Have you ever wondered why you seem to hit it off right away with some customers/patients/clients, while with others it's more like oil and water?

That's because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioural traits, body language patterns and buying style, but it also influences our compatibility with other people.

The alarming number of failed relationships, dissatisfied employees and lost sales all reflect the fact that none of us are as effective at understanding others as we would like to believe.

Each of the four primary behavioural styles requires a different approach

Extroverted - Determined - Demanding - Domineering - Controlling - Practical - Self-reliant - Decisive - Insensitive

Their major weakness is "anger management". Under pressure the Worker will work harder and may become ill-natured or explosive.

The impatient and goal-oriented Worker prefers a quick, bottom line presentation style. They expect you to be on time and well prepared. They like it when you avoid small talk and get right down to business.

Workers are generally quick to make a decision. They are focused on results and ask "what" questions.

Keywords to use when presenting to a Worker are results, speed and control. Give them options so you don't threaten their need for control.

Extroverted - Enthusiastic - Emotional - Sociable - Impulsive - Optimistic - Persuasive – Unorganized.

Their major weakness is "emotional management". Under pressure the Talker will talk more, shop or eat, and may display an emotional outburst.

The playful and friendly Talker prefers a fast paced and enthusiastic presentation style. Use a short warm up and allow extra time in your presentation for them to talk.

Talkers can be impulsive shoppers and are generally quick to make a decision. The key to making a sale to a Talker is to keep them focused on the presentation and allow time for them to express their feelings.

Talkers seek social acceptance and are concerned about what other people think of them. They ask "who" questions.

Keywords to use when presenting to a Talker are exciting, fun and enthusiastic.

Keep your presentation big picture and avoid giving them too much detail.

Introverted - Accommodating - Harmonious - Indecisive - Patient - Polite - Uninvolved - Friendly - Sympathetic

Their major weakness is "self-esteem management." Under pressure the Watcher will avoid conflict by sleeping in longer.

The peaceful and stoic Watcher prefers a slow, deliberate presentation style. Watchers, unlike the impatient Worker, require extra time to warm up before you begin talking about business.

Watchers are very sensitive to conflict or "sales pressure." They have a need to accommodate others and tend to ask "how" questions.

Keywords to use when presenting to this style are family, service and harmony.

Help the Watcher make a decision by giving them assurance. They dislike having to make decisions.

Introverted - Thoughtful - Organized - Critical - Shy - Detailed - Pessimistic - Introspective - Secretive - Aloof

Their major weakness is "stress management." Under pressure the Thinker becomes withdrawn, depressed and worries more (panic attacks). They "stress out" and seek perfection.

The cautious Thinker prefers a slow, detailed presentation style and warms up slowly. They are sceptical and typically research before they purchase. Thinkers want detailed information and they tend to ask "why" questions.

Keywords to use are logical, safety and quality. Because they are concerned about making a wrong decision and appearing incompetent, you can expect the Thinker to want to take their time.

Their frugal nature will cause them to "shop your numbers" to make certain they are not paying too much. Because of their desire for research and their need to avoid making a mistake, Thinkers often get bogged down in details. Give them evidence, facts, testimonials and guarantees.

While there are certainly many factors that influence the selling process, by far the most important factor is to identify your prospect's preferred buying style.