CHAPTER 4
Tribal Types: Work and Sell with Buyers the Way They Want to Be Worked With
“Dealing with people is probably the biggest problem you face, especially if you are in business. Yes, and that is also true if you are a housewife, architect or engineer.”
—DALE CARNEGIE
People are complex. What works well for your approach, word choices, and pace in one conversation may implode in another. Some people need to know every option and piece of information and will describe ideas and stories in every nitty-gritty detail; some have no real interest in you as a person, their interest is only in what you can do for them. Still others want to be your new best friend and the business at hand or important decisions can wait. And then there are those ...
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