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Recognizing personality types
- Article from:
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American Agent & Broker
- Article date:
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July 1, 1996
- Author:
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Copyright informationCopyright Commerce Publishing Company Jul 1996. Provided by ProQuest LLC. (Hide copyright information)
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AN ABILITY to recognize and deal with a variety of personality types is an important skill for a salesperson to have. We have talked about setting goals and dressing for success, but understanding your clients' personality types and how they affect their negotiating styles is also vital to making the sale. You can detect many clues to your clients' motivation, once you are aware of each one's basic personality type.
Some people have an innate ability to read others. They have a knack for sizing up prospects and quickly determining the best way to interact with them. If you do not have this natural ability, you can teach yourself to identify the personality types of your clients. Once you ...
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