“Security is mostly a superstition. It does not exist in nature, nor do the children of men as a whole experience it. Avoiding danger is no safer in the long run than outright exposure. Life is either a daring adventure, or nothing.” Helen Keller

Have you noticed that some people crave – no demand – stability? They desperately want things to stay the same and have difficulty when things change. While their need for security is monumental, other individuals seek the opposite. They are stimulation junkies and have no patience or tolerance for routine. They live for excitement and thrills.

Such extreme variation in values results in very different buying styles. The savvy business owner and sales professional must adjust their approach to fit that of the buyer. Learning to read personality types will give you the edge when it comes to building relationships and making sales.