.title
{Matching Your Type to Your Client's Type}
.subtitle
{Type  Tips for Trainers and Consultants}
.head1
{If Your Client Is . . .}
.head2
{If You Are . . .}
.extracap
{EXTRAVERT}
.introv
{INTROVERT}
.consult
{Consultant}
.Trainer
{Trainer}
.extrasm
{Extravert}
.a1a
{Let the client talk}
.a1b
{Be prepared to listen, even if it's difficult}
.b1a
{Be careful not to be competitive}
.b1b
{Know what you're going to say and say it}
.c1a
{Be prepared to share}
.c1b
{Don't be afraid to interject}
.d1a
{Be prepared to be more verbal than you normally are}
.d1b
{Assert yourself in volume and words}
.introsm
{Introvert}
.a2a
{Encourage them to share}
.a2b
{You needn't fill silences with talk}
.b2a
{Don't let silence intimidate you}
.b2b
{Give time for others to reflect and then speak}
.c2a
{Be prepared to take the lead in talking}
.c2b
{Remember that silence doesn't mean consent}
.d2a
{Remember that you're in charge }
.d2b
{Turn up the intensity}
.sensorcap
{SENSOR}
.intuitcap
{INTUITIVE}
.sensorsm
{Sensor}
.a3a
{Look for patterns and possibilities}
.a3b
{Don't lose sight of the bigger picture}
.b3a
{Provide context}
.b3b
{Link training to future implications}
.c3a
{Be specific and precise}
.c3b
{Don't be arrogant if the client doesn't understand}
.d3a
{Don't let form outshine content}
.d3b
{It's all right to repeat things to make a point}
.intuitsm
{Intuitive}
.a4a
{Press for specific information}
.a4b
{Keep the focus on the present}
.b4a
{Be prepared to go beyond the agenda}
.b4b
{Allow the client to find patterns and possibilities}
.c4a
{Keep your mission in sight}
.c4b
{Don't overlook the facts of the situation}
.d4a
{Be sure to cover the assigned material}
.d4b
{Solicit specific feedback}
.thinkercap
{THINKER}
.feelercap
{FEELER}
.thinksm
{Thinker}
.a5a
{Remember the personal/ personnel side of issues}
.a5b
{Don't suffer from analysis paralysis}
.b5a
{Build in time for participants to interact}
.b5b
{Ensure the clarity of your content}
.c5a
{Concentrate on being objective}
.c5b
{Keep in mind what's good for the client}
.d5a
{Keep things businesslike}
.d5b
{Minimize interpersonal exercises}
.feelersm
{Feeler}
.a6a
{Be supportive rather than analytical}
.a6b
{Keep the focus on the impersonal side of the issue}
.b6a
{Be sure to build in interpersonal time}
.b6b
{Make the content experiential}
.c6a
{Remember there's more at stake than people}
.c6b
{Don't avoid confronting conflict}
.d6a
{Success requires more than a good time}
.d6b
{Allow for hearty disagreement}
.judgercap
{JUDGER}
.perccap
{PERCEIVER}
.judgersm
{Judger}
.a7a
{Keep client needs ahead of your own agenda}
.a7b
{Avoid being competitive}
.b7a
{Allow room for spontaneity}
.b7b
{You control events, the clock doesn't}
.c7a
{Don't let the client rush to judgment}
.c7b
{Encourage "outside the box" thinking}
.d7a
{Make your structure obvious}
.d7b
{Stick to your agenda}
.percsmall
{Perceiver}
.a8a
{Be directive but not controlling}
.a8b
{Push gently for closure}
.b8a
{Let spontaneity happen but not control things}
.b8b
{Be time-conscious but not time-bound}
.c8a
{Take charge of the agenda}
.c8b
{Make sure there's an outcome  }
.d8a
{Be sure to cover what's important}
.d8b
{Keep track of the time}
