Chapter 5: Communicating Effectively with the Four Basic Personality Types

The Controller has a reputation for demanding that people get to the point as soon as possible, coaches included. Remember, Controllers prefer to think about the big picture, so don’t get carried away about asking about minor details once it is clear that this type of client on the right track. Instead, focus on questions that are aimed overcoming real world obstacles and helping these clients settle on concrete solutions for moving forward. In other words, bottom line it.

Unlike Controllers, Promoters love to talk, so be prepared to get an ear full when you are working with these types of clients. Unless you are a Promoter yourself, you may need to remind yourself to leave a little room open in coaching sessions with these types of clients for a little bit of small talk about family and the like. Promoters are particularly responsive to talking about their experiences, so keep this in mind when you are choosing how to word your more probing questions. If you are coaching a Promoter who is working towards a goal in the professional workplace, it may be useful to spend some time discussing how to approach other personality types, especially Controllers.

Unlike other clients, Supporters respond best to coaches who know how to use a soft touch. Although Supporters are usually calm, collected individuals who are content with their lives, they don’t typically like to the rock the boat, which is sometimes necessary in coaching. When you are coaching a client who is a Supporter, try to focus on small steps at first so that they can see for themselves that a little bit of change can be a good thing. When they seem resistant to committing to a plan of action or line of questioning, provide them with some reassurance in the way of examples, testimonials or anything else that might bolster their sense of security.

Analyzers approach the world from the perspective of facts and figures, so be sure to structure your coaching for these clients with this in mind. While relying on spontaneity during a session is a major part of effective coaching, it is essential that you walk into a meeting with a client who is a serious Analyzer well prepared. It may be helpful to ask these clients questions that inspire them to step back and look at the big picture when they seem to be getting bogged down by the details.