One of the hardest parts about working in sales is having to build rapport with people in an instant. Many times there are but a few minutes allowed to make the type of impression which will develop into a productive client relationship.
I studied personality traits for many years before I realized each of the four types responded to specific types of communications. Sometimes it was necessary to talk very rapidly while with others I needed to speak very precise and much more slowly. Each personality reacted differently. I discovered I could help people become at ease much more rapidly.
I enjoyed developing the skills of understanding what and how people needed to hear information. I wanted to engage with people in such a manner even when they were not prospects just so I could see how well I could encourage strangers to become comfortable in talking with me.