Note: Any content shared is only viewable to MDRT members.
Understanding personality styles will add a new dimension to your approach to prospects and client, Schlackman says. After all, it's more important to understand not what your customers buy, but why they buy in the first place. His session focuses on emotional intelligence and introduces the characteristics of the four personality styles. When you understand the differences and similarities, you'll know how to identify them and then building an effective sales strategy around each one.