---
title: "Selling To Steady Relaters (S)"
description: "Steady Relaters are warm, reserved team players who value trust and stability. Move slowly, offer proof, and earn little agreements to ease their fear of risk."
date: 2015-08-30
source: SalesCoach
canonical: https://www.salescoach.com/blog/selling-to-steady-relaters-s/
tokens: 405
---

# Selling To Steady Relaters (S)

Steady Relaters (

amiables

) are great team players, yet more reserved by nature than [influencers](/blog/selling-to-influencers-i/). They like stability, and are warm and accommodating to others. They dislike risky situations and place [trust](/blog/the-trust-formula/) as a high priority in relationships. They make up 40% of the population.

Initial Impression

- They tend to be reserved, but friendly and cooperative.

Tendencies

- They don’t readily show their emotions; they are hard to “read”
- Like procedures, structure, and a steady, calm atmosphere
- Like the details
- Not big risk-takers
- Dislike change
- Will accommodate requests, even if they are busy
- Good listener
- People oriented

How To Communicate

- Don’t mistake their willingness to go along for satisfaction.
- Be friendly and try to build a personal relationship.
- Don’t interrupt them.
- Take time for friendly chitchat.
- Listen carefully and show sincerity.
- Tone of voice should be warm, soft, steady, and calm.

How To Sell

- Don’t force them into a quick decision.
- Provide facts and proof to overcome their fear of risk.
- Use words like

 guarantee, security, promise, etc

 .
- Present your ideas slowly.
- Get “little” agreements throughout.
- The color blue attracts their eye.

Self-Study Assignment:

Identify several Steady Relaters in your customer/prospect database as well as several Steady Relaters 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.