How to Get Your Message Across to Any Personality Type

Here is how you get your message across to any personality type by answering 4 simple questions.

It is based on David Kolb's work, and it is called Experiential, Experience-based learning. You can read about it online.

This is all based on how we learn:

• You have a concrete experience.


• You observe and reflect on that experience.


• You form abstract concepts based on your thinking about the experience (create pictures in your mind)


• You test those new concepts you formed.

Let me give you an example.

Imagine you had a near death experience. For example you were driving around a sharp curve, and you almost crashed.

You would probably reflect on your concrete experience, and form images in your mind based on that. You would probably say to yourself, "Wow, that was close! Also you would probably form images of yourself crashed or very badly hurt. And then you might say to yourself, "Maybe, I ought to slow down on that curve.." That's how we observe and reflect on our experiences.

The next time you drove down that road, you would slow down when you came to that curve. This way we test the new concept we formed.

This is how children and adults learn, and that is why it is very important to be allowed to make mistakes. We cannot learn if we do not make mistakes and learn from them.

There are four different personality types, and each of them learn differently. So in order to get and keep their attention, you need to speak to their style and their values. Here are the four personality types, and this is in order of their attention span, so you have to speak to the ones that have the least attention span followed by those who are more likely to pay attention.

• Sales--These are the least attentive. They are persuaders and motivators, and about 25% of your audience is made up of them.


• Scholastics-- Scholastics focus on objectives and outcomes. About 18% of your audience is made up of scholastics.


• Technicals-- These are the geeks. They focus of operations and processes. About 25% of your audience is made up of Technicals.


• Advocates / Marketers-- Those are creative, and they focus of opportunities. About 20% of your audience is made up of advocates / marketers.

Each of the groups discussed above have filters for learning, and those are the questions they ask for learning. So your answers to those questions get them to test their concepts, and take action.

Here are the four questions:

• The Sales people ask, "Why?"


• The Scholastics ask, "What for?"


• The Technicals ask, "How?"


• The Advocates / Marketers ask, "Now, what if?"

Now, let's say your message is, "Buy my product..."

The Sales category will ask, "Why should I buy your product?"

You should answer this question with benefits. For example, you say, "This product will bring you happiness, make you more attractive, save time, make life easier, save or earn money, etc."

The Scholastic category will ask, "What purpose should I buy this product for?"

You should answer this question with practical results. For example you say, "This product will accomplish these things for you, or do them better, faster, cheaper, etc."

The Technical category will ask, "How does this product work?"

You need to answer this question with processes or systems. For example you show them a demonstration, and say, "Here is how this product works and produces results."

The Advocate / Marketer category will ask, "What if I use this product to....?"

You should answer this question by suggesting how you could use the product in ways other than the obvious. For example you say, "Here is how you can make this camera to shoot videos, and make money."

Now, you need to cover these points in this order in your message to have the maximum effectiveness:

• Why you should buy this product, how it will benefit you personally.


• What this product will do, what it will practically accomplish.


• How this product does what it does.


• What or all of the creative things you can do with this product.

That's it. This how you can get your message across to any personality type by answering the four simple questions. Doing this will enable you to build rapport with your prospects, so the next thing they do is what you want them to do. Thanks for your attention.