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When it comes to effective selling, one simple fact never changes: Selling is a relationship business. You already know all about your company's products and services ? and you've learned the fundamental aspects of the sales cycle.


But have you ever asked yourself ? What helps one salesperson develop immediate rapport with prospects Cheap Sean Monahan Jersey , 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? Cheap Mikael Backlund Jersey , ?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 Cheap Mark Giordano Jersey , 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


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