DEALING WITH DIFFERENT PEOPLE DIFFERENTLY

Have you ever had one of those presentations where you really hit it
off with a prospect? It was like the two of you had known each other
for twenty years. Then, in the same day you talk with a prospect and
no matter what you say or do, you can't seem to make any progress.
Sound familiar? This is a common problem for internet marketers.
The reason for this is that every person has their own personality.

There are four distinct personalities, so if you are dealing with all
people the same way, then you are only handling a quarter of the people
correctly. No person is ever totally one personality. We are all
mixtures, but you will discover that people operate primarily in one of
the four types. Here are the four personality types you will encounter
and the associated characteristics:

Analytical & Amiable:
Ask a lot of questions; speak softly; move slowly; very little eye
contact; will lean back in chair; no hand gestures; patient;
cooperative; calm.

Driver & Expressive:
Tells you things; speak loudly; fast movements; direct eye contact;
lean toward you; animated hand gestures; impatient; competitive;
excitable; enthusiastic; outwardly; positive.

As you meet prospects, try to determine their personality type. Take
notes and compare them to the characteristics listed in this section.
The more you study personalities and the better you understand how to
recognize them, the better you will do in business and in life. Next,
you will want to know how to best handle each personality type.

Analytical:
Let them feel they are right; give them facts first; stress the
rational and logical facts; observe time constraints; compliment them
regularly; give quick, precise answers.

Driver:
Dress professionally; get right to the point; do not waste time; stress
results; ask questions that force attention; change voice inflection to
maintain interest; put everything in writing; let them feel they are in
control; give them choices.

Amiable:
Be friendly and build rapport quickly; talk emotionally; don't pressure
them; take your time; reassure them regularly; allow them to include
others in decisions; give them one positive choice; help them justify
their decision.

Expressive:
Present the "big picture"; talk emotionally; recognize them as being
important; put details in writing and explain carefully; reassure them
regularly.

Recognizing the different personality types and being capable of
working with them at their level will make prospecting more fun and you
will recruit more people with less effort.

cheers,
BobbyWan