Keys to Persuading Expressive Personalities

You are one lucky person because you just got
another big break! This week you’re meeting Oprah Winfrey! You’ve been given 15 minutes to talk with
one of the few people who can make or break your career just my mentioning your
name. How will you influence Oprah to give you that positive mention or perhaps
airtime on one of her shows?
This week we’ll take a look at how best to
persuade someone who is an expressive or influencer personality. When I think of
an expressive, Oprah Winfrey immediately comes to mind because she’s someone
who is more relationship-focused than task-oriented. Like the Trump, Oprah also
likes to control situations and others. The follow describes this personality
type:
Expressives like being part of social groups; enjoy
attending events with lots of people; are more in tune with relating to people
than working on tasks; are imaginative and creative; can usually win others
over to their way of thinking; like things that are new and different; have no
problem expressing themselves.
If I had to sum up expressive personalities in
a word I’d say they’re balanced. Of the four personality types their answers
had the least amount of variance. In other words, all of the principles of
influence work well with them.
Because expressive personality types are relationship-oriented
it will come as no surprise to learn in my online survey that they chose
answers that engaged reciprocity and liking far more than did the pragmatic and
analytical personality types, two personalities that are task focused much more
than they are on building relationships. Some persuasion advice when dealing
with an expressive:
Definitely spend time engaging the liking principle with them, because they want to like the people they
interact with. Oprah certainly cares about closing the deal but she also cares
about you and your story so look for ways to connect with her. If she likes you
it’s a good bet she’ll go out of her way to help you.
Expressive personalities responded more to
reciprocity than any other personality type so look for ways to
genuinely help them and they’ll respond in kind much more than pragmatics or
thinkers will.
As was the case with pragmatics, in a business
setting overcoming uncertainty is key for expressives.
Sharing trends and what others are doing – the
principle of consensus – can be quite effective with expressives. Oprah types
want to move the masses and they know it’s easier to swim with a wave rather than
against it so share what many others are already doing.
Sharing hard data or using the advice of
perceived experts is the most effective
route with this group.  However, while authority was the #1 principle chosen by expressives, it wasn’t as
effective as it was with the other personalities. Show Oprah the numbers or
share insight from experts and it will give her pause to consider your request.
When it came to using consistency – what someone has said or done in the past – this was
the #3 choice for expressives. For this group it’s not as much about being
right as it is being true to themselves and what they believe. Look for ways to
tie your request to his or her beliefs or values and the chance you’ll year
“Yes” will increase significantly.
Scarcity was no more effective
for this group than the others. Definitely don’t force the issue unless
something is truly rare or diminishing. Oprah Winfrey and her expressive
friends don’t like to miss out on opportunities but just know you won’t be as
effective with the scarcity strategy as you might be with Donald Trump and his
pragmatic buddies.
When it comes to the expressives you know,
they may not be as expressive as Oprah Winfrey, but there are still principles
that will be more effective than others. As I noted at the beginning, there is
less variance with the principles for this group when compared to others. In
order, here are the most effective principles:
Authority
Consensus
Consistency
Liking
Reciprocity

ScarcityNext week we’ll take a look at the amiable personality, sometimes known as the facilitator.

** Vote for Robert Cialdini, President of
Influence At Work, for the Top Management Thinker of 2013. Visit this site http://www.thinkers50.com/voteto cast
your vote.

Brian Ahearn, CMCT®
Chief Influence Officer

influencePEOPLE 
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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