Steady Relaters (
amiables
) are great team players, yet more reserved by nature than influencers. They like stability, and are warm and accommodating to others. They dislike risky situations and place trust as a high priority in relationships. They make up 40% of the population.
Initial Impression
- They tend to be reserved, but friendly and cooperative.
Tendencies
- They don’t readily show their emotions; they are hard to “read”
- Like procedures, structure, and a steady, calm atmosphere
- Like the details
- Not big risk-takers
- Dislike change
- Will accommodate requests, even if they are busy
- Good listener
- People oriented
How To Communicate
- Don’t mistake their willingness to go along for satisfaction.
- Be friendly and try to build a personal relationship.
- Don’t interrupt them.
- Take time for friendly chitchat.
- Listen carefully and show sincerity.
- Tone of voice should be warm, soft, steady, and calm.
How To Sell
- Don’t force them into a quick decision.
- Provide facts and proof to overcome their fear of risk.
- Use words like
guarantee, security, promise, etc
.
- Present your ideas slowly.
- Get “little” agreements throughout.
- The color blue attracts their eye.
Self-Study Assignment:
Identify several Steady Relaters in your customer/prospect database as well as several Steady Relaters 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.