Ever had a meeting with a prospect where you really struggled to build any sort of rapport with them? It's usually when the other person has opposite behavioural characteristics to you.

Talkative salespeople tend to struggle with quiet, withdrawn people, while quieter salespeople tend to struggle with loud dominant people.

Think about your biggest sales, chances are they were with prospects who you had instant rapport with and they were very much like you.

What about all the other times when you struggled to build rapport with the other person? I'm willing to bet that you struggled to get the sale.

There are two issues to overcome; understanding your own behaviour (how you will react in situations) and how to understand, then build rapport with

prospects who are behaviourally different to you.

We suggest you use some form of behavioural profiling to understand your own behavioural characteristics and also to help you analyse and categorise the

behavioural styles of your prospects.

Sales trained people use appropriate 'matching and mirroring' techniques to adapt their style to that the people they are selling too.

Remember, sales is a people business, so understand human behaviour.

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