How to Influence Your Clients by Understanding the Basic Behavior Patterns

Many people are familiar with Myers Briggs (MBTI) personality types and the Keirsey Temperament Sorter (KTS). They are tools for profiling psychology and personality. Based on these tools, In NLP we made it simpler and easier to analyze people’s behaviour patterns. 

You can easily find out your own pattern even without doing a written test.  By observing, you can often quickly and accurately find out others patterns.

In this article I will teach you how to use these skills in communicating with your clients.

First let’s understand the 4 basic behaviour pattern categories:

  • Energy Rejuvenation
  • Sensing or Intuition
  • Emotional State
  • Temporal Operator

1. Energy Rejuvenation refers to how a person energizes and how they use their energy.

Extroverting:

Directing energy mainly outwards, towards people or events. They get energy replenishment from interacting with others. They feel energized and stimulated in socializing with others. They take actions with relation to people.  Staying alone can make them tired.

Introverting:

Directing energy mainly inwards, towards our inner experience and ideas. They reflect before taking actions. They are motivated internally, prefer one-to-one communication vs groups. they feel energised when they can be alone. They feel tired when they have to socialise for a lot of time.

Tips when communicating with Clients:

It is quite common, especially in Asia, for people to be socialising with business partners/clients outside the office and office hours. When you are dealing with an Introverting client, it might be a good idea to bring them for a one-to-one meeting/coffee/drink/dinner..etc, instead of inviting them to a group event/party/big get-together involving lots of people. For an Extroverting client, however, you’d do the opposite.

When you are not sure whether your client is Introvert or Extrovert, what do you do?  – Simply ask! 

2. Sensing or Intuition looks at how we gather information.

Sensing:

Gathering information through our five senses. Noticing faces and details. Mentally live in the present and are reality based. They prefer situation to be grounded, clear-cut, whth facts that can be readily verified. They can become impatient and critical when dealing with ambiguity.

Intuiting:

Focus on pattern and meaning which can be inferred from information. They speculate about future possibilities and implications. They mentally live in the future and like using imagination and creating new possibilities. They typically read between the lines. They can be bored and unmotivated when dealing with facts and details.

Tips when communicating with Clients

When dealing with “Sensing” clients, you want to give them facts and details. Be straight forward in your words. You need to support your statements with data and facts.  While when dealing with “Intuiting” people, you want to paint a future picture, invite them to imagine, imagine the wonderful future possibilities if they choose your product, for example. You want to convince them about the idea of a better future. Avoid too much data and facts, which would bore them.

3. Emotional State identifies how a person most naturally makes judgement and comes to a conclusion.

Thinking:

They use objective criteria and causes-and-effect analysis to reach a conclusion that is logically true. They work from a dissociated frame of reference. They search for facts and logic, focus on tasks and work to be completed. They are easily able to provide an objective and critical analysis. They accept conflict asa normal part of relationship with people. They typically take a dispassionate approach to decision making, using consistent principles. They tend to be organised in their thinking and behaviors.

Feeling:

They weigh their own and other’s values and concerns to reach a conclusion and promotes agreement and harmony. They work from an associated frame of reference. They are sensitive to people. People’s needs and reactions are a prime consideration. They seek consensus and popular opinions. They are unsettled by conflict, and they typically involve themselves in the decision making situation. They may look disorganised.

Tips when communicating with Clients:

When trying to convince or influence “Thinking” people, use facts, logic and analysis. While with “Feeling” people, obviously, use “feeling”, refer to the consequence and impact of their decision on people’s feeling, reaction, harmony, consensus… etc.

4. Temporal Operator observes a person’s attitude towards the outer world.

Judging:

They want things in the outer world to be settled and decided. They typically like short and long term plans. They get things done efficiently, according to schedule. They’d rathr make a decision that has to be changed later, then indefinitely put off decision making to gather more information. They respect time and stick to schedule.

Perceiving:

They want to gather as much information as possible before they reach a decision. They like the freedom to respond spontaneously and flexibly to tasks and feel most effective without set plans. They enjoy working on a number of tasks at a time. They are naturally tolerant to time pressure and work best when close to the deadlines. They tend to avoid commitments which interfere with flexibility, freedom and variety. They’d rather consider all the relevant information available before making a decision. They often lose track of time.

Tips when communicating with Clients:

For “Judging” people, it is important to give them a plan, a schedule, a deadline, while for “Perceiving” people, it is important to give them the freedom and flexibility. You can give them a deadline, but don’t expect anything happening until the very last minute.

Now we covered all 4 basic behaviour pattern categories. With practice, you will find it easier and easier. You can start with your friends and family members, before practicing with your clients. For clients, it is always good to try to confirm their patterns through casual conversations. Simply pick a few traits from the list and ask them if that’s true.