4 Quadrants of Personality Traits

Hi. In selling, there are four basic personality styles. We divide people into four quadrants based on two spectrums. The first spectrum is the spectrum of indirect to direct communicators. Some people are indirect, some people are direct. The second is people orientation versus task orientation. This gives us four different types of personalities. One quadrant up here that that is indirect and people oriented is called the relator. The relator is very high on people orientation and indirect. They are quiet, self contained, not particularly expressive. They're sensitive, people oriented and concerned about other people's opinions. Now in the extreme, a relater will be hypersensitive to the opinions of others. They can't do anything without making sure that everybody else approves. They have to talk with everybody before they make a decision. If you're selling or communicating, this person requires slow, low key, easygoing, friendly, almost warm and fuzzy. They want to get to know about you before they buy anything from you. So if you're dealing with relators, you have to go slow and you have to be patient. You can't be pushy because they like time to make decisions and they need time to talk to other people. Their greatest concern in life is the get along, let's all be friends. Relators tend to gravitate toward fields where relators are most effective. So you find relators in fields like nursing, social services, teaching, small child development, psychology personnel or counselors where they relate to other people. In the next quadrant, the lower left hand side, we have the analyzer. Now the analyzer is indirect and self contained, but very task oriented. This is the kind of person who is not so much concerned about people, but more concerned about doing the job and are more inward directed. This type of person at the extreme can be an uncommunicative bureaucrat, very meticulous and picky about every detail. Their primary concern is let's be accurate. They only feel comfortable when the numbers and the details are correct. The analyzer, who is fastidious and detail oriented, wants accurate accuracy and just the facts. Now where do you think they'll gravitate to in terms of work? Well, they'll gravitate toward accounting, computers, engineering, bookkeeping, computer programming, any field where the problems don't talk back. When you're dealing with an analyzer, concentrate on giving them lots of detail because this is what makes them comfortable with a decision. The next quadrant or personality is called the director. The director is the lower right hand quadrant. This is a person who is outgoing, direct and task oriented. These people are bottom line oriented, impatient they make quick decisions and they don't need a lot of detail. They're most concerned with let's get results, get to the bottom line. Cut to the chase. Now, who do you think would read the most copies of People magazine so far? Well, the relator, who do you think is reading Success magazine, Business Week, Forbes and Success books and Success audio programs. It's the director, the go getter, the one who kicks you know what and then takes names. The fourth type of personality. The fourth quadrant, the upper right hand quadrant, is what we call the socializer. The socializer is outgoing, direct, voluble and very people oriented. This person's primary motivation is achievement and achievement with and through other people. They like to talk about achievement. What are you doing? How did you do it? How did it work? Let me tell you what I did and how it worked for me. They are often called socializers and sometimes they are called expressives. They have to express themselves a lot. Many times they become managers or executives because they have highly integrated personalities. They are very concerned about results, but they are also concerned about people. They have both a strong focus on people and a very strong focus on achievement and getting things done. Now, everybody you meet is in one of these four quadrants or groups. The mistake that most people make is that they treat everyone else as if they were just the same as they were. If you're in sales, by the way, you will miss three quarters of your potential prospects because you treat them all the way you are. However, no matter which style of communicator you are, three quarters of the people you meet are are something else. Now, there's no right or wrong, better or worse style. These are almost born into people. You can see them in children from an early age. However, your job in asking questions and listening to people is to find out which style they are and then to practice personality flexibility so that you can get along with a greater number of different types of people. Here's one more thing. Whatever style you are, the person you are the most ideal for would be the exact opposite. Nature demands balance in temperament. Nature demands that the opposite person in the relationship or the marriage be temperamentally balanced with you. Notice that when you think about your personality and the personality of your spouse. If you enjoy this information and would like to receive six additional free videos on the top questions people ask me about personal and financial success and achievement, visit www.briantracy.com successmastery. That's www.briantracy dot com success mastery and we'll set you up with six free videos.