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Persuasion, 4th Edition by James Borg

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The personality spectrum

How to identify successfully and deal with different ‘types’

  • Identifying and dealing with various ‘types’
  • Sensing and intuition
  • Thinking and feeling
  • Tips on influencing the various types
  • Types you might meet
  • How do you come over?

We have looked at the seven essential skills that are necessary to win the hearts and minds of those we are dealing with:

  • good listening skills;
  • how to hold attention;
  • appreciation of body language;
  • memory skills;
  • knowledge of the impact of words (psycholinguistics);
  • skills with the telephone;
  • negotiating skills.

We’ll now take a look at people’s personalities. We’ve been doing it all our ...

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