The more we understand personality directions and personality types, the better we will be able to customize our persuasive presentations. A personality direction is the way we lean most of the time in terms of the way we act and react to most stimuli. We hate to be put in a box and categorized, but the reality is that (most of the time) we are predictable. Sure, people can never be 100 percent predictable, but you will be amazed at how predictable they actually are as you become a student of human nature.

Monitoring Personality Directions: Fine-Tune Your Persuasion Radar

Each personality direction will dictate how you customize your message. When you analyze personality directions, ask yourself the following questions:

A. Are your prospects mostly logical or emotional?

Logical

• Use their heads

• Go with what makes sense

• Are persuaded by facts, figures, and statistics

• Rely on past history

• Use their five senses

Emotional

• Use their heart

• Go with what feels right

• Are persuaded by emotions

• Rely on intuition

• Use their "sixth sense"

B. Are your audience or prospects introverted or extroverted?

Extroverts

• Love to communicate

• Are talkative

• Involve others

• Tend to be public people

• Want face-to-face contact

Introverts

• Keep feelings inside

• Listen more than they talk

• Like to work solo

• Tend to be private

• Use memos and e-mails

C. Are your audience or prospects motivated more by inspiration or desperation?

Desperation

• Try to get away from the problem

• Are stuck in the past, don't want to repeat prior mistakes

• Avoid pain

• Want to get away from something

• Work towards a solution

• See a better future

• Are motivated by pleasure

• Want to move forward (have a vision)

D. Are your audience or prospects assertive or amiable?

Assertive

• Consider results more important than relationships

• Make decisions quickly

• Want to be in control

• Are task-oriented

• Don't waste time

• Are independent

Amiable

• Consider relationships more important than results

• Are friendly and loyal

• Like to build relationships

• Are great listeners

• Avoid contention

• Are nonassertive and agreeable

It is important to note that, when it comes to persuasion, personality directions most like our own personality type create a feeling of comfort and safety for us. Styles that differ from our own create tension and defensiveness. Master Persuaders can match all personality directions.

Conclusion

Persuasion is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life.Ask yourself how much money and income you have lost because of your inability to persuade and influence.Think about it.Sure you've seen some success, but think of the times you couldn't get it done.Has there ever been a time when you did not get your point across?Were you unable to convince someone to do something?Have you reached your full potential?Are you able to motivate yourself and others to achieve more and accomplish their goals?What about your relationships?Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.Professional success, personal happiness, leadership potential, and income depend on the ability to persuade, influence, and motivate others.