How often does this happen to you?
You have a couple in your conference room for an initial consultation. You seem to really "click" with one spouse, the conversation flows easily, you're making eye contact and getting positive feedback. But ... you have a feeling that the other spouse just is not on board.In fact, at the end of the consultation, it is this "other" spouse who says, "Well, we need some time to think on it before making a decision."
Or -- you are having lunch with a prospective new referral source. You've done your homework, and feel confident that this should become a mutually profitable relationship.
But, for some reason, you just can't seem to connect?
These are common scenarios, and a most frustrating aspect of the consultative sales process.
Why? Because we each have a natural sales style, whether we realize it or not. Your prospective clients each also have a natural "buying" style. Sometimes these two styles mesh -- you and your prospect "click." In fact, the odds are about 50/50 that your natural sales style will mesh with your prospective client's (or referral source) buying style, at least on some level. Which means you also have about a 50/50 chance that you will miss the mark and fail to address your prospective clients in ways that meet their needs, build trust and confidence, and establish a solid relationship.
You can change those odds, though. Not only can you close more business, and for higher fees -- but you can become skilled at recognizing client needs and meeting them in a sensitive manner. In other words, you can help more people solve their problems!
During our Spring Practice Development Workshop, you will identify your own natural sales style, and learn how to navigate from your sales position to your clients' buying position. Take a comprehensive behavioral styles assessment and receive a 22-page personal report and interaction plan to improve your communication skills, your effectiveness as a counselor, and your bottom line!
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