Quick Rapport Leads to Quicker Sales

Effective Communications Techniques

High Dominant Individuals Will: With High Dominant Individuals I will:

· Be to the point/direct + Compliment their plaques/awards/office

· Talk about results/bottom line + Give direct and concise answers

· Talk about the big picture + Give them a challenge

· Not be interested in details + Acknowledge their power/authority

· Give you a barrier/be provocative + Talk about “Bottom Line Results”

· Spar with you/confrontational + Don’t talk about any controls (have to’s)

· Say or act out, “Don’t waste my time” + Don’t bother him/her with trivial interferences

· Use few words/tells it like it is + Provide innovative problems solving ideas

· Clip words + Not repeat details; say things only once

· Project in words or demeanor, “This + Avoid saying, this is the way it’s always been done

better be important” + Express disagreement with prospect (they like it)

· Ask pointed questions + Focus on goals

· Not laugh easily + Tell him/her how they will win

· Use an aggressive voice + Tell them how long it will take (be honest)

· Act fearless/risk taker + Talk in their speed

· Project sharpness in voice and demeanor + Be sharp

· Want projects to look like a million dollars + Tell him/her how it will be done well and quickly

· Be controlling/take charge + Be firm

· Delegate to someone else or + Ask for decisions

· Make decisions on the spot/authoritative

· Act tough/may be cover-up for soft emotional side

High Extrovert Individuals Will: With High Extrovert Individuals I Will:

· Show emotion in voice + Recognize & approve of them in any way possible

· Be friendly + Acknowledge their status

· Find it hard to say no, so may make excuses + Promote the favorable environment

· Keep asking more questions + Provide many ideas & possibilities for discussion

· Not keep on topic, unless they want something + Demonstrate how the team can be involved

· Be polite + Say how appreciative you are for his/her time

· Help you along + Not reject or isolate them in any way

· Be interested in the environment (looks good) + Not be harsh or insulting even when joking

· Be interested in the entertainment part + Make friendly comments

· Like a bit of glitz + Laugh and have fun with them

· Be social and talkative + Present things as a benefit to his/her people

· Be open and optimistic + Give visibility to prospect

· Want things to be positive for people + Show how he/she will look good by buying your idea

· Possibly defer decision + Talk about other topics/family, hobbies

· Be a people pleaser, don’t want to disappoint you

· Be trusting of you, unless they have negative information

· Be persuasive with you

· Laugh and have fun with you

High Patience Individuals Will: With High Patience Individuals I Will:

· Be skeptical of sales people + Focus on the benefits

· Won’t say much + Tell them how it will create harmony/no conflict

· Listen and let you talk + Go slowly over details

· Not see themselves making a decision + Pause and give time for thinking and processing

· Buy from whom their friends buy from + Give time limits for small decisions and final ones

· Wait and see + Give clear goals, expectations, directions, priorities

· Ask for references + Not create unjustified pressure (they won’t buy)

· Want proof of product + Not create sudden changes(they hate that)

· Make you work very hard (many calls) + Not create conflicts (they avoid conflict)

· Ask, “Who have you worked for?” + Always be sincere

· Say, “That sounds nice.” + Speak carefully and non-confrontational

· Be casual and careful + Be tolerant

· Not push themselves + Be understanding of their “wait and see attitude”

· Not get excited/show emotion + Understand when they finally make a decision,

· They want to know something about you they want an immediate response from me

· Want to trust you first before buying + Understand if they appear anxious, it is due to

· Not want any exaggeration or pushing too many things they are working on at once

· Not want to be put on the spot + Give time to think about and process need for

· Seem easy going/slow in speech and movement change

· Be likeable + Present things as fair and reasonable

· Be focused + Adhere to agreed on agendas/time frames

· Be rhythmic and methodical + Use a calm and cooperative approach

High Conformity Individuals Will: With High Conformity Individuals I Will:

· Question you carefully + Provide structure and accuracy

· Be very polite + Show the security of the product

· Be all business + Show proven systems, referrals, written materials

· Want you to use facts that have been proven + Speak conscientiously/articulate

· Speak distinctly + Appear cautious and thorough

· Be skeptical in words and body language + Show concern

(raise eyebrows, frown, hand on chin + Present ideas in detail, correctly and in order

or cheeks to hide self) + Not criticize in any way prospect or his/her thinking

· Ask questions, if interested + Give sincere praise and acknowledge respect

· Want referrals for prospect

· Be interested in pricing + Give written guidelines and frequent updates

· Be formal and proper + Not propose high risk ideas

· Want everything to be predictable + Give very clearly defined directions and processes

· Want less expensive + Give assurance that someone dependable and

· Want refunds , guarantees trustworthy is in charge

· Will point out “what might go wrong” + Clearly justify any reasons for criticism

· Want things done right – will use the word + Use the wording, “Have you ever thought of___”

“right” often + Be proper and very polite

· Want things done according to their rules + Ask,” What questions do you have?”

· Want things precise, exact and accurate + Keep their interest with “good value pricing”

· Want to double check work and decisions + Avoid anything that might indicate to them that

· Want systems used – refer to rules/policy things aren’t “right”

· Require a chain of command + Say, “this is the right thing or right way to do it”

· Bury you with facts + Use factual words (outcomes, profits, results, proof)