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Are there really different personalities out there?

01 Oct 2012 | Posted Under Sales

Much research over the years has proven that there are different personalities and how you interact with them, as you communicate, can impact the outcome or result of that conversation. Yes you need to be aware of those styles, and you need to adapt yourself accordingly. The initial impact is very much how they will ‘FEEL’ about communicating with you and ultimately doing business with you.
However, all of the understanding in the world about the styles will not be effective if you do not have the basic communication tools and sales skills – either by phone or even face-to-face. This basic understanding does help – are they controlling, are they timid, are they assertive…. Do they listen-with a rather talk! It all goes into the mix.

However….. I would encourage anyone who studies this and understands the concept to incorporate a strong foundation of skilled building which must include solid listening skills, the ability to ask questions – questions that show that you care and are interested in THEM, and then develop a nurturing process and communication style balance your relationship is built and that the buyer will turn to you when they’re ready.
Today, sales are about THEM. So having a basic understanding about THEM does give you an advantage-but please do not think it all stops there. In fact it just begins.
This understanding will serve you in good stead when you start a developing and nurturing program; you will understand how best to keep in touch with them. What to say, when to say it – how to say it! Whether that nurturing touch is by phone, electronic or even snail mail that needs to be an impact and a result.
Please do your due diligence and understand as much as you can, but build those skills into that process for the best results and those skills will vary, as well!

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