One size does not fit all
Hippocrates Temperament Theory, Wilson’s, Insights, DISC, MBTI and MyBrain are all excellent ways to profile the 4 preferences or character types.
- Likes facts, overview and enough information to make a quick decision – eg Alan Sugar
- Likes enthusiasm, interest in their own needs, big picture – eg Jonathan Ross
- Likes specifications, details and time to reflect –eg Health and Safety consultants
- Likes people, relationships, trust and safe decisions –eg Homemakers, Public sector buyers
Action:
Get to know your client’s preferences then, alter your presentation to match the way your client likes to receive it.