“You’re a natural born salesperson.” We’ve heard that exclamation directed at someone or perhaps we’ve said it to a colleague or friend. What is meant by this expression? When people have the ability to connect quickly and authentically with others, we often assume that trait is inborn. While some people do have a tendency to act like this, developing rapport can be learned and acquired over time. The trick is to become “unnatural”.
Speak the Language of Your Prospect
Most individuals fall into one of four dominant behavioral styles. Perhaps you’re familiar with DISC or Meyers Briggs. There are over 200 such classifications. Regardless of the names given these personality types, they share a common cluster of core values and characteristics. These attributes are correlated with how people make buying decisions. When we speak the language of our prospects, the likelihood of doing business together escalates.
That so-called “natural born salesperson” has developed the skill of reading the other person’s style and adopting it. These individuals are like chameleons in that they take on the environmental characteristics of their prospects. Without thinking about it, they learned to match the speech, body gestures, and word choices, thus raising the perception of being “alike”. The result is a heightening of comfort and trust and a simultaneous lowering of resistance. They easily convert prospects into clients. I’ve dubbed this phenomenon, AlikeAbility™.
Because these sales super performers have acquired this skill unconsciously, they cannot tell us what they did, let alone teach it to us. Yet you can learn how to increase sales IF you’re willing to let go of your “natural” response and, instead, become unnatural.
Step Outside Your Comfort Zone
Stepping outside your comfort zone, you must first recognize that people do not process information in the same way you do when they make buying decisions. They buy for their reasons, not yours. Take the time to observe the prospect and determine which of the four personality styles (core values) is dominant. Then deliberately pull up that part in you that matches the other person. Use the words that express that viewpoint and your prospect will immediately sense a bond with you. Your reward will be greater rapport and more sales.
Get Support, Structure, and Accountability
If you know what to do to make more sales and aren’t doing it consistently, the Rapport Builderz Club can provide you with the support, structure, and accountability to develop sales habits. As an online membership service, you’ll receive daily coaching and group support that helps you set and keep small goals that lead to big success. Learn more here.
About Dr. Nancy Zare
A psychologist and retired professor, Dr. Nancy Zare has dedicated her life to helping people communicate more effectively. She earned her masters and doctorate from Boston College, and is past president of the National Speakers Association of New England. She is the author of the books, Workplace Hostility, Myth and Reality, and Closing More Sales: Introduction to AlikeAbility™ as well as numerous articles.
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.