related items, toys, gadgets, bowls of candy, food, tools etc. lying around.
  • Gifts and certificates of acknowledgement or inspiration or participation in an event (conference name tags etc) are often displayed.

Tips for Selling to Expressives

  • Ask them questions about themselves, their families, what they do for recreation, hobbies, and on weekends.
  • Earn their trust by asking them people questions. They will have a quick verbal pace and will jump from one thing and one topic to another.
  • Build a relationship.
  • Always act happy and even excited to see or hear from them.
  • Like Drivers they aren’t very good with details so minimize their direct involvement with details.
  • Be warm, approachable and friendly at all times.
  • Be enthusiastic and responsive.
  • Let them talk about their ideas and support their visions and dreams.
  • They will be concerned about making everyone happy which means they often are not put in a position of making final buying decisions.
  • They will need others to support them in their decisions.

Tomorrow, “The Analytic customer.”

“I think in the end, when you’re famous, people like to narrow you down to a few personality traits. I think I’ve just become this ambitious, say-whatever’s-on-her-mind, intimidating person. And that’s part of my personality, but it’s certainly not anywhere near the whole thing.”
~Madonna Ciccone

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People do business with people that they know, like, and trust. Since we can’t pick or choose the “type” of person we are most likely to trust and like right away, we need to learn how to effectively with everyone’s personality style.” Learn how in this report and start increasing your sales right away!

Selling To The Four Personality Types

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