Understanding Personality Types in the Workplace: Part 2, “The Motivator”

This is the second part of a four-part series on understanding the different personality types in the workplace.

Knowing how each general personality type thinks and reacts to things can go a long way towards building effective rapport and uncovering needs much more easily, two vital components of any sales conversation.

We have already talked about the “Driver” personality type. In this post, I will cover the “Motivator.”  The last two types will be covered in subsequent blog posts.

Personality Type 2: The “Motivator”

This personality type in the workplace often wants to get recognition and praise as a primary objective. They are generally very popular, with a large circle of friends and associates. Most people find this personality type very agreeable to be around, and because of this they are influencers and make good politicians and entertainers.

Other characteristics:

• People-person
• High Ego drive
• Magnetic personality
• Dream chaser, “big picture” type
• Cooperative
• Talkative
• Makes friends easily
• Fast-paced
• “Politically-correct” in speech and mannerisms

Motivators rely on hunches quite often, and do not like to make decisions without consultation. They can become bored with details and can be poor listeners when talking facts.

How to deal with a “Motivator”

Motivators are usually easily approached and provide a warm and friendly atmosphere for you to conduct business in, although it can be frustrating to try to get firm commitments from them. Well-known personality types in this category include President Clinton, Oprah Winfrey, and Ellen DeGeneres.

Selling tips:

• Like Drivers, avoid getting bogged down into intricate details. These are “big picture” people, so show how your solution affects their entire business.
• Be informal when greeting them, but show them respect.
• Compliment them on their achievements.
• Do not disparage your competition.
• Name drop other important people.
• Allow them to talk about themselves and their feelings.
• Allow them to control the conversation, and do not argue with them.
• Don’t bring up competitiveness; instead, talk about solutions and benefits. Motivators are social people, so appeal to that aspect of their personality. They are not “fighting wars,” like many Drivers are.
• Give them time to consider options. Be patient.
• Use a coach to establish your credibility and help them make a decision.

Motivators are pretty easy to deal with when compared with Drivers. Be warm and expressive, and you will gain their trust. Be cold and aggressive, and you will be shown the door, albeit probably very politely.

One tip to figure out which personality type you are dealing with is to ascertain whether they are fact or feeling-oriented, and whether they are fast or slow-paced. Drivers tend to be fast-paced and fact-oriented, while Motivators are fast-paced yet feeling-oriented, and mixing these up can blow a sale.

We have two more workplace personality types still to cover. In the next part of the series, we will cover the “Thinker” personality type.