---
title: "Selling To Drivers (D)"
description: "Drivers want control, results, and speed. Set a clear agenda, skip the chitchat, talk big-picture outcomes, and let them decide quickly."
date: 2015-08-30
source: SalesCoach
canonical: https://www.salescoach.com/blog/selling-to-drivers-d/
tokens: 440
---

# Selling To Drivers (D)

Drivers like challenges and want to be in control. They are big-picture oriented and hate the details. They like to make important decisions on key issues, and then delegate the rest of the work. They are risk-takers, goal-oriented, and very businesslike. Sometimes called Type A personalities, you’ll often find them in positions of authority. They measure success by the results they achieve. They make up 18% of the population.

Initial Impression

- They tend to be extroverted and direct.

Tendencies

- Can be argumentative & aggressive
- Quick to anger
- Want to win, sometimes without regard to the costs
- Will try to dominate the conversation
- Competitive, with a win-lose philosophy
- Task oriented

How To Communicate

- [Set a clear agenda](/blog/controlling-the-sales-interview/) with a Meeting Agreement.
- Don’t ramble on and waste their time.
- Don’t try to build personal relationships or chitchat.
- Be well prepared and organized.
- Tone of voice should be strong, clear, confident & direct.
- Disagree with the facts, not with them.

How To Sell

- Talk about the big picture & results they will achieve.
- Provide facts & figures and probabilities of success, but don’t overly dwell on the details.
- Use power words like

 bottom line, results, be the best, new & unique

 .
- Provide alternatives for consideration.
- Move quickly, as they want to make a decision and move on.
- The color green attracts their eye.

Self-Study Assignment:

Identify several Drivers in your customer/prospect database as well as several Drivers in your personal or business life. On a scale of 1-5 (best), how well do you get along with them? Make a list of the things you will do differently to relate to them more effectively.