Meeting your client where they are and what they understand is important when it comes to making sales. Coming together with a variety of different personalities can sometimes pose a complication or obstacle in connecting well. Understanding communication styles and personalities can help adapt discussions with team members and customers. On that note, we want to talk about adapting your communication style to your customer.
Adapting Your Communication Style To Your Customer
One great way your sales team people can start making this connection better with prospects is by understanding their own personality and communication styles. Taking a personality test can offer tremendous insight into how information is exchanged. It can also guide you with the types of personalities that will be encountered during the sales process. Understanding a number of different personalities can assist with adapting different styles as necessary.
Adapting and understanding both your own communication styles and the ones of your team members and customers can be highly beneficial when building relationships. Both at work and in the field, recognizing different conversation styles can provide better connections, discussions, and accommodations. You can start off on the right foot quickly with this education.
Adapting Communication Styles With Disc Assessment
One personality test we like is called DISC. Locate more information for this type of assessment with a quick online search. Taking a sample test can be a good introduction to move forward as you connect better with your sales team and as they connect better with their customers. Refer your sales team to the assessment process for their results.
Here is a brief breakdown to get the idea of what is reviewed on the DISC assessment.
D = Dominance – This person tends to be more outgoing and task-focused, motivated by a challenge and control.
I = influence – This group is more inclined to be more outgoing and people-oriented, motivated by recognition, popularity, and approval.
S = Steadiness – These folks lean towards being more reserved and people-focused, motivated by security and appreciation.
C = Conscientiousness – These people tend to be reserved and task-focused, logical, and still creative.
These groups and individuals discussed above all walk through life meeting up with each other through work and socially. As a sales leader and sales team member, understanding these different types of personality styles can help guide you to understand how to communicate with each of them better. After the brief review above you might already find you know some of these personalities.
The assessment information also goes into each area more in-depth and how each can relate to the other. The personality assessment explains what each type of personality brings to the table. And, while we are all a combination of these styles, many will lean in more that one direction than another.
Expanding on this knowledge can help build relationships better so you can start adapting your communication style to your customer. As a sales professional, this knowledge and adapting can help expand on those relationships to help customers and prospects better with their needs. The assessment discusses further how one can communicate with each different personality. This is key when reaching out on sales calls looking to make a connection and build rapport. How can I connect with this person?
In the end, relating to people can make everyones’ life go smoother. It can help you connect easier and yes, sell more products or services!
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