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1. Why are personality traits important?
It is an indicator of how much someone is willing to spend.
It allows you build a strong relationship.
People buy from those who are similar or alike in personality.
2. Captains are…
Inspiring, social, influential, extroverts.
Slow paced, pay attention to detail, introverts.
Decisive, bottom-line oriented, determined, assertive, extroverts.
3. How do you talk to a Captain?
Talk about the details only.
Let them do all the talking.
Match their personality and energy. Get to the point.
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