I find that personality/communication styles is extremely helpful in figuring out who you are dealing with so you can most effectively deal with them.
The most helpful theory that I have read has personalities divided into four categories: driver, analytical, amiable and expressive.
Those people that try to run right over you to get their way are drivers, those people that ask 67 questions to get their way are analyticals, those people that just follow instruction and are easy to get along with are amiable, those that express themselves and are enthusiastic but don't take care of business are expressives.
In general, more men are directs and more women are expressive. Both amiables and analytics are pretty well divided.
It sounds to me that there is something about Ron's ads that are attracting both expressives and directs.
Denise's ads are attracting a variety of personality types.
And Linda is a universal communicator: a person that can adjust their own communication style to the person that they are dealing with.
Obviously this is a very simple explanation. It is really helpful to me when I am dealing with my clients.
Directs want to tell you what they need and want to talk about themselves. Ego-stroking rather than getting into a power struggle works best for them. They want to talk about themselves. At the same time, in order for you to get what you need from the relationship they need very clear parameters. I have some difficulty dealing with these people because they are always wanting to dictate how things are done.
Analyticals just want the facts. They do not want to establish any rapport. I find the phrase, "what information can I provide to you for you to make an informed decision" is helpful.
Amiables are usually good conversationalists because they understand the give and take of a relationship. As they express their needs/wants, you tell them how what you have will fit them. To me, they are the easiest to deal with. And they almost always follow through.
Expressives are almost as difficult as Directs for me to deal with. In some ways they are similar. They both have a tendency to monopolize conversations: directives to impress you with how important they are; expressives to tell you all about how they feel.
Because I have difficulty dealing with directs, I will tell an extreme direct, "you know, I think that you need to hire a board certified specialist for your problem." They go away happy because they feel important. I am happy because I don't have to pander to their needs. (Sounds like Linda has dealing with directs down pat).
Expressives can simply be deflected, "it sounds like you have alot to deal with right now. Once you have made up your mind and you are ready to make a decision, come on back with your completed workbook and the downpayment." Workbooks are inexpensive compared to my time.
Amiables and analyticals are comparatively easy to deal with.
Just my 2 cents for the day.
elaine
