Effective Ways to Communicate with Different Types of People
Renowned psychologist James Borg, in his book “The Power of Persuasion: How to Influence People,” identifies five main types of conversationalists. To communicate successfully, you need to use different approaches for each type. Here’s how to adapt your communication style for the best results.
1. “What Do You Have? Let’s Get to the Point!”
This type is always on the lookout for new opportunities and is willing to give anyone a chance if they can spark his interest. Don’t expect a royal welcome—time is money for this person. He’ll keep an eye on the clock, speak quickly, and study you closely. Maintaining control is crucial for him, so never try to take over the conversation.
Communication Tactics: When invited to a meeting, he’s already hoping for a positive outcome. Get straight to the point. Speak directly, briefly, and to the subject. Long-winded speeches will instantly disappoint him. If you present yourself well, you could gain a valuable connection. Don’t miss your chance!
2. “What’s in It for Me?”
This type prefers to receive all proposals in writing and usually communicates through secretaries. If he agrees to a meeting, it’s almost as a favor. Conversations with him can feel like an interrogation—he’ll challenge every statement: “You’re mistaken. That’s not how it is. I know better.” Don’t let this throw you off; it’s just a tactic to get a better deal. In reality, he may not know as much as he pretends, but don’t try to expose him.
Communication Tactics: He feels superior sitting across the table. Change the dynamic by asking him to sit next to you on the couch. Give a reason—maybe your back hurts, you need an outlet, or your laptop cord is too short. Be assertive, a bit aggressive, and don’t take his attacks personally.
3. “The Thorough and Meticulous Type”
This person thinks and speaks slowly, drawing out words. If he’s ready to talk, he’s already gathered as much information as possible about the topic, you, and your company. You must know your subject inside and out. If he says the meeting will last 30 minutes, he’ll stop listening exactly at the half-hour mark. He’ll ask you to send a summary of the discussion afterward. Keep in mind: he may forget what was said, but he’ll remember the contents of your email for a long time. Before making a final decision, he’ll take a time-out to think things over and get a third party’s approval, which may require several more meetings, possibly with specialists from both sides. Be patient.
Communication Tactics: Mirror his style: speak at a moderate pace and stick to the point. Answer questions clearly. Never interrupt or be late. After the meeting, pay special attention to your follow-up email!
4. “Let’s Discuss Everything in Person”
On the phone, this type listens carefully and suggests meeting in person. When you arrive, his good mood only improves—he quickly drops formalities, asks you to call him by his first name, shows genuine interest, gestures actively, and creates a relaxed atmosphere, often suggesting you discuss business informally. If he’s interested in your proposal, he won’t play games—he’ll tell you right away.
Communication Tactics: It’s pleasant and mutually beneficial to work with this person. Be just as honest and open, but don’t take advantage of his sincerity and hospitality.
5. “Let’s Be on a First-Name Basis”
This type behaves similarly to the previous one, but with a key difference. While the fourth type is genuinely open, this person uses friendliness to try to take advantage of you. He’ll never leave his desk, will carefully examine your business card to assess your status, and will likely ask a few broad questions to encourage you to open up. If he decides you’re important, you’ll get cookies with your tea; if not, the conversation will be brief.
Communication Tactics: Stay alert throughout the conversation. Don’t be quick to share office gossip or details about meetings with his competitors just because he’s friendly or agrees with your proposal. Maintain self-control—he’s watching you closely. Be ready to stand your ground; this earns respect from people of this type.