Many of the concepts discussed in Section I of this book are based upon the proven concepts described in Dr. Alessandra’s and Dr. O’Connor’s books, “PeopleSmart” and “The Platinum Rule.” We will now introduce you to the four behavioral styles that are used throughout this book: the Director, Socializer, Thinker and Relater. As you read the description of each style, try to visualize previous or current customers who possess each style. Also ask yourself whether you would have been a more successful salesperson (or a co-worker, parent, spouse, or neighbor ) had you adapted your behavior to match the style of past customers… regardless of whether they bought from you or not.