Developing the ability to speak with power and passion takes time and effort to master, but it will pay off in big dividends.

During your next sales meeting, try to recognize your customer's temperament style and use as many of these words as feasible.

Think Service

Persons with the Passive, Harmonious Watcher temperament style are service oriented. They ask "how" questions.

Watchers value appreciation and fear conflict. When presenting to this buying style use these words: support, service, family, harmony, dependable, caring, cooperation and helpful.

Also words like easy, sincere, love, kindness, concern, considerate, gentle and relationship.

Quality First

The Analytical, Cautious Thinker style of communicators are quality oriented. They ask "why" questions.

Thinkers value accuracy and fear being viewed as incompetent. When presenting to this buying style use these words: safe, scientific, proven, value, learn and guaranteed.

Also try using words like save, bargain, economical, quality, logical, reliable, accurate, perfect, security, precise and efficient.


--Source: John Boe presents a wide variety of motivational and sales-oriented keynote speeches and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker.