How Will I Know When I See One?

There are two primary indicators of one's style, verbal and visual. As Tony Alessandra suggests, there are "observable characteristics" for each style—visual indicators such as environment, dress, vehicle, office, and how each verbalizes thoughts and ideas. As well, be cognizant of nonverbal gestures. By observing how customers dress and express themselves, and by listening to how and what they say, you will quickly begin to identify their styles.

I suggest you begin by asking yourself, "Is he or she an introvert or an extrovert?" These traits can be rather obvious in their approach, dress, and work environment. Look around their corporate living room (office) and observe what is and isn't there, including pictures, awards, certificates, type of furniture, toys, bric-a-brac, and so on. Then narrow it down to a particular quadrant, keeping in mind that each individual exhibits characteristics and behaviors from each quadrant. People are not restricted to the conduct associated with just one style.