.

Social Styles Driving Sales

Submitted by Mitch Seigel on Tues, 9/25/2012

When a comedian develops a routine, he or she is always thinking about who the potential audience will be. Recently I was in Kentucky and had the chance to go to a comedy club. The main comedian for the night got the audience taking and before you knew it, there were characters established for him. He then adjusted his jokes toward those who he had met.

In sales it is very much the same. If your prospective client is quiet, you need to ask more open ended questions to get them to tell you about their business. If they are outspoken , then you go the other direction and make your questions closed ended.

All too often, salespeople treat everyone the same. Not only are you not getting to know your prospect, but you start sounding like a robot, rather than having customized solutions.

The main four styles are analytical, drivers, expressive and amiable. Each person falls into one of these four social styles, which are established at an early stage in life. If you decide as a salesperson that you don’t like to work with some of these styles, you will eliminate quite a few potential chances to make money.

Instead of avoiding people, try learning more about how they respond to what you want to talk to them about. Then adapt your style to work with them in a professional manner. Once you start being flexible, acting as a camilien, you’ll find sales opportunities and actual sales will start to increase.

What are your challenges when it comes to social styles? I look forward to hearing your comments. Until next time…