Building Stronger Relations
Not all business customers are the same. Therefore, salespeople must learn to adapt their communication and behavior to buyers’ personalities and preferred styles of doing business. Agile salespeople practice adaptive selling, which means they are able to quickly and skillfully alter their behavior when changes occur in a selling situation. In adaptive selling, salespeople adapt their style to be more like the prospect’s style.
Knowledge of a prospect’s social style is a key ingredient in effectively capturing the prospect’s attention. People with different social styles (i.e., analytical, amiable, expressive, and drivers) have different and preferred ways of communicating. Salespeople who recognize and adjust to these behavior patterns develop stronger relationships with customers.