People buy from people like them
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.
No rapport often means no sale. The rule should be: 'people buy from people who are like them', rather than 'people buy from people they like'.
Within a few minutes of meeting a prospect, a salesperson should be able to analyse their behavioural characteristics and adjust their behavioural style to match theirs. For example, a talkative salesperson meeting a shy, withdrawn, dour, Financial Director should ensure they are not over familiar, they they don't talk too much and
that they are careful to listen enough.
Start honing up your technique by analysing your own behavioural characteristics and then use it to categorise the styles of your prospects. Then use appropriate 'matching and mirroring' techniques to adapt your style to that of the people you are selling too.
Remember, people buy from people who are like them.
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