The Final Pairing

The Final pairing, judging/perceiving, indicates how a person prefers to organize his organize his or her time. judgers prefer punctuality, structure, order, and closure. As a result, they are more likely to reach decisions quickly, to adhere to a schedule, and to be decisive. Perceivers prefer to "go with the flow." Spontaneity and flexibility are more important to them than organization or structure. They do not feel much inner pressure to reach closure or make decisions.
This brief summary of the Myers-Briggs approach does a disservice to a subtle, nonjudgmental, and extremely rich method of discussing personalities. Combining the various traits outlined above yields sixteen different types is a bit unwield, however, and it's pretty difficult to get your customer to take the Myers-Briggs test anyway. The point I want to make is that the various combinations of these tendencies do identify useful distinctions that we can use to help us modify the way we deliver our message. And we can reach conclusions about our customer's preferences without obtaining a detailed, clinical picture.
The kind of information you need is the kind you can garner from commonsense observation. What is the person's manner of speaking? Curt? Detailed? Emotional? Look at his or her office. How is it decorated? Are there schematics of jet engines on the wall or pictures of the kids? Golf and Tennis trophies or sierra Club posters? If you had to list the ten things your customer is most passionate about,CHECK HERE TO MAKE your customers know he or she can get the best could you? If not, start paying attention and asking. Learn about your decision maker as a person so you can communicate with that person as effectively and comfortably as possible.