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Let me introduce someone you may know.

My friend oozes charisma and has a presence that you notice when he walks into the party.  He often wears fashionable, expensive clothing and has good posture.  If you can catch his attention, he will surprise you with a glass of expensive champagne and then engage you in entertaining conversation.  He will likely display a charming humility that prevents you thinking he’s cocky.  Instead you may think he’s a bit cheeky, but in a good way!  He looks you directly in the eyes when you speak. You feel an instant ‘connection’ with him as if you’ve known each other for years. Who is he you ask? You have likely just met the Promoter Personality type!

The Promoter personality is one of six personality types that have been identified through significant clinical, evidence based research and validation.  The Process Communication Model® confirms that the Promoter personality represents approximately 5% of the population. Although more Promoters are men, there are also plenty of female promoters who present with the same personality characteristics. Many very successful business people are Promoters as this personality type often aspires to wealth and luxury.

The Promoter has many personal strengths:

• They are adaptable, charming and action oriented
  
• They like change, to be kept busy and to take chances
  
• Their ability to persuade means they often do well in sales or in areas where negotiation skills are needed
• They like to network and meet many new people and will usually seek a job that allows them to do this
  
• They like excitement and are true ‘doers'
• They are straight shooters, they get things happening and often enjoy racing and action sports. Think James Bond!  

What we also know about Promoters is that, like all the personality types, they have certain psychological needs and they also have a preferred communication style.  The main psychological need for Promoters is for ACTION and incidence within a short time frame.  They actually need plenty of action in short bursts to stay productive, it is not just a desire. Action to a Promoter is a need as important as food and shelter.  

As in all six personality types, when the psychological needs of the type are met and people are communicated with the way they prefer, they are productive, cooperative and motivated team members. But what happens when the Promoter doesn’t get his or her needs for action met or gets stressed because people are insisting on using a communication style that is not their preference?  This is where it gets interesting!

When the psychological needs and communication needs are not met in all of us, we invariably try to get our needs met through negative behaviours.  The act of trying to get our needs met shows up as stress or distress and how we show this depends on our personality type.  When we start to experience stress we first show early warning signs or signals. If these signs and signals are not responded to by others in the way the person needs, a person can descend into distress and negative behaviours.  This descent into deeper stress is highly predictable, measureable and sequential. The Promoter shows stress in his or her unique way.  Promoters may;

• become impatient and see others as weak and leave them to fend for themselves
• may manipulate a conversation, not be truthful or sometimes set up arguments and stand back and watch the action
• may take risks and break the rules
• may attack or blame others.

So what does this mean if you have a Promoter personality in your group or this sounds just like you?  The best way of avoiding negative behaviours and to keep yourself or other Promoters productive, is to ensure that their psychological and communication needs are met.  Make sure you have plenty of incidence and action each day and that the work stays exciting. 

Sue is a Premium member of Business Chicks, request her online business card and connect with her here.

Sue is the Director at ESP Business Solutions, she's a psychologist with a special interest in personality and communication.