For example, if your prospect is a Driver (refer to the Sales Skills in Chapter 11) personality type and your product or service can save time or increase their profits, that is what you would focus on. You wouldn’t focus on how easy it is to use, that would only appeal to the Amiable prospect. You wouldn’t tell an Expressive Personality information that is logical, they need to hear how doing business with you will make their life better or more fun. The Analytical personality immediately feels more comfortable when they  understand the logic in making the decision. The fact is, that everyone has to sell nearly every day. If you want to go out to dinner and your spouse wants to go to a movie, one of you has to sell the idea to the other. It’s the purist form of sales, merely presenting a better reason to do one thing over another. Other areas to consider are your personal habits. Do you like to sleep in, stay up late, be around a lot of people, or do you prefer to work by yourself?

If you don’t know yet what type of business you’d like to do, look at the back of the book in the References section to see if something jumps out at you. If not, there is another way you might be able to determine the perfect business that you might find fun and interesting.  There are several skill evaluation profiles that you can generally find through the Small Business Administration office. They help you determine what your learned skills are and what skills you were born with. Sometimes you can figure it out on your own If you were to get up on a Saturday or any day when you have no schedule, nowhere to go and no interruptions and you could do anything you want., what would you do?  How can you discover your passion? One method is to have someone ask you rapidly to respond to a list of words like: work, fun, income, favorite, easy, challenging, etc. You might discover the answer in the words you respond with.