Less responsive people devote more effort toward controlling their emotions. Drivers Drivers are high in assertiveness and low in responsiveness. Expressives are high in assertiveness and high in responsiveness. Amiables are high in responsiveness and low in assertiveness. Analyticals are low in both assertiveness and responsiveness.
Drivers are swift, efficient decision makers.
They focus on the present and appear to have little concern with the past or future. They generally base their decisions on facts, take risks, and want to look at several alternatives before making a decision. Analyticals also like facts and data, but drivers want know how the facts affect results-the bottom line. They are not interested simply in technical information. To influence a driver, salespeople need to use a direct, businesslike, organized presentation with quick action and follow-up.