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1. Why are personality traits important?
It allows you build a strong relationship.
People buy from those who are similar or alike in personality.
It is an indicator of how much someone is willing to spend.
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?
Match their personality and energy. Get to the point.
Talk about the details only.
Let them do all the talking.
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