In two earlier posts on values, we discussed how each style has a specific core value. This doesn’t imply exclusivity to one style alone—these values are often embraced across all styles. Additionally, while they may not represent the only core values an individual holds, they typically take precedence based on their style preference.
For those who favor the Persuader behavior style, Trust stands as a core value. Why? Among the four styles, Persuaders tend to initiate relationships with a strong belief in others’ trustworthiness. This optimism shines through their friendly, positive, optimistic demeanor. Their inclination to want to be liked is evident in their mindset: “I trust and see the best in you so I assume you will do the same for me!”
When someone’s actions cast doubt on their sincerity, it deeply affects Persuaders, often leading to the tension-reaction behavior of reactive verbalization. This reaction is an overuse of their greatest strength — verbal skills — and relates to their driving need. An individual who doubts their sincerity is implying, in the eyes of the Persuader, they do not trust them, which hits at the heart of their identity.
Recognizing the significance of this core value helps us grasp why our Persuader coworkers, family members, or friends may start expressing themselves more verbally. They might have perceived certain words or actions in that light, even if nothing seems to have occurred that would suggest a breach of trust or insincerity.
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