What are the characteristics of thinkers and feelers? How should a salesperson adapt a presentation for each type of person?
Answer: A thinker places high value on logic, ideas, and systematic inquiry. Completely preplan your presentation with ample facts and supporting data and be precise. Present your material in an orderly and logical manner. In contrast, a feeler places high value on being people oriented and sensitive to people's needs. The main point to include in your presentation is the impact your idea will have on people. The feeler likes to small talk with you, so engage in conversation and wait for this person's cue to begin your presentation. Use emotional terms and deep the presentation on a personal note.