Drivers like challenges and want to be in control. They are big-picture oriented and hate the details. They like to make important decisions on key issues and then delegate the rest of the work. They are risk-takers, goal-oriented, and very businesslike. Sometimes called Type A personalities, you’ll often find them in positions of authority. They measure success by the results they achieve. They make up 18% of the population.
- They tend to be extroverted and direct.
- Can be argumentative & aggressive
- Quick to anger and challenge others
- Want to win, sometimes without regard to the costs
- Will try to dominate the conversation
- Competitive, with a win-lose philosophy
- Task oriented
How to Communicate
- Set a clear agenda with a Meeting Agreement.
- Don’t ramble on and waste their time.
- Don’t try to build personal relationships or chitchat.
- Be well prepared and organized.
- Tone of voice should be strong, clear, confident and
- Disagree with the facts, not with the person.
How to Sell to Drivers
- Talk about the big picture and results they will achieve.
- Provide facts and figures and probabilities of success, but don’t overly dwell on the details.
- Use power words like bottom line, results, be the best, new and unique.
- Provide alternatives for consideration.
- Move quickly, as they want to make a decision and move on.
- The color green attracts their eye.
Self-Study Assignment: Identify several Drivers in your customer/prospect database as well as several Drivers in your personal or business life. On a scale of 1-5 (best), how well do you get along with them? Make a list of the things you will do differently to relate to them more effectively.