When you are working with people, be they clients, prospects or co-workers, it is always useful to know what their personality is. You wouldn’t want to address a sale to someone who craves adventure and excitement in the same way you would talk to someone who’s core values are stability and security.

So, how do you get to the center of a person without being to nosy or obvious? Try this on for size - ask them their favorite of the four main characters from Winnie-the-Pooh! First of all it will give you both a good laugh. Most importantly though it will give you some good ideas about your person’s personality. So here goes…

Winnie-the-Pooh: A steadfast friend or companion. A “Pooh” will always try to help out and make things better. Will try to fix things.

Tigger: So emotional as to almost be bi-polar! Has great highs and great lows - thought generally more up than down. Likes social situations, parties, and exciting activity.

Eeyore: Very down-to-earth. On the pessimistic side of being a realist. Will make due with the status quo rather than rock-the boat.

Rabbit: The intellectual. Very pragmatic and dogmatic. Wants to see proof and the reasons why. Rabbits make great accountants.

So, there you have the four basic type. Similar to all the other four-archetypes that you will find in studies such as the Meyers-Briggs analysis and others. But this research is a little easier to do, a lot more fun, and a great ice breaker for conversation. After you know the information though, the really key concept is to use it in how you communicate with the person.