As you communicate with clients, it is important to remember that they may have different preferences than you in the way they take in and evaluate information and the way they are oriented to the world around them. Don’t assume that people want to hear what you have to say in the way you want to say it. Effective communication means presenting different kinds and amounts of information in different ways.

For example, calm, reasonable communications attract some types (people who prefer Introversion) while others are drawn toward enthusiasm (people who prefer Extraversion). People who prefer to take in practical information (Sensing types) like to hear facts and step-by-step procedures relevant to their current situation. Alternatively, those who prefer Intuition (Intuitive types) need to hear an overview of the information before the facts will become relevant to them. Some people are drawn to personal stories (Feeling types) while others want to be convinced by logic (Thinking types). Some want conclusions and a focus on “how to,” (Judging types) while others are drawn to explore options and consider possibilities (Perceiving types).


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