How Flexible is Your Selling Style? By Tiffanie Z. Lyon
January 21, 2009
We all are unique individuals. I believe our personalities are shaped both by our DNA and through our upbringing and environment (“nature” vs. “nurture”). We have a style that comes naturally to us, without effort; innate tendencies.
The type of selling I promote, teach and advocate for is just that: natural and genuine. Our prospects and customers can read through anybody being fake, insincere or trying to be something they are not. You must remain “you.”
That said, it’s also important to smoothly and seamlessly adapt to others so that you can build a connection and positive first impression. This goes for when we meet anybody for the first time, social and business networking events and when we’re prospecting for new business.
Here are a few examples to consider:
- If you tend to speak fast, loudly and are naturally enthusiastic and you meet with someone who is soft-spoken, calm and slower-paced, it’s advantageous for you to take your natural style down a couple notches.
- If you tend to be private, analytical and fact-based and the person you are meeting is asking you about your family and expressing broad opinions, you can share only what you feel comfortable and quickly turn it back around and ask them questions about the same.
Your style can be adaptable by reversing the table and letting a talkative person talk. They are bound to like you for that. If you tend to be talkative, friendly and outgoing and the person you are meeting with seems calculated and looking at his/her watch, it would be wise to skip the common pleasantries and get right- to-the-point of your meeting.
Remember, adapting your style to others is NOT being deceptive. It’s showing flexibility to work with others who may be different than you and building a connection with someone as the relationship develops. This is the first impression starting point of being able to naturally adjust your selling style for optimal results.
What do you think your personal selling style is? Do you adapt to others and augment your style depending on how your prospects and customers display themselves? Can you see the benefit of adjusting your style?
Happy Selling!
— Tiffanie Z. Lyon, www.lyonsalesinstitute.com
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