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
Get to know your client’s preferences then, alter your presentation to match the way your client likes to receive it.