42 Rules to Turn Prospects into Customers by Meridith Elliott Powell

Author:Meridith Elliott Powell [Powell, Meridith Elliott]
Language: eng
Format: epub
Publisher: Super Star Press
Published: 2012-04-13T04:00:00+00:00

R u l e 21

Learn Your Style

I have heard it said that merely fifteen percent of our success in life relates to a technical skill. This means that the skills we spend our youth, college years, and early adult life honing only account for a small portion of our success. The other eighty-five percent comes from our ability to communicate and connect with others.

Your ability to communicate is a powerful asset in your ability to sell. A successful sale is all about connection, emotion, and the ability to communicate. So where do you start with communication, and how do you improve your communication style, skills, and abilities?

First you need to learn that we all communicate in our own unique style. We're different. Take some time and find a personality test that shows you the strengths and challenges of the different styles and the varied ways people communicate. Then take the test and uncover your own style. It will be eye-opening. You will learn why and how you gravitate to some people and why you are so confused or repelled by others. When you understand the different ways people communicate, you can see why communication with some is natural and easy, while with others it is quite a challenge.

Next, delve into your personality style to really understand how you communicate. Why do you communicate like you do? There are a number of communication tests or profiles available to help you determine your personality style. I use the DISC assessment because it is easy to understand and rooted in personal responsiblity. I love personal responsibility. As long as you are open to learning, and you are willing to accept and use the information, any test is valuable.

Then, use this information to learn to really understand other styles. People have varying communication styles and different ways of seeing the world. It is important for you to understand all the styles. You can communicate and connect more effectively when you understand others' motivators, strengths, limitations, and values. When you understand your own style, you are better positioned to learn about the communication styles of people around you. Find out what their strengths, limitations, irritants, and values are.

Lastly, learn to adjust your style to communicate better with others. You are not stuck with the personality style with which you were born. By learning about other personality styles and what they value, you can actually adjust your style to facilitate effective communication with others. Adjusting our style to better connect with someone else's style is like learning to speak their language. They both appreciate and trust it.

For example, let's say you are an energetic, fast-paced, and strong-willed salesperson who makes quick decisions. You are setting up a sales call. If you take a few moments to look for clues, you can get a fair assessment of your prospect's style preferences. For this example, let's say your prospect has lower energy, is slower-paced, and needs time, information, and a relationship before they make a decision. If you

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