Approaching different personalities in sales and marketing is crucial for success in the business world. In this podcast episode, Mari-Liis Vaher from Powerful Marketers interviews Terry Bean, an experienced leadership speaker and coach, on the importance of understanding and adapting to different behavioral types. Terry introduces the concept of the four primary drivers of behavior and shares how to recognize and leverage these drivers to effectively engage with different personality types and tailor marketing strategies to meet their needs and preferences. 💭 Quotes: "We're going to take a deep dive into all of that and kind of give you a cheat code for communicating the right way with the people you're communicating with." (00:02:27) “If you're in a negotiation with someone that is a high fire element, it's probably going to be a win-lose scenario where they're going to seek to win and they don't care that you lose. So, not a very empathetic group of people, but definitely the type of people that in crisis management, you want someone who is high fire in charge. They are decisive, they are quick, they will get people moving.” (00:10:14) “If we're trying to communicate with water folks, if we're trying to sway them, we want to talk about how we're bringing people together. We want to talk about community. We want to talk about how it's going to help the betterment of society. Right? Because that's their drive.”  (00:16:17) “If you're trying to engage an air person, you want to give them enough detail so they're not bored, but not so much that they're just like, I'm out, doesn't matter. But you want to show them how they're going to acquire learning, how they're going to acquire growth, right?”  (00:22:32) "Earth people need facts. They need case studies. They need lots of detail and lots of social proof." (00:27:27) ⌛ Timestamps: [00:10:19] Fire element characteristics [00:16:26] Water element characteristics [00:19:10] Air element characteristics [00:26:59] Earth element characteristics [00:36:25] Elements in organizational culture 🔗 Links: Connect with Terry Bean: Website: https://trybean.com/  LinkedIn: https://www.linkedin.com/in/terrybean/  Other links mentioned on the episode: Free assessment: https://trybean.com/behavioralelements   Special offer: Assess, Analyze, and Apply: https://trybean.com/besessions 💡 Join the Powerful Marketers Hub to connect with marketers and entrepreneurs around the world: https://powerful-marketers.com/hub/ ⭐ Please give us feedback on this episode: https://powerful-marketers.com/podcast/