Q:  I read your series on converting leads based on personality style, but I’m not sure this really makes sense. When I’m sitting in front of someone I don’t have much time to figure out what kind of personality they are. Can you just give me one quick tip on how to do this?

A:  Yes – in fact, I’ll give you two! First, pay attention to their pace. If someone is speaking quickly they are a Promoter or a Controller and not a Supporter or Analytical. So now you’ve eliminated 50% of the options. Next determine whether someone is more reserved, and seems to want to cut to the chase … or if they are more friendly and chatty. The friendly people are likely the Promoters; the “bottom-liners” are Controllers.