DISCover Keys to Persuading Different Personality Types


Should you try to persuade different
personality types with different principles of influence? Several years ago I conducted
a survey on that topic and the results seemed to indicate there were certain principles
of influence that were more effective with particular personality types.
My original survey contained a mixture of
business and personal questions, which led many people to contact me because
they felt they responded differently in business situations vs. personal
settings. For example, in business they felt friendship was far less important
when it came to saying “Yes” to someone than it might be away from the office.
Because much of what I write about is oriented
towards business I decided to conduct a new survey that would be entirely
focused on business-related issues. I’m happy to report that more than 500 people participated in the survey!The actual survey questions can be seen here. Without going into great detail, what’s important for you to understand is each
question had three possible answers:

For the most part those who contacted me years
ago were correct – people seem to respond to different principles of influence
in the business environment than they do away from work. For example, with each
personality type those taking the survey responded most often to the principle
of authority. That’s not to say another principle such as liking was irrelevant
but it was clear from the data that given the choice to respond because of
friendship versus a perceived expert or hard data, people choose the expert or authoritative information when it came to saying “Yes.”

Something else to understand about the survey
are the four personality types I asked survey participants to choose from. The personality choices are similar to the DISC profile you may be familiar with:
Pragmatic/Driver – This is someone who is more
focused on accomplishing tasks than building relationships. They’re also more
focused on control of others and situations than they are self-control. Donald
Trump would be an off the charts representative of the driver personality
Expressive/Influencer – This person is more
focused on building relationships versus accomplishing tasks. They’re also more
focused on control of others and situations than they are on self-control.
Oprah Winfrey would be a classic example of the influencer personality style.
Amiable/Facilitator – This is someone who is
more focused on building relationships than accomplishing tasks. They’re also
more focused on self-control as opposed to control of others or situations.
Based on the roles she plays, Sandra Bullock comes to mind for this amiable personality
Thinker/Analytical – This individual is more
focused on accomplishing tasks that building relationships. They tend to
display more concern about self-control vs. control of others or situations.
Albert Einstein would be the perfect picture of this analytical personality
In the coming weeks I’ll share details on
each of the four personality types and give some tips on the best ways to
persuade people when you have a handle on their personality.
Brian Ahearn, CMCT®
Chief Influence Officer
Helping You Learn to Hear “Yes”.
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Brian Ahearn, CMCT®
Brian Ahearn, CMCT®
Chief Influence Officer at Influence People, LLC
Brian Ahearn is the Chief Influence Officer at Influence People, LLC. A dynamic keynote speaker, trainer, coach, and consultant, he specializes in applying the science of influence and persuasion in business and personal situations. He is one of only 20 individuals in the world who currently holds the Cialdini Method Certified Trainer® (CMCT®) designation. This specialization in the psychology of persuasion was earned directly from Robert B. Cialdini, Ph.D. – the most cited living social psychologist in the world when it comes to the science of ethical persuasion. Brian’s passion is helping people achieve greater professional success and enjoy more personal happiness. He does this by teaching people how to ethically move others to action through the science of persuasion.
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