Pay careful attention to people's individual differences. People have different ways of approaching their work, making decisions, and communicating. Therefore, they are also influenced in different ways. For example, some people think very logically, so they are best influenced by showing them that you have taken a rational approach to your proposal and that you have clear evidence to support your viewpoints. Others are more spontaneous and will be influenced less by details and more by the big picture and excitement of your proposals. You can learn about these common differences and communication strategies through TRACOM's SOCIAL STYLE materials (see www.socialstyle.com).