If you can understand what drives and motivates people, you can help fulfill their needs and they will take the action you suggest. Generally speaking, the need to know the personality of your prospects and associates can be boiled down to the need to communicate in a way that is appropriate for them. Identifying the personality of you prospects and team members, helps you adapt your language and presentation style to allow for the differences in personality types. This skill greatly increases the chances you will be heard.
Speaking to people in the way they like to communicate and using terms they know and understand gives you credibility and builds trust quickly. If you were to speak in German to a person who understood only Spanish your message would not be understood and that person would probably not do what you want. Most personality experts break the concept of personalities into four general categories – dominating or controlling, friendly and outgoing, detail oriented, and a get things done – worker bee category. Most people are some combination of the four instead of being all one or another.
Adapting your approach and language to provide details to the detail prospect, and the bottom line, to the dominate person and making the business sound fun and exciting to the fun loving person, and explaining that once the work is done it will stay done to the worker bee person will help you sell more, enroll more and keep more people in your business pursuing their greater causes and higher purposes.
Presenting as if everyone is the same, will only resonate with only one personality type, probably the personality that you are most comfortable with; yours! This of course will exclude ¾ of the people you talk to, and that will make your business growth slow and arduous.
