trying to persuade one of the smartest people to ever walk the planet – Albert Einstein! Talk about intimidating;
he’ll see through every psychological ploy you toss at him. If you were going
to ask Einstein for something, how would you persuade him to say “Yes?”
persuade someone who is a thinker or analytical personality type. When I think
of this personality type, Einstein comes to mind because he would be someone
more task-oriented than relationship-focused. However, unlike Donald Trump, he
doesn’t seek to control situations and other people. Instead, he would be
someone more focused on self-control. The follow describes the
thinker/analytical personality type:
like to think things through; exercise good self-control; don’t consider themselves
assertive; like data to support decisions; usually take a logical, systematic
approach to things; like to see track records and trends to support ideas.
often identified was the thinker at 29%. The one chosen most often was the
pragmatic (32%), then expressive (24%) and finally amiable (14%).
it will come as no surprise to find out they chose answers that engaged
reciprocity and liking much less than did the amiable and expressive
personality types. Those personalities are much more relationship-oriented than
they are on prioritizing tasks. Some influence advice when dealing with a
want to spend much time here because thinkers are not concerned with being your
friend. Don’t take offense but most of the time their thoughts are off
an effective strategy either. Thinkers will certainly accept whatever you give
them but it won’t be a high priority for them to find ways to repay the favor.
comes to making business decisions, helping thinkers deal with uncertainty should
be your top priority.
of consensus – what others were
doing – than any other personality type. It’s not that they just go with the
flow; rather they can be persuaded by what others who are like them happen to
be doing. So tell Einstein what Tesla, Edison or other classic thinkers are
doing and he’ll listen.
experts – the principle of authority – is more effective with this group than any
other personality type! One other expert is good but many (consensus) will be
your best bet when trying to persuade a thinker.
said or done in the past –was also high for thinkers. Only pragmatics had a
higher score. Pragmatics may believe they’re right in what they say and do
because of their egos. Thinkers believe they’re right because they’ve put so
much time and energy into their decision before they act on it or share it. Tie
your request to what a thinker has said, done or professes to believe and your
odds of success go up dramatically.
effective principle with this personality type. Odds are they’ve thought about
your offer, perhaps researched it, so if it’s not actually rare or going away
they’ll see right through it. You’ll get much more response by helping them
overcome uncertainty (consensus and authority) in the business environment.
may not be as extreme as Albert Einstein. However, you’ll still be better off
focusing on certain principles because they’ll help you more than others. In
order, here are the most effective principles of influence for thinkers:
types helpful. When it comes to persuading people, where you have a handle on
their personality type, planaccordingly and you’ll be far more successful than if
you simply wing it. Also, setting the stage – what you do before you attempt to
persuade – will be extremely helpful.
Chief Influence Officer
Helping You Learn to Hear “Yes”.