Pam is a home stager with over 10 years of experience. She’s bright, personable, and very professional. Feeling some economic pressure to support her family, she was open to accepting whatever work she could find. So when Roger, a real estate agent, asked her to do a small project she accepted this task and felt grateful for the work. Hoping to develop a continuing relationship with him, Pam also agreed to a reduced fee. She yielded every point to him.
In the subsequent months, Roger did call her a few times. On each occasion, the job he proposed was limited and she continued to receive only a portion of her hourly rate. At the last event, he had her do a consultation for an expensive condo and then did the staging himself. Pam felt used, abused, and taken advantage of. What could she do to solve this problem?
Analysis of Style
Pam’s personality style was accommodating, which allowed Roger’s style to dominate. He was focused on coming out on top, getting results, and looking good. Although it felt personal to her, he was simply engaged in getting what he wanted. When she analyzed the situation from this view, the solution was evident. She had to match his style.
Standing in Her Power
The next time he telephoned, she was ready. She negotiated the terms of their encounter. Although he did challenge her, she stood her ground. Much to her surprise, he accepted her conditions. It worked! She got paid her full rate and she staged the entire home. Her keys to success were:
1) Understanding her style
2) Diagnosing his style
3) Drawing upon her knowledge and skill to match his style
About Dr. Nancy Zare
A psychologist and retired professor, Dr. Nancy Zare has dedicated her life to helping people communicate more effectively. From her experience in both business to business and business to consumer sales, Nancy founded Rapport Builderz in 2012. It provides training, coaching, and consultation for selling professional services. She originated the AlikeAbility™ System to teach people how to read personality styles, build better relationships, and generate more business.
Understanding that many entrepreneurs and independent salespeople put off doing marketing activities consistently, Nancy now offers membership to The Sales Wiz Club. It provides daily coaching, structure, support, and accountability online. It’s an affordable way to keep on track and build daily success habits.
Nancy has created 4 Magical Questions that Close the Sale. Contact her for your complimentary copy.