It is not always possible to gain much information about a buyer’s communication
style, especially if the buyer is new. If this is the case, it may be more appropriate to
assume that the buyer is an analytical-driver and prepare for this style. If the buyer
proves to be close to an amiable-expressive, then the salesperson can easily adapt.
It is much more difficult to prepare for the amiable-expressive and then switch to
an analytical-driver style.