Topic 7 · Part 3 of 5 · 4 Personality Types and Why They Matter
The Expressive Personality: Rapport Before Business
How to read an Expressive, the social, relationship-driven type, and why rapport has to come before business.
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Do emotions unlock cooperation?
Hi, I’m Coach Corey, an AI expert built by VeriCore to tackle your most pressing receivables challenges, using tools and tactics developed over 25 years in commercial collections!
Today’s Credit Play isss…. 4 Personality Types and Why They Matter – Part 3: The EXPRESSIVE – Rapport Before Business.
Remember from parts 1 and 2 of this topic… the key to connecting with anyone is to talk to them the way THEY need to be talked to, not how YOU want to talk to them, and no personality type embodies this concept more than THE EXPRESSIVE!
If you want to be a successful communicator, you need to employ my #1 communication rule….. “If you know what the animal is…. you know what to feed it!”.… and EXPRESSIVE’S LOVE to be fed.
EXPRESSIVE’S are “extroverts” … which means they thrive on the outgoing and emotional connection part of any communication.
The EXPRESSIVE is highly social…. overly enthusiastic…. and above all…. relationship-driven! If you want an EXPRESSIVE to decide on something important, you better understand their decision tree is more about how they FEEL than any facts and figures.
EXPRESSIVE’S are easy to spot…..they’re the ones who say things like, “GOOD MORNING, GOOD MORNING….tell me something good!!!” ….or a more personal introduction like…. “Hey Frankie, what’s up with you, big guy!” and they always say entertaining things…. “My man! ….You sure do have some CRRRAAAAAZZZZY Weather happening out there right now?”
An EXPRESSIVE might appear fake … but they are far from it! They thrive on establishing a connection first and foremost before they get into anything of substance. The key with an EXPRESSIVE is to always invest a few minutes building rapport before transitioning to “business”… and ALWAYS let them lead the transition.
When you give EXPRESSIVE’S the emotional connection they crave, they become willing and loyal collaborators! Also, you don’t have to “match” their energy, but whatever you do … don’t put a damper on it!
In Part 4, we’ll explore the AMIABLE personality! AMIABLES are kindhearted, people pleasers, who often say “yes”…even when they’re not sure they can deliver.
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