2.  Communication is not what you say, it is what they hear.  How is your audience hearing your message?

3. 1.Identify your own preferred style of communication 2.Tune in to the other person’s preferred style or current needs 3.Adjust your approach to match those needs

4.  Calm, reasonable communications (Introverts) ◦ listen to and carefully process the ideas and feelings of colleagues and teams ◦ Processing is internal, think about it  Enthusiasm (Extraverts) ◦ Collaboration, give-and-take ◦ Processing is external, talk it out

5.  Practical Information - Facts and step-by- step procedures (Sensing) ◦ The big picture is uselessly vague without the details and how to get there.  An overview of the information prior to the facts (iNtuitives) ◦ The details and procedures are useless factoids without the context and why are we going there

6.  To hear personal stories (Feeling)  To be convinced by logic (Thinking)  Conclusions and a focus of “how to” (Judging)  To explore options and consider possibilities (Perceiving)

7. Extraversion  Rapid speech  Appears to “think out loud”, talk things out  Interrupts  Louder voice volume

8. Introversion  Pauses in answering or giving information  Appears to be thinking things through  Quieter voice volume  Shorter sentences

9.  Ambiverts achieve greater sales productivity than extraverts or introverts do. Ambiverts  flexible pattern of talking and listening  express sufficient assertiveness and enthusiasm to persuade and close a sale  inclined to listen to customers' interests  less vulnerable to appearing too excited or overconfident.

10. Sensing  Asks for step-by-step information or instruction  Asks about the present situation  Asks “what” and “how” questions  Uses precise descriptions

11. Intuition  Asks for the purpose of an action  Asks for current and long-range implications  Asks “why” questions  Talks in general terms and possibilities

12. Thinking  appears to be “testing you” or your knowledge  Weighs the “objective” evidence  Not impressed by what others decide  Conversations follow a pattern of checking logic, “if this, then that”

13. Feeling  Strives for harmony in the interaction  May talk about “values”  Asks how others have acted or resolved the situation  Matters to them whether others have been taken into account

14. Perceiving  Seems to want “space” to make own decisions  The tone is “let’s explore, what are some more factors to consider?”  May decide at the “last moment”  Enjoys processing

15. Judging  Impatient with overly long descriptions, procedures  The tone is “hurry up, I want to make a decision”  May make decisions prematurely  Enjoys being “done”