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The Diplomat Personality Type - How to influence buyer behavior

Diplomats are friendly, compassionate, "feeling" people that desire to contribute goodness to the lives of others. They are effective at doing this through their nurturing, insightful and encouraging nature.

Diplomats are imaginative and passionate about their causes. This is the “Boy Scout” personality type. They can appear to have a more casual approach to business.

Buyer Rank: Of the four personality types, the Diplomat ranks third to buy. Because they may have “buyer’s remorse” a powerful “stick” (retention) program needs to be in place when selling a product or service to them.

Marketing Strategies to Use: A Diplomat is receptive as long as they perceive you as sympathetic, friendly, helpful and open.  Because their decisions are subjective and personal your role is to give direction, show support and gently guide them.

Show empathy and give them rock solid guarantees. They are counting on you.

Diplomats are people-oriented, so it is helpful to speak in terms of “feelings” and to make your sales presentation personal and specific. Send them social proof in small bites so they can easily read what your happy customers have to say.

Marketing Strategies to Avoid: The following are not well suited for this personality type:

  • Avoid an aggressive approach. A "hard sell" can make them feel uncomfortable and threatened.  If they feel threatened, they are unlikely to buy from you. Never, ever back them into a corner. Instead, take things slowly, earn their trust and support their feelings.
  • Unlike Masterminds, who prefer to be left alone to consider a decision, Diplomats need continual guidance and follow up in order to be comfortable with making a decision to buy. Follow up consistently without being pushy.
  • They despise conflict. A Diplomat will do everything they can to make sure their loved ones get along with each other and are happy.

To learn more, sign up for "TQM Influence," our newsletter on the psychology of buying.

Famous Diplomats

  • Dr. Martin Luther King, Jr., minister, civil rights activist
  • Charles Dickens, English novelist
  • Diane Sawyer, TV journalist
  • Ben Affleck, actor
  • Samuel Clemens (Mark Twain), writer
  • Sandra Bullock, actress
  • Oprah Winfrey, TV host, businesswoman
  • Princess Diana, Princess of Wales
  • Nelson Mandela, South Africa president

Fictional Diplomats

  • Ariel, “The Little Mermaid”
  • E.T, “The Extra-Terrestrial”
  • The Tinman, “The Wizard of Oz”
  • Dr. Yuri Zhivago, “Doctor Zhivago”
  • Fox Mulder, “X-Files”

Diplomats have the Myers-Briggs / David Keirsey NF Personality Temperament.

An Important Note on Personality Types

Prospects and customers are different than you and different than each other. And they are always seeking people like themselves.

However, you can succeed once you recognize their differences and realize that you must approach them the way they want to be approached, not necessarily the way you would want to be approached.

Take our 2-minute Personality Test to discover your type and learn about creating a personality test especially for your prospects and customers. People buy people before they buy products or services.

And each month we'll send you “TQM Influence,” which focuses on the psychology of buying. It never takes more than 60 seconds to read.

 
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Ella Fitzgerald and Louis Armstrong sing about personality types. Click far right button to view full screen.


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