In the social styles profile team building activity, drivers are reactive and people-oriented.

On several occasions recently I have found myself discussing the work of psychologists David Merrill and Roger Reid, and although it is some 30 years old, it is still fascinating stuff. According to Merrill and Reid, there are four social styles: Analyticals, Drivers, Expressives andAmiables. Each has its own unique language, thought processes and approach to business. The best sales professionals recognize which personality they are dealing with and adapt their approaches and communication styles accordingly.

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What are the 4 SOCIAL STYLEs?
Easier to learn and apply than DiSC and MBTI
What makes the Model unique?
The Power of SOCIAL STYLE is Versatility
What is the first step in the framework for defining and assigning work quizlet?
Which type of intelligence involves the capacity to understand the motivations intentions and desires of others quizlet?
Which of the following causes people to participate in an activity for their own enjoyment?
Which type of power is based on an individual's personal charisma group of answer choices?

Here’s a breakdown of the four types:

1. The Driver. Drivers are action- and goal-oriented, strive for results and react quickly. They are decisive, independent, disciplined, practical and efficient. They typically use facts and data, speak and act quickly, lean forward, point and make direct eye contact. Their body posture is often rigid and they have controlled facial expressions.

They rarely want to waste time on personal talk or trivialities and can be perceived by other styles as dominating, harsh or severe. They are comfortable in positions of power and control and they have businesslike offices with certificates and commendations on the walls. In times of stress, Drivers may become autocratic.

2. The Analytical.Analyticals are concerned with being organized, having all the facts and being careful before taking action. They need to be accurate, precise, orderly and methodical. They conform to standard operating procedures, organizational rules and historical ways of doing things. They typically have slower reaction times and work more carefully than Drivers. They are perceived as serious, industrious, persistent and exacting.

Usually, they are task-oriented, use facts and data and tend to speak slowly. They lean back and use their hands frequently. They do not make direct eye contact or control their facial expressions. Others may see them as stuffy, indecisive, critical, picky and moralistic. They are comfortable in positions in which they can check facts and figures and be sure they are right. They have neat, well-organized offices and in times of stress, Analyticals tend to avoid conflict.

3. The Expressive. Expressives enjoy involvement, excitement and interpersonal interaction. They are sociable, stimulating, enthusiastic and good at involving and motivating others. They are idea-oriented, have little concern for routine, are focused on the future and have quick reaction times. They need to be accepted by others and tend to be spontaneous, outgoing, energetic and friendly. They are focused on people rather than on tasks. Typically, they use opinions and stories rather than facts and data. They speak and act quickly, vary vocal inflection, lean forward, point and make direct eye contact.

They use their hands while talking and have a relaxed body posture and an animated expression. Their feelings often show in their faces and they are perceived by others as excitable, impulsive, undisciplined, dramatic, manipulative, ambitious, egotistical and overly reactive. They often have disorganized offices that contain leisure equipment such as golf clubs or tennis racquets. Under stressful conditions, Expressives tend to resort to personal attack.

4. The Amiable. Amiables need co-operation, personal security and acceptance. They are uncomfortable with and will avoid conflict at all costs. They value personal relationships, helping others and being liked. Some Amiables will sacrifice their own desires to win approval from others. They prefer to work with other people in a team effort, rather than individually, and have unhurried reaction times. They are unconcerned with effecting change. Typically, they are friendly, supportive, respectful, willing, dependable and agreeable. They are also people-oriented.

The Four SOCIAL STYLEs are the Driving Style, the Expressive Style, the Amiable Style, and the Analytical Style. TRACOM created the SOCIAL STYLE Model based on the four unique Styles, with each having different ways of using time and predictable ways of interacting and making decisions. With the SOCIAL STYLEs assessment, you can observe a person and determine their preferences or Style. You can then use that information to moderate your behavior and make that person more comfortable. This is called Versatility.

The Driving Style
Controlling, Decisive & Fast-paced
People with a Driving Style are seen by others as direct, active, forceful and determined. They initiate social interaction and they focus their efforts and the efforts of others on the goals and objectives they wish to get accomplished.
Their Need: Results
Their Orientation: Action
Their Growth Action: To Listen
The Expressive Style
Enthusiastic & Emotional
People with an Expressive Style tend to be more willing to make their feelings known to others. They can appear to react impulsively and openly show both positive and negative feelings. They are typically described by others as personable, talkative and sometimes opinionated.
Their Need: Personal Approval
Their Orientation: Spontaneity
Their Growth Action: To Check
The Amiable Style
Friendly, Supportive & Relationship-driven
People with an Amiable Style openly display their feelings to others. They appear less demanding and generally more agreeable than others. They are interested in achieving a rapport with others who often describe them as informal, casual and easy going.
Their Need: Personal Security
Their Orientation: Relationships
Their Growth Action: To Initiate
The Analytical Style
Thoughtful, Reserved & Slow-paced
People with an Analytical Style are typically described by others as quiet, logical and sometimes reserved or cautious. They tend to appear distant from others and may not communicate unless there is a specific need to do so.
Their Need: To Be Right
Their Orientation: Thinking
Their Growth Action: To Declare

Easier to learn and apply than DiSC and MBTI

Once you learn the principles of Style and Versatility, it’s easy to use in any situation. Independent research studies show that people prefer the SOCIAL STYLE Model to other interpersonal skills options such as Myers-Briggs or DiSC. With only four Style options, you can confidently use SOCIAL STYLEs assessment to predict a person’s preferences and see the results immediately.

Each Style represents itself through people’s daily interactions. At surface level, each Style is closely linked to whether an individual tends to assert himself or respond to others in social settings, and whether he tends to display emotion or secure control in group settings.

Read the Research

What makes the Model unique?

What makes the SOCIAL STYLE Model unique AND effective? Behavior. SOCIAL STYLEs is NOT a “personality” program like Myers-Briggs; it’s founded on valid and proven research and the focus on Observable Behaviors – how people Think, Act and React. The power of SOCIAL STYLE happens we come to understand ourselves through the eyes of others, learn to modify our actions to better match others needs, and observe again and again how relationships, communication, and influence with others improves.

Better than Competitors

Because SOCIAL STYLE is based on observable behavior you can quickly identify a person’s preferences and make informed choices to make that person comfortable. This ability to moderate your behavior is what we call Versatility. The SOCIAL STYLEs Assessment measures Versatility so people can understand their strengths and weaknesses when working with others. And SOCIAL STYLE training teaches specific techniques to improve Versatility with people of each Style.

Learn About Versatility

What is the first step in the framework for defining and assigning work quizlet?

The first step in the framework for defining and assigning work is "finalizing the project requirements".

Which type of intelligence involves the capacity to understand the motivations intentions and desires of others quizlet?

Interpersonal intelligence involves the ability to comprehend and respond effectively to another's mood, temperament, or desire.

Which of the following causes people to participate in an activity for their own enjoyment?

Extrinsic motivation causes people to participate in an activity for their own enjoyment.

Which type of power is based on an individual's personal charisma group of answer choices?

Describe Referent power is based on an individual's personal charisma. People hold someone with referent power in very high regard and will do what they say based on their regard for the person.