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Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts by Tom Sant

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Adjusting for Personality Type

The first factor about your decision maker is his or her personality type, by which I mean the individual’s preferences regarding information gathering, information analysis, and communication styles. In fact, there are two questions to ask: What kind of personality type does my decision maker have? And what kind do I have? I guarantee that if you don’t consciously think about the customer’s personality, you will inevitably create a proposal that is exactly the kind you would like to receive.

Among the various tools available for analyzing and categorizing personalities, one of the most useful is the Myers-Briggs [Personality] Type Indicator. It is used by career counselors, family and marital therapists, educators, ...

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