The Amiable Style is Friendly, Supportive & Relationship-focused. People with an Amiable Style openly display their feelings to others. They appear less demanding and generally more agreeable than others. They are interested in achieving a rapport with others who often describe them as informal, casual and easy going.

E-S-F-J

Amiable personality traits:

1. Pitch a vision.
2. Take time to build rapport.
3. Bring up examples of similar clients who have successfully used your product.
4. Take the role of an expert and walk them through the decision making process.
5. Give them personal guarantees.

A person will exhibit their Back-up Behavior when they feel attacked or not an equal part in collaboration. Analytical people will avoid confrontations; Amiable people will give in; Drivers will take over; Expressive people attack or get defensive.

Backup behavior refers to the extent to which team members help each other perform their roles. The notion of backup behavior has been used for more than a decade in applied psychology, being defined for instance by Porter et al.

Therefore, when communicating with an expressive person, be sure to focus on the big picture. Deliver your message in a way that is enthusiastic, expressive, friendly, flexible and open to possibilities. Avoid getting bogged down in too many details!

What Is Social Style? Developed by the TRACOM Group, the social style model categorizes people according to personality traits and how they interact with others.

free from constraint. “he was unconstrained by any of the sanctions of polite society”; “the dog was unconstrained”; “idle, unconstrained gossip”

People having the driver social style are smart, determined, focused, direct, and action-oriented. They prefer things to happen at a fast pace and lose patience with too much detail or a longwinded answer. Drivers are independent and assertive and do not take much time to make decisions.

The hypothesis describes Type A individuals as outgoing, ambitious, rigidly organized, highly status-conscious, impatient, anxious, proactive, and concerned with time management. People with Type A personalities are often high-achieving “workaholics”.

When coaching or communicating with an Expressive personality:

1. Focus on developing a relationship.
2. Try to show how your ideas will improve his or her image.
3. Be enthusiastic, open, and responsive.
4. Relate to the need to share information, stories, and experience.
5. Be forthcoming and willing to talk.

The three dimensions Merrill and Reid focused on in creating the Social Style Model were – in their words – assertiveness, responsiveness and versatility.

David Merrill and Roger Reid, creators of the SOCIAL STYLE ModelTM, determined that Versatility can be measured along four dimensions: Image, Presentation, Competence and Feedback. These four sources of Versatility form the basis for adjusting your behavior to increase your interpersonal effectiveness with others.

The social style matrix is based on patterns of communication that characterize communication behavior based on two dimensions: assertiveness and responsiveness. Analyticals focus on facts, details, and analysis to decide but are reserved in their interactions with people. They want to know the “how.”

David Merrill

Strategies for Working with The Analytical Style Person

1. Take your time.
2. Communicate clearly and concisely.
3. Don’t pressure for answers.
4. Respect their process.
5. Ask directly for their feedback.
6. Give them space.

How to Deal With Analytical Personality Types at Work

1. Be systematic, thorough, deliberate, and precise. Deliberate, thorough, precise.
2. Focus on the task. The Analytical personality is all about the details.
3. Be prepared to answer many “how” questions.
4. Don’t get too personal.

Strategies for working with amiable customers include:

1. Listen carefully to what an amiable customer is saying.
2. Keep your conversations with amiable customers focused.
3. When you do discover the problem an amiable customer has, be sure to reassure him or her that the problem is going to be resolved.

Strategies for Working with The Driving Style Person

1. Respect their time.
2. Stick to facts.
3. Follow up on promises.
4. Show your competence.
5. Earn their trust.
6. Let them have some control.

The four primary customer types are:

• Price buyers. These customers want to buy products and services only at the lowest possible price.
• Relationship buyers.
• Value buyers.
• Poker player buyers.