How are you?

Don’t worry - I don’t care; it was an opening gambit to put you at ease.

Did it work?

Did the second bit somewhat ruin any goodwill I’d created with the headline?

The good news is that we’re both feeling exactly as we should, because I’ve found out I'm a ‘Director’ rather than a “Relater”, a “Socialiser” or a “Thinker”.

Yes, I was fortunate enough to be a part of an online training session on communications that dealt (albeit it in a short taster session) with how to best calibrate your approach to communicating with the different personality types you’re likely to encounter on your journey through Business Town.

I know a lot of people think these things are only for unexperienced business folk - spelling out stuff that you already ‘know’ - but I think that’s doing a disservice to the process. You might think you know the perfect approach to deal with a touchy-feely prospect versus dealing with a data-led ‘Thinker’ but actually taking a moment aside to think in a focused way about the types of people you’ll encounter is time well spent.

You probably have what you consider to be your perfect pitch ready to launch at any given moment, but do you have ‘versions’ standing by for the prospects who don’t want to hear your anecdotes but instead want hard data to base their decisions on?

Taking a moment to make sure you understand what you know, is always time well spent (just like the time you’ll need to re-read that last sentence),