People with an analytical style care a lot about how things work. They usually do their best work alone or as the leader of a small group of experts. Their relationships and choices are based on what they know, not their feelings. They don't make choices based on feelings or what others might see as biased personal views. Instead, they carefully examine facts, proof, and what they know.
People with an Analytical style are often seen as cold, logical, and detached in their interactions with others. This way of acting is known for gathering and looking at information. People in technical fields like engineering, accounting, and information technology tend to have this style. These people care a lot about details and getting things right, and they are very proud when they give correct information.
People with an analytical style like to plan carefully to reduce risk. When moving towards a goal, they follow steps that have been tried and tested. But people with an analytical style say you can't set a goal until you've carefully thought out how to get there. For them, a well-defined, organized, logical process leads to a goal, not the other way around.
People with analytical style care very much about how well they do. They have very high standards for themselves and others and work hard on every detail, no matter how small it might seem to others. People with an analytical style think that every little thing adds up to the big picture.
People with an analytical style are often careful about using or believing what other people say. They will check and double-check everything before using it if they use it. This could make some people angry; over time, they might not want to help out as much. People with an analytical style may think that their view is the only right if they don't hear anything else. This may leave them in a hole.
When stressed, people with an analytical style may pull back and avoid making choices until they have checked and double-checked the situation or the facts again. Under stress, they will trust their already muted instincts even less. Instead, they will be more careful and look for more details, sometimes getting lost.
People with a logical personality type love numbers, figures, and data. People who don't like to waste time will ignore a fancy pitch and get right to the facts. Be ready to answer many detailed questions, and don't be surprised if an analytical prospect seems to know you already because they've studied you and your business before you meet.
Analytics meet their goals, but they don't make quick choices. They want to learn as much as possible about their choices and won't decide too quickly. They are more reasonable and careful than anyone else, but they won't change their minds once they make a choice.
Analysts don't talk as much as other personality types. They care more about facts than feelings and probably won't take the time to get to know you on a human level. Analytics are serious, straight, and professional when they talk. Even though they might not move around much in meetings, you can be sure they are paying close attention.
Remember that most prospects will have a mix of these personality types and won't fit nicely into one of the four groups above. But once you know about these basic types of people, you should be able to change your sales approach to fit any scenario.
If your main (or maybe secondary) personality is an analytical one, here are some places to look for ways to use your inner skills and ways you may be holding yourself back: Analyticals are very deep and serious, and they like things that are beautiful and smart.
They are often artistic and original, good with numbers, and good at thinking in a straight line. They are very organized and like things to be just right. This need to be perfect can make them put things off. They spend too much time planning because they fear making mistakes.
They expect too much of themselves and other people. They want everyone around them to be perfect, which can make people fight against them and push them down into sadness. Analyticals are very kind and thoughtful, which makes them great listeners.
Their ability to understand other people's feelings is a great skill, and being a good listener can help other people feel encouraged. On the other hand, their emotions are often moody, and they can sometimes affect other people without even knowing it. Also, they take everything to heart.
Because Analyticals plan out every thought and comment to the letter and believe that everyone else does the same, a casual word from an Expressive or Driver can feel to an Analytical like it must have a deep and secret meaning. They often go out of their way to get hurt, feel left out, or feel like they're not important.
People might not invite them to events or ask their opinion on important issues because they tend to be negative and can turn good things into bad ones. They tend to remember and hold on to mistakes and bad things. The analysis is often clever and tends to be genius-level.
They think they are special or can't be put into a category, which can make them feel superior. They can also be very critical and are likely their own worst judge. Because they have a natural tendency to be negative and a need to be perfect, Analyticals often have a low opinion of themselves and may feel uncomfortable in social settings.
They may say things like, "I never do anything right," but they mean they are timid and looking for praise that they will most likely turn down. Analytical people are good at jobs that require them to pay close attention to details, plan carefully, and think linearly. They also don't waste money and are good with money. Analytical people find it easy to make a budget and stick to it.
Companies are giving teams more responsibilities at work to give workers more power and improve the efficiency of the business as a whole. The more we try to work collectively, the more crucial it is to realize that everyone has their way of doing things. I say "behavioral style" instead of "personality" or "attitude" because most of us aren't trained to judge these things unless we are therapists or psychologists.
