Richard was confused. The prospects raved about his novelty gifts and strongly indicated that they intended to place an order. Yet they failed to issue a purchase order or confirm a date for delivery. Were they serious or just leading him on? It usually required 3 weeks of production time for him to complete the design and manufacturing process, let alone package and ship them. The interval for taking action kept shrinking.

Trained as an engineer and having worked in that field for his entire career, two years ago, Richard found himself downsized and without a job. His age made it difficult to find employment. However, he had a hobby of creating puzzles as promotional items and the present circumstances gave him the incentive to become a full-time entrepreneur. He was smart, creative, ambitious and determined. Now he was on the verge of landing the biggest deal of his life if he only knew what to say to close the sale.

Stuck in His Style

Stuck, Richard assumed that prospects thought the same way he did when making a decision to buy. For him, everything was based on logic and reasoning. He could not fathom someone who decides impulsively, intuitively or used some other criteria; hence his current dilemma of wondering what to say to close the sale. So he called the prospect and presented good reasons to proceed. He suggested he be sent their logo so at least he could begin the design stage.

Like many professionals who turn business owner, Richard had no prior experience in sales. He never took a course or read a book. He viewed sales as slick conversation and manipulation, which reviled him. He hoped that his unique product would sell itself, that viewing how clever it was sufficed to generate business.

People like Richard often rely on their professional degree, certification, or license, because they dislike having to sell. They don’t want to come across as pushy or aggressive. Yet the more he informed the possible customer of the dwindling time frame, the more he continued to see the exchange from his point of view, and subsequently, created distance between them. Sadly the sale was slipping away.

Shift to Match Prospect’s Style

Richard had not learned to pay attention to the obvious indicators of his prospects’ personality style. Throughout his conversations and emails, the clues were laid out. He just needed to know how to listen to their vocal qualities, examine their website, and read their word choices to figure out their preferred method for buying. Had he been trained in the AlikeAbility™ System, he would have known exactly how to shift himself to match his prospects. Learning to diagnose potential buyers and seeing the world through their lenses can help people like Richard to secure more clients and close more sales.

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 sales training, coaching and consultation for professional services. She originated the AlikeAbility™ System to teach people how to read personality styles, build better relationships, and generate more business.

Nancy recently organized the Rapport Builderz Sales Club to provide accountability and daily coaching on those dreaded activities such as making sales calls. She created this brief explanation of the program.