The extroverted Talker temperament style prefers a fast, enthusiastic presentation and tend to be impulsive shoppers. They want you to be entertaining and allow time for them to talk. One of biggest challenges when presenting to Talker is to keep them focused on subject. They ask “who” questions. Keywords to use are: Exciting, Fun, and Enthusiastic. Keep your presentation big picture and avoid details and numbers whenever possible. Use colorful pie charts or graphs to make your point. Testimonials can be quite effective with status conscious Talker. The introverted Watcher temperament style prefers a slow, deliberate presentation and are very sensitive to conflict or perceived “sales pressure.” They want you to be cordial and friendly. They ask “how” questions. Keywords to use are: Family, Service, and Harmony. You must condition Watchers for change; they are natural born procrastinators who love status quos. They are family oriented and expect quality service after sale. Help Watcher make a decision by giving them assurance. Due to their pleasing personality and need for harmony, they will sometimes say yes when they mean no.

The introverted Thinker temperament style prefers a slow, detailed presentation and requires time to warm up. They are cautions and skeptical people that take pride in doing their research before they purchase something. Around a Thinker you must be logical and accurate. Double-check your numbers because if they find a mistake, they will question your competence. They ask “why” questions. Keywords to use are: Logical, Safety, and Quality. Expect them to take their time “thinking it over.” Thinkers don’t want to make a mistake and when they make a purchase they frequently get “buyers remorse”. They will typically “shop” your numbers to make sure they are getting best deal possible. Help Thinker reduce their fear of making a mistake by giving them evidence.

4. Give your customers a promotional gift. You might want to consider sending them a letter opener, coffee mug or a calendar with your picture and contact information.

5. Establish a feedback system to find out how your customers perceive quality and quantity of service you provide.

How would your customers rate service you provide? Do you currently have a system in place to measure customer satisfaction? The young man in following story developed a unique but effective feedback system.

One evening Jim Rodgers walked into living room and overheard his fourteen-year-old son, Mark on phone. He was speaking to Mrs. Johnson who lived down street. Mark asked Mrs. Johnson if she needed a lawn service. “What’s that?” Mark responded, “You already have a boy who takes care of your yard? Tell me, how is he doing? Does he edge and trim way you like it? Does he clean up when he’s done? He does, huh and you’re happy with him. O.K. Thanks anyway.” As Mark hung up phone he turned around and saw his Father standing behind him with a surprised look on his face. “Mark, I thought you were already mowing Mrs. Johnson’s yard?” “I am, “ replied Mark “I just called to see how I was doing!”