The pragmatic wants quick results, gets to the point, task-oriented, more controlling of others, acts first then thinks, assertive, risk taker. Pragmatic/Driver: Example – Jack Welch former CEO of GE. The goal here is to give you a quick reference to fall back on when it’s obvious someone has a strong orientation in one of these four personality areas.
Below are the different personality styles, some traits associated with each and bullet points for the principles of influence that should be most impacting. Ask – SlowerĪcross the population spectrum about 25% of people fall into each category. people who are inclined to be slower to act, and ask more questions rather than directing people. The horizontal axis determines whether people are more oriented towards taking fast action, telling people what to do and controlling others vs. It looks at whether individuals are more task-oriented vs. It’s a simple way to categorize people based on their orientation.
The chart below, or something similar, might be familiar to those of you who’ve taken different personality tests over the years.
What I’m going to share is my personal opinion based on experience, my understanding of the principles of influence and more than 15 years in sales training. Now I have to tell you up-front to my knowledge there are no scientific studies on which principles of influence have the most impact on different personality styles. A couple of weeks ago I co-lead a session along with Mike Rau, a State Auto manager, where we talked about strategies for influencing different personality types. The group is usually 30-40 managers and supervisors from different departments at State Auto. During our time together we discuss different aspects of influence and people participate in interactive exercises to help keep their influence skills sharp. Last year I started holding bi-monthly lunch ‘n learn sessions for people who’d been through my Principles of Persuasion workshops.
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