While modern Greece is not exactly the picture of financial health, figures in Greece’s more glorious ancient period had some wise observations on human behavior that still hold true today.
Twenty-four hundred years ago, Hippocrates proposed that we are born into one of four primary temperament styles; Choleric, Sanguine, Phlegmatic, and Melancholy. As an effective advisor, knowing how to sell to each of these types is essential to growing your abilities and your business. Adapting your presentation style to each is the first step. Here are few tips on each to get you started.
Selling to the aggressive and impatient Choleric:
- Give them options so they can be in control.
- Stay big picture and avoid details – pie chart.
- Warm up quickly and use a bottom line, just the facts approach.
Selling to the expressive and emotional Sanguine:
- Warm up quickly and use an entertaining, fast-paced approach.
- Give them compliments and ask for their opinion.
- Expect a quick decision.
Selling to the passive and harmonious Phlegmatic:
- Give them respect and show interest in family members.
- Use a step-by-step, detailed presentation – spreadsheet.
- Expect them to procrastinate because they dislike change.
Selling to the analytical and worrisome Melancholy:
- Give them accurate and detailed information.
- Use keywords like: logical, safety and quality.
- Expect them to want to “think it over” because they are frugal and would rather research than make a mistake and appear incompetent.