Identify your own Tribal Type first. Acknowledge how you prefer to work and communicate. This awareness will allow you to adjust as necessary from your normal actions when dealing with other types.

Use the neutral zone. Top sellers seem like chameleons because they easily adapt and work with different people in different ways. The neutral zone provides you a safe place to quickly identify clues of how to work and communicate during each conversation. From there, adjust to the pace, language, and focus on value that is relevant to the Tribal Type.

Remain flexible with your approach in each conversation. Don’t judge or box in your contacts. The environment and the person’s experiences in the previous twenty ...

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