The Executive Summary: What is DRIVE? Explores a unique personality-based sales and communication system developed over two decades of research. At its core, DRIVE reveals what makes people feel important, the emotional trigger behind every decision they make.
In the world of leadership, sales, and relationship-building, understanding emotions is no longer optional. It’s the foundation for trust, influence, and long-term connection. DRIVE offers a simple yet scientifically grounded framework for decoding what motivates different people, allowing you to communicate in a way that feels natural, authentic, and deeply personalized.
For over 20 years, researchers and field experts have studied why some conversations connect effortlessly while others fall flat. They discovered a powerful truth:
People don’t make decisions based on information; they make decisions based on how you make them feel.
The DRIVE model was built to help people strategically tap into these emotional motivators.
Each DRIVE type is tied to one emotional need: what makes that person feel valued, respected, and important.
D – Director: Motivated by Freedom and Control
Directors want:
How to sell to a Director:
Show how your product gives them control and options. Remove friction. Give them the “driver’s seat.”
R – Relator: Motivated by Belonging and Helping Others
Relator’s value:
How to communicate:
Focus on stories, community impact, and shared values.
I – Intellectual: Motivated by Logic and Accuracy
Intellectuals want:
Your approach:
Provide charts, step-by-step breakdowns, and credible evidence. No fluff, just facts.
V – Validator: Motivated by Appreciation and Trust
Validators thrive on:
Your strategy:
Give sincere compliments. Acknowledge their effort. Celebrate their wins.
E – Executive: Motivated by Achievement and Results
Executives want:
How to influence them:
Talk strategy, outcomes, milestones, and growth.
The entire DRIVE model is built on one truth:
People respond based on how you speak to their deepest emotional need.
Every conversation either builds trust or breaks it. Emotional alignment is what transforms interactions into influence.
A staggering 80% of prospects are lost due to communication misalignment.
Most people sell in their own DRIVE type, not the buyer’s. And when emotional needs don’t match, trust collapses instantly.
DRIVE solves this by teaching professionals to “speak the language” of each motivation.
The article states:
“When you understand what makes a person feel important, you instantly understand why they make decisions.”
Matching someone’s DRIVE creates instant trust—because they feel seen, understood, and valued.
Holidays are socially rich environments filled with natural conversations. Instead of pitching, DRIVE recommends:
The 3-Question Flow
These questions uncover emotional drivers without being salesy. You learn their DRIVE before you ever talk business.
DRIVE is backed by major psychological frameworks:
Self-Determination Theory (Deci & Ryan, 2000)
Key motivators:
Maslow’s Hierarchy of Needs
DRIVE aligns with the top tiers:
These emotional drivers influence every decision people make.
Ten scholarly sources reinforce the principles behind DRIVE, including:
This academic foundation strengthens DRIVE’s position as a credible, science-aligned communication tool.
In direct selling, trust is everything. DRIVE enhances:
Leadership Development & Mentorship
Servant leadership research shows that empathy-driven leadership increases team loyalty and reduces burnout. DRIVE aligns perfectly with these principles.
Bob Snyder, a respected figure in direct selling, reframes sales communication entirely through the DRIVE lens.
His philosophy:
“When you understand what drives people, you never have to chase them.
They start coming to you.”
This mindset shifts sales from chasing to attracting.
Upcoming topics will include:
The Executive Summary: What is DRIVE?Reveals a practical, psychology-backed communication system that empowers professionals to connect authentically, influence ethically, and lead with emotional intelligence. By understanding what makes people feel important, DRIVE transforms conversations into trust-building bridges, especially during emotionally rich seasons like the holidays.
There are no reviews yet. Be the first one to write one.
