Analytical
How to recognise: less assertive, less responsive
They seek a lot of data, ask many questions, behave methodically and systematically.
Traits: problem solver, organised, factual, orderly, consistent, persistent, accurate, precise, perfectionist, enjoys instructions, sensitive, logical, cautious, impersonal, scheduled, detailed, conscientious, inquisitive.
Tends to ask: How? (the technical analytical question)
Dislikes: Making an error, being unprepared, spontaneity.
Reacts to pressure and tension by: Seeking more data and information.
Likes to be measured by: Activity and business that leads to results.
Must be allowed to: Make decisions at own pace, not cornered or pressured.
Will improve with: Development of interpersonal and communications skills.
Likes to save: Face. They hate to make an error, be wrong or get caught without enough info.
Best way to deal with: Provide lots of data and information.
For best results: Structure a framework or 'track' to follow.
Driver
How to recognise: more assertive, less responsive
They like their own way, decisive and strong viewpoints.
Traits: goal-driven, takes charge, independent, seeks power, action-oriented, persistent, competitive, judges quickly, purposeful, industrious, serious, controlling, bold, self-reliant, excitable, productive, strong willed, firm.
Tends to ask: What?(the results-orientated question)
Dislikes: Someone wasting their time trying to decide for them.
Reacts to pressure and tension by: Taking charge, taking more control.
Likes to be measured by: Results, goal-oriented.
Must be allowed to: Get into a competitive situation. Likes to win.
Will improve with: A position that requires cooperation with others.
Likes to save: Time. They like to be efficient, get things done now
Best way to deal with: Let them be in charge.
For best results: Allow them freedom to do things their own way.
Amiable
How to recognise: less assertive, more responsive
They like positive attention, to be helpful and to be regarded warmly.
Traits: enjoys popularity, loyal, sympathetic, adaptable, calm, dry humour, sensitive feelings, tolerant, nurturing, patient, co-operative, good listener, persona, enjoys routine, respectful, relational, non-demanding, thoughtful.
Tends to ask: Why? (the personal non-goal question)
Dislikes: Rejection, being treated impersonally, uncaring and unfeeling attitudes.
Reacts to pressure and tension by: Becoming silent, withdrawn, introspective.
Likes to be measured by: Friends, close relationships.
Must be allowed to: Relax, feel, care, know you care.
Will improve with: A structure of goals and methods for achieving each goal.
Likes to save: Relationships. Friendship means a lot to them.
Best way to deal with: Be supportive. Show you care.
For best results: Care and provide detail, specific plans and activities to be achieved.
Expressive
How to recognise: more assertive, more responsive
They get excited.
Traits: enthusiastic, inspirational, fun-loving, spontaneous, intuitive, likes variety, initiator, enjoys change, creative, motivator, optimistic, ambitious, takes risks, friendly, mixes easily, group orientated, promotes, energetic.
Tends to ask: Who? (the personal dominant question)
Dislikes: Boring explanations/wasting time with too many facts.
Reacts to pressure and tension by: Selling their ideas or becoming argumentative.
Likes to be measured by: Applause, feedback, recognition.
Must be allowed to: Get ahead quickly, likes challenges.
Will improve with: Recognition and some structure with which to reach the goal.
Likes to save: Effort. They rely heavily on hunches, intuition, feelings.
Best way to deal with: Get excited with them. Show emotion.
For best results: Inspire them to bigger and better accomplishments.