Who Do People Buy From?

Do you have the best product or the best service?  It may not matter. Why? Because human nature dictates that the majority of people buy from people who are like themselves and people they like.  So what does that mean for you? Well, to put it bluntly you need to be adaptable enough in your interpersonal skills that you can talk with your potential customer/client in the style which they prefer and mirroring their cues.  I know that I, myself, have refused to purchase something from someone who rubbed me the wrong way. I have even paid more for an item or service, solely because I liked the individual associated with the product or service better than the other guy. Truthfully, haven’t you done the same?

So what’s a business person to do to help put the odds in their favor the perspective customer or client will go with them?  To solve this dilemma, I highly recommend becoming familiar with the Disc Assessment System or something similar that will help you to quickly identify personality types and help you to understand how best to communicate with each personality style.  Whatever you invest in taking a class or purchasing books to learn about your personality and the other personality types that are out there, you will get back in increased sales.  There are a few different systems out there so do your research and ask around and see if any of your friends or associates are familiar with any particular system.  I use the DISC  Analysis System and have found it easy and reliable, but that is the system I was exposed to early on.  Do your research and find the right system for you.

Once you are able to identify a persons personality type and speak to them in a style that they prefer I promise that you will see a change in the outcomes of your sales appointments.  Being adaptable to your audiences preferences will result in your message being received more willingly and readily.