Selling More With Style

Have you ever wondered why some people are easy to sell and others difficult – or impossible? Have you noticed how easy it is to gain rapport with some people while others always seem cold, elusive or just not your type?

I watched two young ladies who never met before begin talking last week and within minutes you would have sworn by their body language, tone, and gestures that they were life-long friends. How does that happen?

People are different. They have different levels of openness, different fears, strengths, likes, dislikes – you name it. But, one thing tends to remain constant when it comes to communicating with each other.

We tend to identify with, like and trust people who are like ourselves.

Well, that’s great when it comes to people who are like us. But, what happens when we come up against a personality that is totally different from ours? How do we communicate with them? How do we establish rapport and trust? How do we make a sale?

First, I think we need to learn how to see the world through their eyes. You need to spend some time studying personality styles and how to communicate with them. For example, let’s say that you are a bubbly type personality who loves people. Life is one big party for you and you can’t wait to make your next friend. You talk about social things you do and you are very animated and emotional.

But, tomorrow you are selling to someone (let’s say an accountant) who has a closed, unemotional personality. The thing they fear most is making a mistake. They want logical facts and statistics and there you are talking in superlatives and wanting them to be a friend. Odds are they will be immediately turned off by you.

You sell this personality style by not wasting time with small talk. You also don’t rush. You give them plenty of facts and statistics. Be sure you answer all their questions and don’t say things like, “Everyone loves our new line of nuts and bolts” because they know that it is impossible for “everyone” to love anything.

Automatically, this language makes them suspicious of you and your products. This person is also going to need time to make a decision. They have to digest and compare all the facts before going to the next step.

Thankfully, there is also a style that will buy quickly and then become your best customer if you know how to see the world through their eyes. In case you are wondering, I believe there are four dominant styles with a multitude of blends. But, you can learn to identify them quickly which will allow you to communicate with them the way they want to be communicated with.

I’ll write more about the other styles soon if you’re interested in learning more. Drop me a note in the comment section if you find this as interesting as I do.

Understanding peoples’ styles can cut your sales time and increase sales income tremendously.

2 thoughts on “Selling More With Style”

  1. I’ve read that we should mirror the customer’s body language but what if they are folding their arms!
    I’d like some info on how to make a client feel more relaxed. My interiors boutique is located within my house and while most people are fine with it, I do find that occasionally, people are a little taken aback and then they just don’t seem comfortable. What’s the best way to communicate ‘relax’ to them through my body language etc?
    Thanks, Bob, your suggestions are great. Lorna

  2. Let’s assume the person with their arms crossed is a closed type of self-contained person. They feel more comfortable keeping a distance and they move slowly into relationships of any kind. The best way to deal with this style is to relax and demonstrate open body language but keep your distance. Don’t tell a lot of personal stories or share your feelings. They don’t care at this point.
    They want you to be to the point, give them facts, and don’t waste their time.
    It makes more sense to mirror their pace and tone of speech than body language. If their pace of speech is fast and decisive, you might want to start the conversation by asking them about their goals in their design process. Tell them how you will handle all the details for them.
    If their speech is slow and they exhibit the closed behavior, use logic like I mention above. Remember, this type wants to be correct so they measure your value by your accuracy and thoroughness.

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People do business with people that they know, like, and trust. Since we can’t pick or choose the “type” of person we are most likely to trust and like right away, we need to learn how to effectively with everyone’s personality style.” Learn how in this report and start increasing your sales right away!

Selling To The Four Personality Types

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