How would you like to meet Sandra Bullock? She always plays characters that are so nice and now she’s going to be nice to you. Imagine for a moment you have a big favor you want to ask her. How will you persuade her to say “Yes?”
This week we’ll take a look at how best to persuade someone who is an amiable or facilitator personality type. When I think of an amiable, Sandra Bullock jumps out at me because she seems to be someone who is more relationship-focused than task-oriented. But unlike Oprah, she doesn’t seek to control situations and others. Rather, she prefers to focus on self-control. The follow describes this personality type:
Amiable people really enjoy relationships; tend to focus more on feelings than facts; don’t consider themselves very assertive; are usually willing to set aside work if someone needs to talk; don’t like change; when they need help they prefer a real person to help them even if it takes more time.
Of the four personality types, fewer people taking my survey identified themselves as being amiable (14%) when compared to the other personalities: pragmatic (32%), expressive (24%) and thinker (29%).
Because amiable personality types are relationship-oriented, like the expressives, it will come as no surprise to find out they chose answers that engaged reciprocity and liking far more than did the pragmatic and analytical personality types, personalities that are much more task focused than they are on relationship building. Some influence advice when dealing with an amiable:
Make it a point to work the liking principle with these folks, because they want to know and enjoy the people they interact with. Can’t you just image Sandra wanting to get to know you and be your friend before you get down to business? I sure can. The good new is, if she likes you then she’ll probably go out of her way to help you.
While amiable personality types didn’t respond to reciprocity as much as the expressives they did place a higher value on it than thinkers and pragmatics. Do them a good turn or something thoughtful and it’s highly likely they’ll look for ways to return the favor.
Like the other personality types, when it comes to business decisions, helping amiable people deal with uncertainty is huge.
Amiable folks were persuaded by what others were doing – the principle of consensus – a little more than thinkers and expressives. When it comes to personal decisions consensus is even more important. This makes sense for someone relationship focused because they would rather go with the flow than buck the system.
Sharing facts or relying on the advice of experts is the most effective route with this group.

You are one lucky person because you just got another big break! This week you’re meeting Oprah Winfrey! You’ve been given 15 minutes to talk with one of the few people who can make or break your career just my mentioning your name. How will you influence Oprah to give you that positive mention or perhaps airtime on one of her shows?
This week we’ll take a look at how best to persuade someone who is an expressive or influencer personality. When I think of an expressive, Oprah Winfrey immediately comes to mind because she’s someone who is more relationship-focused than task-oriented. Like the Trump, Oprah also likes to control situations and others. The follow describes this personality type:
Expressives like being part of social groups; enjoy attending events with lots of people; are more in tune with relating to people than working on tasks; are imaginative and creative; can usually win others over to their way of thinking; like things that are new and different; have no problem expressing themselves.
If I had to sum up expressive personalities in a word I’d say they’re balanced. Of the four personality types their answers had the least amount of variance. In other words, all of the principles of influence work well with them.
Because expressive personality types are relationship-oriented it will come as no surprise to learn in my online survey that they chose answers that engaged reciprocity and liking far more than did the pragmatic and analytical personality types, two personalities that are task focused much more than they are on building relationships. Some persuasion advice when dealing with an expressive:
Definitely spend time engaging the liking principle with them, because they want to like the people they interact with. Oprah certainly cares about closing the deal but she also cares about you and your story so look for ways to connect with her. If she likes you it’s a good bet she’ll go out of her way to help you.

Expressive personalities responded more to reciprocity than any other personality type so look for ways to genuinely help them and they’ll respond in kind much more than pragmatics or thinkers will.
As was the case with pragmatics, in a business setting overcoming uncertainty is key for expressives.
Sharing trends and what others are doing – the principle of consensus – can be quite effective with expressives. Oprah types want to move the masses and they know it’s easier to swim with a wave rather than against it so share what many others are already doing.
Sharing hard data or using the advice of perceived experts is the most effectiveroute with this group.