Research supports that people tend to buy from people they like. And, it goes further to prove that people tend to like people who are just like them.
So what does this mean for salespeople?
- You must first know yourself – your behavioral style, your selling style, and how people perceive you.
- You must also be aware of others behavioral and buying styles, and how they want to be treated, both at a conscious and unconscious level
- To increase your sales income, you must adapt and blend your style with that of your customers.
Key characteristics to know about yourself and others:
Introverted vs. extroverted tendencies
People oriented vs. task oriented
Primary way of processing information: visually, auditorally or kinesthetically
A great way to know yourself is through the use of assessments. You gain insights not only into your own style, but how it blends and is perceived by other styles. This awareness is the beginning step in developing greater rapport building skills and getting more people to like you, which studies show, results in more sales and a greater income.
Salespeople…what are you waiting for? Assessments and coaching are available through the Dahlen Training Group. Contact Carla@dahlenwoods.com for more information.
Carla Dahlen
Carla Dahlen, ACC, CEC
Sales Training and Coaching
250-550-2110
Read my Blog: http://carladahlen.posterous.com/
Follow me on Twitter: http://twitter.com/CarlaDahlen
Join me on Linkedin: http://linkedin.com/pub/carla-dahlen/10/984/88b
No comments:
Post a Comment