D.R.I.V.E. for Sales

Learn your D.R.I.V.E personality type, as well as how to market to each one creating a customized experience for your customer.


Woody Woodward

Woody Woodward dropped out of high school at age 16, was a millionaire by 26 and flat broke by age 27. After clawing his way out of financial ruin, he built four different multi-million dollar companies before he turned 40. Through overcoming this adversity, Mr. Woodward has become a bestselling author of forty-one books about turning tragedy into triumph. He has shared his cutting-edge techniques on ABC, CBS, NBC, FOX and Forbes. As a perpetual entrepreneur and product developer he studied the influence of relationships in regards to buying habits, decision making, and product loyalty. He used this information to create D.R.I.V.E.


Are you a Director, Relator, Intellectual, Validator or Executive? In this course, discover which D.R.I.V.E personality you are and what makes you tick. Woody Woodward, an experienced marketing genius, provides an insider’s look at the five D.R.I.V.E. personality types. Learn how to market to each of the five types, based on how they typically make purchasing decisions, so you can compose a customized buying experience your client will never forget. You will also learn crucial information about attention grabbers, collaboration, follow-ups and more. This course is perfect for any beginning or seasoned entrepreneur looking to be more profitable.

  • 1


    Take this quiz to see what you already know and give you a preview of what you'll learn in this course.

  • 2

    The Predictability of Sales-Patterns of Truth and the D.R.I.V.E. System

    Instructor Woody Woodward introduces himself and shares with the audience some examples of missed sales opportunities.

  • 3

    Deep Dive with D.R.I.V.E.

  • Show all 40 segments

    • 4

      D.R.I.V.E. Buying Motivators

      Woody dives into how each D.R.I.V.E. type has their own buying motivators based off of particular factors that appeal to each DRIVE personality.

    • 5

      Superpowers & Kryptonite for the Director - D.R.I.V.E. Buying Motivators

      Woody covers common Director’s weaknesses, or their “kryptonite,” as well as their “superpower.”

    • 6

      Superpowers and Kryptonite for the Relator

      The instructor highlights certain strengths where Relators shine, and weaknesses that they may struggle with.

    • 7

      Superpowers and Kryptonite for the Intellectual

      This segment provides a glimpse into a typical Intellectual’s individual strengths and weaknesses.

    • 8

      Superpower and Kryptonite for the Validator

      A look into what makes a Validator successful, as well as an overview of their potential trouble areas.

    • 9

      Superpower and Kryptonite for the Executive

      Woody shares with the audience what superpower is found in Executives, in addition to possible pitfalls they might experience.

    • 10

      D.R.I.V.E.s Question and Answer

      The instructor addresses the questions from the studio audience about their DRIVE types.

    • 11

      Why Vs. How

      Woody tells a brief story that illustrates the concept of Why Vs. How, that applies to everyone in charge of solving a problem.

    • 12

      Primary and Secondary in Real Life

      The instructor shares a story about Walt Disney that illustrates Walt’s primary and secondary D.R.I.V.E.s that shine through in his work.

    • 13

      How Vs. Why D.R.I.V.E. Examples

      Woody demonstrates the How vs. Why concept based on real stories from influential people.

    • 14

      Conflicting D.R.I.V.E.s

      What happens when your primary and secondary D.R.I.V.E.s conflict with each other? Woody will show you how to turn that energy into rocket fuel that drives you forward.

    • 15

      20-80 Rule

      This segment covers the concept of the 20-80 rule and how you are possibly missing out on sales because you're not speaking the same “language.”

    • 16

      D.R.I.V.E. Sales System

      Woody discusses how to incorporate the D.R.I.V.E. system into your sales process and what that would look like.

    • 17


      This segment provides real-life examples of huge deals that did not go through, due to a lack of collaboration.

    • 18

      Safety for D.R.I.V.E. Types

      What makes a certain personality type feel safe? Each D.R.I.V.E. type has their own requirements that they would like to see fulfilled.

    • 19

      Four Ways to Discover Someone's D.R.I.V.E.

      The instructor shows the class four different methods you can use to discover someone’s DRIVE and to help you close the deal.

    • 20

      The Conversation Close

      Woody provides insight about an insider strategy used to discover someone’s passion and what they really want out of life.

    • 21

      Sell Them Based on Their D.R.I.V.E.

      This segment contains tools you can utilize to appeal to someone’s needs and concerns based on their D.R.I.V.E.

    • 22

      Associations and Re-associations

      Woody highlights why it is so important for you to be able to re-associate your product positively with potential clients.

    • 23

      Buying Motivators and Selling Solutions

      This segment is a look into why people of each D.R.I.V.E. type are typically looking to buy, as well as the solutions you can offer them with your product.

    • 24

      Ask Don't Tell

      Ask, don’t tell, is an important sales strategy that makes the client feel heard. Woody explains all you need to know in order to incorporate it for yourself.

    • 25

      Build a Buying Bridge

      Woody explains what a buying bridge is and how you can use it to bridge the gap separating you from your client.

    • 26

      Show Don't Tell

      This clip demonstrates why it is crucial to always “show” your product and let it speak for itself.

    • 27

      Fives Types of Social Proof

      An in-depth view into what social proof is and how you can use it to appeal to each of the D.R.I.V.E. types.

    • 28

      Parables and Identifying Needs

      The instructor shares what makes parables very appealing to customers and how you can use them to secure sales.

    • 29

      Call to Action and Follow-up

      Woody explains how a call to action is crucial to securing some deals, as well as how a simple follow-up can earn repeat customers.

    • 30

      Surprise Them and The Law of Engagement

      Surprises get attention like no other sales strategy. Woody shows the audience some real examples you can use in your own marketing.

    • 31

      Driving for Sales - Director-Validator

    • 32

      D.R.I.V.E. Cards - Relator-Director

    • 33

      Driving for Sales - Intellectual-Director

    • 34

      Driving for Sales - Validator-Relator

    • 35

      Driving for Sales - Executive-Director

    • 36

      06 - D.R.I.V.E.s in a Relationship - Director-Intellectual

    • 37

      D.R.I.V.E.s in a Relationship - Executive-Relator

    • 38

      D.R.I.V.E.s in Distress - Executive-Director

    • 39

      D.R.I.V.E. for Selling Anything - Director-Exectuive

    • 40


      Test yourself to find out how much you've learned from this course.

  • 40


    Test yourself to find out how much you've learned from this course.