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Add You - What's Your Client's Style?
If you sit at a computer for most of the day, it's tempting to constantly check your email to see what's new. But that's a time management disaster if you're trying to make progress in your business. Resist the temptation. Here are some tips to help you get that time eating monster under control.- Turn off email notification (like the beep or pop up screen). It's just like a ringing phone that demands to be answered. Even in the instant world that exists today, email can wait.- Establish a schedule for checking and responding to emails (this works for phone calls and voice mail too). Put it in your daily calendar and treat the time like an important meeting. Make sure you allocate a start and stop time - reading and responding to email can become an all day affair.- Train your clients and customers on your response method and timing. Predictability will take your business relationships a long way and you'll be a lot better off.- Set up files, folders and email rules in your email software to help you manage the type of messages you receive. C
Sign here, please. When selling to the “I” style, match your pace and presentation to their energetic approach. Be friendly and sociable – let them know you like them personally. Where appropriate, take them to lunch. You need to provide testimonials and personal stories on how other people have responded to your company’s product or service. Show enthusiasm for the benefits your product or service can provide. Also, make sure you support the individuals by providing whatever detailed follow-up work is necessary; don’t ask them to do it. Make it easy for them to buy from you.
“S” STYLE
Your ID, please? The “
It is a well known fact that as the population increases then the number of people wanting to go into business increases –obvious but true.This is despite the fact that a large amount of businesses fail within the first two years.Ideally one would like to purchase a business for less than it takes to create one – this is not always easy and can take as much effort as the former.So just how does one take the choice of whether or not to uptake the business opportunity?The decision can be helped by the work taken to look at the factors affecting the eventual outcome.What is commonly misunderstood is that businesses have their life-cycles –if you are lucky enough to buy a business when its life-cycle is still enhanced by its customer loyalty then it is fortunate but if one is basing their future on this then it can be touch-and-go.So what should one look at when purchasing a business franchise?Establishing a customer baseInternal systems and proceduresMarket awareness and credibilityPremises and cash-flow
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 the same thing?
Research shows that prospects are more likely to buy when they unconsciously trust, and feel at ease with, the salesperson. They are more willing to open up and provide information critical to closing the sale. It appears that they are almost “helping” you make the sale, as opposed to fighting you in the 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:
- 1. How a prospect wants you to sell to them.
- 2. How a prospect wants you to present information.
- 3. How much information you present.
- 4. How a prospect makes buying decisions.
The same approach won’t work with everyone. As you learn to adapt your approach to make the customer feel more at ease, the relationship will improve and more sales will eventually result.
You can identify an individual’s behavioral style preference by using the 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? 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 the bottom line. These individuals may have more formal, “can’t read” facial expressions than other styles.
Sign here, please. When selling to the “D” style, don’t bog them down with excessive socializing or details – get to the point quickly. Directly focus on how your product or service can help them achieve their goals. Emphasize the 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 the interaction with others in a humorous, lighthearted way. These individuals can appear to be the eternal optimists, usually seeing the 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 the work environment.
Sign here, please. When selling to the “I” style, match your pace and presentation to their energetic approach. Be friendly and sociable – let them know you like them personally. Where appropriate, take them to lunch. You need to provide testimonials and personal stories on how other people have responded to your company’s product or service. Show enthusiasm for the benefits your product or service can provide. Also, make sure you support the individuals by providing whatever detailed follow-up work is necessary; don’t ask them to do it. Make it easy for them to buy from you.
“S” STYLE
Your ID, please? The “S
Understanding psychology and human behavior can come in handy for the marketer, particularly those who operate at the retail level. There are a few tricks retailers use that play on your unconscious to relax you, or change your in-store behavior.Think about babies for a moment. Are you relaxed now? Some stores add baby powder scent to their air conditioning to make people think about newborns. This is supposed to relax them. What do you call a relaxed shopper? A buyer.Retailers often use other canned smells to make you a more active shopper. Some supermarkets pump the smell of baking bread into their air conditioning all day long. This gives the impression that they are always baking something.Men present a unique problem to retailers. They tend to walk directly to the item they want, pick it up and walk back the way they came to the register. The “Boomerang Effect”, as it is called, is not good shopping behavior. To maximize shopper and product contact time, retailers place their major items and brands in the middle of aisles to make sure you have
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:
- 1. How a prospect wants you to sell to them.
- 2. How a prospect wants you to present information.
- 3. How much information you present.
- 4. How a prospect makes buying decisions.
The same approach won’t work with everyone. As you learn to adapt your approach to make the customer feel more at ease, the relationship will improve and more sales will eventually result.
You can identify an individual’s behavioral style preference by using the 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? 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 the bottom line. These individuals may have more formal, “can’t read” facial expressions than other styles.
Sign here, please. When selling to the “D” style, don’t bog them down with excessive socializing or details – get to the point quickly. Directly focus on how your product or service can help them achieve their goals. Emphasize the 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 the interaction with others in a humorous, lighthearted way. These individuals can appear to be the eternal optimists, usually seeing the 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 the work environment.
Sign here, please. When selling to the “I” style, match your pace and presentation to their energetic approach. Be friendly and sociable – let them know you like them personally. Where appropriate, take them to lunch. You need to provide testimonials and personal stories on how other people have responded to your company’s product or service. Show enthusiasm for the benefits your product or service can provide. Also, make sure you support the individuals by providing whatever detailed follow-up work is necessary; don’t ask them to do it. Make it easy for them to buy from you.
“S” STYLE
Your ID, please? The “
Change is the only constant for Internet online advertising There is a constant change in the way marketers communicate with customers and prospects. The current trend of personalization and the need to address customers as educated buyers has made the Internet advertising a viable and powerful market communications channel. The use of data to engage customers as individuals on a worldwide network of computers has unimaginably changed the way products and services are marketed. Marketers that harness the Internet and take advantage of its all-encompassing nature are better geared for success and rewards from their Internet online advertising. No matter where they are located, marketers can now address the enormous potential that advertising on the Internet offers.The steady shift towards online buying by customers has constantly thrown up challenges to those that utilize online Internet advertising as their primary marketing tool. Smart marketers capitalize on these trends to differentiate their companies and increase their market share. Marketers need break-t
HOW DO YOU LIKE MY STYLE?
“D” STYLE
Your ID, please? 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 the bottom line. These individuals may have more formal, “can’t read” facial expressions than other styles.
Sign here, please. When selling to the “D” style, don’t bog them down with excessive socializing or details – get to the point quickly. Directly focus on how your product or service can help them achieve their goals. Emphasize the 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 the interaction with others in a humorous, lighthearted way. These individuals can appear to be the eternal optimists, usually seeing the 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 the work environment.
Sign here, please. When selling to the “I” style, match your pace and presentation to their energetic approach. Be friendly and sociable – let them know you like them personally. Where appropriate, take them to lunch. You need to provide testimonials and personal stories on how other people have responded to your company’s product or service. Show enthusiasm for the benefits your product or service can provide. Also, make sure you support the individuals by providing whatever detailed follow-up work is necessary; don’t ask them to do it. Make it easy for them to buy from you.
“S” STYLE
Your ID, please? The “
Radio stations tend to ‘get’ the whole notion of branding. In many cases they tend to call it “imaging”, but it is essentially the same thing.A radio station starts by defining their demographic. They attempt to understand the age group they will be serving. Then they develop a slog or tagline that will be used to brand their station. This can come in the form of custom jingle production and professional liners. If they do this right you will be able to sing along with the jingle in a short period of time and you will be able to say without hesitation what their branding statement is (e.g. The freshest mix of future classics).A radio station follows through with things like bumper stickers, key chains or Frisbees to help in their branding efforts. These stations do not want to be lumped with all the other stations. They want to be unique and they want to be recognized for their originality.This is the same premise for web branding. You first need to internalize who you are as a business. You need to be very clear about who you are serving, how you w
“I” STYLE
Your ID, please? “Influence,” or “I” behavioral-style individuals are frequently thought of as “people persons.” They’re enthusiastic and upbeat – enjoying the interaction with others in a humorous, lighthearted way. These individuals can appear to be the eternal optimists, usually seeing the 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 the work environment.
Sign here, please. When selling to the “I” style, match your pace and presentation to their energetic approach. Be friendly and sociable – let them know you like them personally. Where appropriate, take them to lunch. You need to provide testimonials and personal stories on how other people have responded to your company’s product or service. Show enthusiasm for the benefits your product or service can provide. Also, make sure you support the individuals by providing whatever detailed follow-up work is necessary; don’t ask them to do it. Make it easy for them to buy from you.
“S” STYLE
Your ID, please? The “
While communicating with others, you need to make sure you come across confident, professional and friendly. In order to come across this way, you should pay attention to simple communication gestures such as shaking hands, connecting with your eyes, listening to others and speaking clearly. Take the time to practice these techniques. Pay attention to how you interact with others so you can continuously improve. Give a Good, Firm HandshakeFirst impressions are so important and set the tone for a conversation. Make sure to start out right by giving a good, firm handshake. You don’t want to squeeze too hard because you may hurt the other person. A “knuckle-crunching handshake” can signal that you are very aggressive and need to be in control. On the other hand, you don’t want to give a “dead-fish handshake” as this signals that you may be weak or perceive the other person to be weak. In addition, a wimpy handshake may imply that you are introverted and not confident. A firm handshake that i
Sign here, please. When selling to the “I” style, match your pace and presentation to their energetic approach. Be friendly and sociable – let them know you like them personally. Where appropriate, take them to lunch. You need to provide testimonials and personal stories on how other people have responded to your company’s product or service. Show enthusiasm for the benefits your product or service can provide. Also, make sure you support the individuals by providing whatever detailed follow-up work is necessary; don’t ask them to do it. Make it easy for them to buy from you.
“S” STYLE
Your ID, please? The “Steadiness,” or “S” behavioral style, is also people-oriented – but at a much slower pace than the “I” style. The “S” person doesn’t like to be forced into making changes or quick decisions. They’re patient, loyal, and calm, making them excellent listeners and “peacekeepers” when conflict breaks out. Their focus is on cooperating with people.
You can identify these individuals by their reserved, indirect, but people-oriented approach to others. Their speech may appear softer, with an open posture. They will have relaxed, warm facial expressions and prefer a casual approach.
Sign here, please. When selling to the “S” style, it’s important that you listen to them. They need to feel you understand their needs. Assure the individuals that you and your organization are customer- and service-oriented. Just don’t push them into quick buying decisions. Show how you’re interested in a long-term relationship with their company, and that they can depend on you whenever necessary. The “S” style customers are more loyal to you when other vendors come knocking on their door.
“C” STYLE
Your ID, please? The “Conscientiousness,” or “C” behavioral style, is quality-focused, slow-paced, methodical, and task-oriented. They focus on the details and are primarily concerned about doing things the “right” or “correct way.” These individuals are analytical and frequently set higher standards for themselves than others.
You can recognize them as being reserved and more indirect than other styles. These people are formal, with a closed posture and “can’t read” facial expressions. They don’t like to express their feelings readily.
Sign here, please. When selling to the “C” style, make sure you have your facts straight. You’ll need to answer analytical questions, showing references where possible. These individuals don’t need you to socialize with them – they really don’t want you to. These people want you to provide detailed information in order to make a correct buying decision. Then they will thoroughly assess your information before coming to a conclusion. Be slow-paced and formal in your approach with them – don’t become overly enthusiastic or animated. Focus instead on facts, logic, and detailed analysis.
SCHIZOS
Although individuals have the ability to behave within all four styles, they tend to use one or two most often. There is no right or wrong style. Each has its own strengths and limitations. However, there are three key steps when applying the knowledge of behavioral styles to a sales situation:
- 1. Understand your own behavioral style in the sales environment.
- 2. Identify the prospect’s behavioral style.
- 3. Adapt your approach to best fit the prospect’s behavioral style needs.
DO’s & DON’TS
Most salespeople tend to sell to others the way they would like someone to sell to them. That’s not going to work!
“D” for Dominant
Do
* Focus on “what”
* Provide options
* Be efficient
* Focus on results
Don’t
* Assume without getting an opinion
* Over socialize
* Emphasize unnecessary details
* Waste time
“I” for Influence
Do
* Focus on “who”
*
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