Advanced Sales Training - C-Level Selling
4 Style Checks to Exude Trust and Believability
Most people approach a prospect or a customer
in their usual style/manner and expect that person to like them
or at least effectively interact with them.
This works if their style gels with the other person’s
style. But if it
doesn’t, it sets up a barrier to trust and believability.
The higher the rank of a person the more style impacts
initial credibility and subsequent dialogues.
Style seriously effects comfortable level.
As a result the other person unconsciously decides to pay
attention and take the conversation seriously or vacate
mentally.
Top and c-level executives meetings are too
important to risk that sometimes you’ll click and other times
you won’t.
Therefore, it’s best to be conscious of your style and adjust it
to the other individual’s as quickly as possible.
That’s why it is very important to learn ahead of time,
through your coaches, the other person’s style.
If you don’t adjust, you’ll get-on with those
like you, but struggle with the others.
This will limit your success tremendously.
However, when your chemistry matches everyone’s, you’ll
go farther, faster and easier.
Preparing Yourself
-
Pick someone you know professionally.
Analyze your conversations and the circumstances
against these 4 criteria.
-
Does s/he speak slowly or quickly
(Pace of Speaking)?
-
Is s/he detailed or does s/he speak
in generalities (Results Orientation)?
-
Is s/he cautious, i.e. lots of
concerns/worries – a loss avoider; or does s/he throw
caution to the wind – a real risk taker looking for wins
(Risk Orientation)?
-
Is this person private – prefers
one-on-one meetings and discussions; or is s/he
gregarious/ team oriented – wanting lots of people
involved (Social Orientation)?
These are your four (4) chemistry gauges.
-
Now analyze the same for yourself.
What’s your pace, level of detail, risk profile,
social tendency?
-
To get someone to go along with your
ideas, concepts, services, etc., that is, to trust and
believe you, adjust your gauges to him or her.
This will enable you to think and act more like this
person and this will mitigate conflicts and put the other
person at ease.
-
What of your characteristics mirror
those people from above?
-
Which ones don’t?
-
How can you adjust your deliveries,
and meeting environments?
That is, adjust your gauges to fit his/her
tendencies.
For example; speak faster, not so much detail, give
assurances with examples and guarantees, and do it
alone.
Tak’n It to the Streets
We all have a style and we unconsciously move
into situations using our standard approach without giving it
much thought. We pay
little attention to the other person’s mannerisms unless they
are really strange or pronounced. However, people learn to mask
in order to be socially acceptable.
But when it comes to decision time, they revert to their
not so public mannerisms.
In order to increase your chances of success you must
adjust your style to the prospects’ mannerisms.
If you adjust, you can connect with all. If you don’t,
you’ll connect with only those like you.
Use the Matching Chemistry’s worksheet to
gauge yourself on a scale of 1 to 10.
Your Speaking Pace:
(1) Slow ----------------------- (10) Fast
Your Results Orientation:
(1) Detailed / Very Specific -------------
(10) General / Vague
Your Risk Orientation:
(1) Loss Avoider -------------- (10) Winner /
Adventurous
Your Social Orientation:
(1) Private -------------------- (10) Wants
Others Involved
Now gauge your boss.
Gauge three different clients.
Gauge your spouse or significant other (if you dare).
Notice where there are big (3-4 points) differences.
These are trouble spots.
If you’re off in one of these characteristics, you’ll
probably be fine.
However, if you’re off in two or more, you’ll struggle with
trust and believability.
Therefore, to succeed easily, adjust.
Even if this is a first encounter and you’ve had no
coaching, adjust on the fly. It should go without saying, but I
will say it anyway, assume the other person is not going to
adjust to you. Some will.
But those will be the smiling faces that tell lies.
And now I invite you to learn more.
Bonus Tip: FREE E-book
Getting Past Gatekeepers and Handling Blockers
. If you can’t get to the powerful decision makers, you’re
depending on others to do your selling at the high levels.
The problem is you won’t know what they say, if they say
anything at all.
Sam Manfer delivers
key note speeches
and in-depth
selling work shops
for those
anxious to increase sales. His hands-on coaching turns
individuals and sales organizations into selling whirlwinds.
Sam’s selling awards and $ Million sales recognitions support his
methods. His book,
TAKE ME
TO YOUR LEADER$ along with his
Matching
Chemistry’s
CD and sales seminars replace selling myths and clichés that
frustrate decision makers with a proven approach that captures
their attention. Follow
Sam’s
C-Level Selling Blog
for more insights.
Sign-up for his
free Selling E-Zine.
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