From the course: Advanced Persuasive Selling: Persuading Different Personality Types

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Personality type: Expressives

Personality type: Expressives

From the course: Advanced Persuasive Selling: Persuading Different Personality Types

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Personality type: Expressives

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- You're almost late, but you calm down as you enter a prospect's place of business. You have another sales call in an hour, so you have to be done in 30 minutes or less. The person you meet begins asking you a lot of questions. You sense it's because they really want to know you, but inside you really want to dive into your presentation. Welcome to the world of the expressive personality. You may want to get right to business, but that won't do when it comes to dealing with an expressive personality. You need to meet them where they are, not where you want them to be. I once had an expressive tell me, "If my underwriter doesn't have time to ask how my family is "or find out how my son's Little League team is doing, "then I don't have time to give him my business." Expressive personalities are relationship-driven individuals. Work can wait while they get to know you. But don't be mistaken, they like to be in control, and…

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