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Selling to 4 Personality Types - A Lesson in Sales Psychology by Michael
O'Grady
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I
once read a great book by Florence Littauer, titled "Your Personality
Tree", which taught me a great deal about how to approach many
different types of customers. In this book, I learned about the theory
of Humorism and the four humors, also known as "temperamentum" or
temperament, which represent a way of thinking, behaving and reacting.
The Humorism theory suggests that each person is born of a basic
temperament, as determined by which of the four humors is more evident
within them. Knowing which type is dominant in a person can help you,
as a professional sales person or business owner, adjust your
presentations and approaches with people more effectively.
The four temperament types are: Sanguine, Choleric, Melancholy and Phlegmatic. They are associated with the following personality characteristics: read on
The four temperament types are: Sanguine, Choleric, Melancholy and Phlegmatic. They are associated with the following personality characteristics: read on
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