Now what I am going to do is build the model.  I have three objectives in this section of the program; three objectives. Number one:  How do you size up somebody through the simple process of elimination?  Two decisions, ladies and gentlemen, is the person more open or guarded; process of elimination? Is the person more direct or indirect; process of elimination?  Understanding the four basic patterns of behavior: what are they, how do they act, what’s their likes, dislikes, fears, goals, the ways they make decisions, etc and then the third and most critical, once you can size somebody up understand their style, what do you do about it?  And this is where you have a sort of a golden key.  Let me summarize.  One word per style, this you can take to the bank.  If you just remember this word.  It will double your adaptability.  No matter what you’re doing.  Whether it’s sales, service, one on one communicating, it doesn’t matter if you’re doing any of these activities with a relater I am asking you to treat them friendly, with warmth, with feeling, with sincerity. With thinkers whatever you do make sure you do it precisely and accurately.  Here’s a rule of thumb.  Whenever you are dealing with thinkers, which tend to be one of the toughest, if not the toughest, style to sale, here’s how you improve your results dramatically.  Whatever you do, if you’re doing it with a thinker, make sure it is well planned, well organized and well documented.  You do that, you’ve got them.  But directors whatever you do, do it and get out and if you are going to give them anything in writing, how many pages?  One that is it.  Fit it on a single page.  Socializers whatever you do, make it an event, a little more playful, more verbal give and take.