Social Styles for Sales in poWer maps

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We’ve all faced a situation where it was difficult or even impossible to communicate with our interlocutor. Paradoxically, it can seem very easy to communicate with other people. The social styles approach, also called persona-method, allows you to better understand and decode the behavior of your interlocutors.

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This approach distinguishes four major types of social styles. These types are defined by two criteria : power and expression of feelings. Each of us has a primary social style which does not change over time. This does not mean we cannot change our behavior, but it will always be the prominent one in our behavior.

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Social styles are positioned on a diagram. In the poWer map prototype, you’ll find them:
. in your user profile to enter your own social style
. in the personal information of each of your contacts to grasp the socialstyle of your prospects and clients based on your analysis, .

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The vertical axis (ordinate) relates to the expression of feelings: is you or your client rather reserved or expansive?

The horizontal axis (the x-axis) relates to power: do you or your client tend tohave power other people (lead the discussion) or listen to others (to beguided)?

Using these two criterias, we can place four major social styles on a matrix : expressive, accommodating, directing, analytical.

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Expressive (Assertive-Expansive)

Energetic, enthusiastic, friendly, creative, intuitive, assertive, often late, focused onthe future, too busy, impulsive, optimistic, stimulating, overwhelmed, activeplayer.

Amiable (Listening - Expansive)

Friendly,cooperative, sensitive, confident, relaxed, sociable, careful, tends to always agree, listening, attentive, accommodating, focused on the past, present and future, has time for others.

Driver (Assertive - Reserved)

Determined, conscious, efficient, impatient, focused on concrete things and profits,focused on results, busy, hurried, direct, assertive, demanding, focused on the present

Analytic (Listening - Reserved)

Patient,cold, does not speak much, precise, methodical, exact, likes to think andwrite, focused on the past, conscientious, does not take risks, thoughtful,organized.

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On the matrix, each style has an opposite one.
• Expressive people are hard to understand and they have a difficult timeworking with analytic people who always complicate things in their opinion. In contrast, analytic people believe that expressive people are messy, angry andunreliable.
• People with the driver social style have the same issues with an amiablepeople that they deem too soft and consensual. In contrast, amiable peopleoften consider people with the driver social style as stiff and insensitive.

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However, if one knows his own style and accepts it, he will always be able to interact witha person of the opposite style, as we know how to adapt our communication styleand behavior.

Each social style has its strengths and weaknesses, and NO SOCIAL STYLE IS BETTER THAN ANOTHER. Each of these styles simply requires special adaptation. For example,an expressive profile (contractor) will find it difficult to do an expert job(that requires to be an analyst) and vice versa.

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The basic needs of each person also depend on their social style:
- Expressive: personal recognition, be recognized and congratulated
- Amiable: belonging, to be loved, accepted
- Driver: self-realization, make decisions, achieve their objectives
- Analytic : security, acquire knowledge

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Finally, different elements can create a stressful situation for people with these social styles:
- Expressive: stagnant situations, without stakes, without challenge
- Amiable: situations where people around ignore him or disown him
- Driver : a situation where he has no rights or no responsibilities, when someone decides instead of him,
- Analytic: situations where he has to act quickly, situations of "double or quits"

And finally, here are some ways to motivate each social style.

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Expressive (the entrepreneur)

Valuing itsactions, congratulating him. People with this social style have an expressivestyle and tens to express their emotions and assert themselves. They generallyexpress more frequently, speak faster and with more intonation in their voice,and their conversation is usually very animated. Those with an expressive styletend to focus on personal matters and make frequent use of anecdotes as a basisfor their arguments. They are often creative, energetic and spontaneous. However, they can have a hard time implementing their ideas.

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Amiable

Listen, do participate, and seek assistance. These individuals tend to express their emotions. They speak slowly, they are more thoughtful and they have more intonation in his voice. They also give a great importance to the needs and reactions of others. In fact, this social style considers personal relationships as the most important matter. They are easily upset if there are tensions in the workplace. They can lose their common sense when they are overwhelmed by emotional or relationship problems.

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Driver (CEO, military, etc.)

Entrust responsibilities, set goals. They tend to control their emotions but also toexpress themselves more often. They speak quickly and are very direct. Althoughtheir voice tone does not vary much, they tend to speak louder than othersocial styles. They tend to focus on results and can get impatient when otherstake too long to reach a decision or are too emotional.

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Analytic (the expert, researcher, etc.)

Make them feel safe, compliment their work. They tend to control their emotions. When itcomes to communicating, they are quite shy. They are often soft-spoken andtheir voice can be monotonous. They are task-focused. They pay a lot ofinterest and importance to facts and data. They speak more slowly and less often than others. Their body language is more restrained and reserved. Theymay take refuge in silence when faced with people too aggressive or emotional.

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