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
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.