Getting Out of Your Comfort Zone
You arrive for a sales appointment the prospect says, “Take a seat.” You thank her and immediately ask how her weekend was. Her response; what can I do for you today? You want small talk and she wants to get right down to business. Typically, not the way you like to start a sales call. So, what do you do or say next?
You need to understand that it’s not about your style and approach that matters, but about the client’s preference. Not everyone’s alike. I’d like to share three situations that can cause a disconnect with prospects and clients if we aren’t flexible and adapt to their style.
1. Open versus reserved, better known as extroverted versus introverted. Open is more initiating, engaging and a fast-paced style. They are typically louder and prefer to do the talking. The open or extrovert style gets their energy being around people. When they meet someone who isn’t as outgoing, they may perceive the other person as not interested. That’s not the case. It’s just a different style. Reserved or introverted styles are lower key and more introspective than initiating. They prefer to observe more than act. This person has a slower pace and tends to ask more questions. They get their energy when they are alone. You can see how these types can cause a disconnect.
2. Direct versus the indirect style of communication. A direct style gets right to the point where the indirect will take a longer approach in getting to the bottom line. Here’s an example: An indirect style would ask someone if by any chance, if you are free, would you be available around 4:45 or 5pm to have a meeting. The direct style would say, meet me in my office at 5. Direct styles are explicit while indirect are implicit. Direct styles like to tell others what to do. They prefer to order and act. Indirect styles observe and wait before suggesting their view. Direct styles are less patient than indirect. Directs are more aggressive. As you can see this can be a huge area for disconnection.
3. Task-focused versus relationship-focused. Task-focused people are into details and focus on the business at hand as their top priority. Those with a relationship-oriented focus are most interested in the people. They are more subjective while task focused are more objective. Task focused styles are more interested in the facts and the tangibles - the evidence. Relationship oriented people are more interested in the intangibles and feelings versus facts. Task oriented folks are more serious minded and relationship oriented are more jovial. Task is left brain dominant while relationship is right brain dominant.
When you make your next sales call, the best thing you can do is ask yourself, who am I meeting with and what is their preferred approach to connect.
Daniel Pink mentions in his book, To Sell is Human, that extroverts sell just a little more than introverts, but ambiverts sell around 40% more than extroverts. Ambiverts are those that adjust their style to those they are meeting with. This is the goal – it’s your responsibility as the seller to flex your style to meet the style of your prospect.
Remember, it’s always about making the connection. Selling is relational. Pay attention to see what style you’re meeting with, then adjust accordingly.
Good selling!
Stu Schlackman is the Relationship Selling Expert. After more than 30 years in corporate sales, Stu formed his sales training firm to focus on helping his clients achieve superior sales results. Leveraging his competitive nature, he focuses on training and coaching sales and service teams to reach peak performance.
Before starting his own company, Schlackman was instrumental in increasing revenue and growing the client base of large corporations such as Capgemini, EDS, and the former Digital Equipment Corporation. His focus on relationship building led his sales teams to exceed sales projections by more than 30% percent annually.
Today, Schlackman uses his “Four People You Should Know” Personality Perspectives Process to help companies build high performance teams and increase sales by connecting with the four different personality styles.
He received the Certified Speaking Professional (CSP) award from the National Speakers Association, their highest performance based designation.
Stu Schlackman
National Speakers Association, CSP
www.StuSchlackman.com
Stu@StuSchlackman.com
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