But have you ever asked yourself … What helps one salesperson develop immediate rapport with prospects, and not others? What is he or she doing that is leading to long-term client relationships? How can I learn to do same thing?

Research shows that prospects are more likely to buy when they unconsciously trust, and feel at ease with, salesperson. They are more willing to open up and provide information critical to closing sale. It appears that they are almost “helping” you make sale, as opposed to fighting you in process.

So how do you build this rapport?

AND YOU ARE …

The first key is to recognize that different behavioral styles do exist among prospects. You’ve probably seen from your own experience how one sales approach worked great with one person, yet you got a very different reaction from someone else.

Behavioral styles impact:

· How a prospect wants you to sell to them. · How a prospect wants you to present information. · How much information you present. · How a prospect makes buying decisions.

The same approach won’t work with everyone. As you learn to adapt your approach to make customer feel more at ease, relationship will improve and more sales will eventually result.

You can identify an individual’s behavioral style preference by using Personal Profile System® developed by Carlson Learning Company. It classifies behavior into four styles: “D”, “I”, “S”, and “C”.

HOW DO YOU LIKE MY STYLE????

“D” STYLE

Your ID, please? “Dominant,” or “D” behavioral-style individuals, are usually results-oriented. They thrive on challenge of solving problems and making quick buying decisions. These individuals are fast-paced and like to be in charge. They can become impatient with people or situations that hinder them from accomplishing their goals. This is one of reasons why they’re more task-oriented than people-oriented.

You can recognize these individuals as being fast-paced and direct when speaking – they’re more interested in telling you information than in asking your opinion. They tend to think in terms of bottom line. These individuals may6 have more formal, “can’t read” facial expressions than other styles.

Sign here, please. When selling to “D” style, don’t bog them down with excessive socializing or details – get to point quickly. Directly focus on how your product or service can help them achieve their goals. Emphasize results you can help them obtain, while always letting them feel they’re in charge. In other words, don’t waste their time. Make your sales presentation direct and meaningful toward helping them achieve their objectives.

“I” STYLE

Your ID, please? “Influence,” or “I” behavioral-style individuals are frequently thought of as “people persons.” They’re enthusiastic and upbeat – enjoying interaction with others in a humorous, lighthearted way. These individuals can appear to be eternal optimists, usually seeing glass as half-full rather than half-empty, and can be quite persuasive about things they’re passionate about.

You can identify them as being outgoing and direct, very talkative and interactive. These people tend to speak quickly, use animated expressions, and express their feelings freely. They can appear to be casual and friendly in their interactions with others and love to express themselves in a jovial, humorous way. Sometimes you’ll notice trinkets or fun gadgets in their office – it’s their way of adding levity to work environment.