How To Persuade People By Their Personality Type(s)!

Original source: SimoleonSense.com .

My friend Brian Ahearn runs Influence and Persuasion workshops and is certified by Robert Cialdini; this is his latest post on personality types and persuasion. (I would prefer to see the MMPI personality types against the persuasive techniques but this is still very useful.)

Excerpt

Pragmatic/Driver: Example – Jack Welch former CEO of GE. The pragmatic wants quick results, gets to the point, task-oriented, more controlling of others, acts first then thinks, assertive, risk taker. The best principles of influence when dealing with this personality type would be:

Authority – They may not care what the crowd says but prove your point with the opinion or experience of an expert or someone they respect or admire, and they’ll listen.

Scarcity – Drivers are successful because they win! Show them what they might lose if they don’t do what you’re asking and you’ll grab their attention.

Consistency – Their self-confidence makes them believe they’re right so they might seem like they stubbornly hold to an opinion. If you can tie your request to what they’ve said or done in the past your odds of success will go up.

Thinker/Analytical: Example – Albert Einstein. Thinkers are task-oriented, slower to act, exert self-control, less assertive, data-oriented, prudent, systematic, logical, look to track records/trends. When dealing with this type of person you should look to use the following principles of influence:

• Authority – Because they think long and hard about things they place a high premium on expert advice.
• Consistency – Again, because they think before they act they take their words and actions seriously. Tap into what they’ve said or done in the past to make your point
• Consensus – The thinker will play the odds and find safety in numbers. Tell them what many others are doing when building your case.

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