Expressive

Definition

Expressive people are very outgoing and enthusiastic, with a high energy level. They are also great idea generators, but usually do not have the ability to see the idea through to completion. They enjoy helping others and are particularly fond of socializing. They are usually slow to reach a decision. They are often thought of as a talker, overly dramatic, impulsive, and manipulative.

Characteristics

  • Verbal

  • Motivating

  • Enthusiastic

  • Convincing

  • Impulsive

  • Influential

  • Charming

  • Confident

  • Dramatic

  • Optimistic

  • Animated

  • Ambitious

  • Stimulating

  • Friendly

  • Spontaneous

Examples

  • Politicians

  • Actors/Actresses

  • Trial Attorneys

  • Talk Show Hosts

  • Cruise Directors

  • Comedians

Tony Blair's image from World Economic Forum on Flickr

Tactics

  • Build a good rapport, but don’t visit!

  • Use the customer’s name often.

  • Emphasize the word “special”.

  • Agree with them as much as possible - avoid arguing. Sell not only to them, but to their family as well.