Adapting Your Selling Style to Serve Your Customers. Birds of a Feather Buy From Each Other!

By Michael J Griffin

5-minute read

The most successful salespeople are those who adapt their communication to serve the customer to uncover their problems, and needs, with a product or service the salesperson believes in.

Adapting your style of communication + Believing in your product or service +  Serving attitude  = Long term Customer Relationships.

When a salesperson adapts their communication style to the customer, they are better able to understand the customer's needs and preferences, and can tailor their approach accordingly. For example, some customers may prefer a more direct and assertive communication style, while others may prefer a more collaborative and consultative approach.

By adapting their communication style, salespeople can also improve their ability to listen to and understand the customer's needs. This can help them to identify opportunities for upselling or cross-selling and to provide personalized solutions that meet the customer's specific needs.

The keys to adapting your communication style in sales follow this time-tested formula:

Understand Your Style of Communicating – Strengths and Weaknesses

Recognize the Customer's Style of Communication

Appreciate the Customer’s Different Style

Adapt Your Style of Communication Connect and Build Trust to Serve

Jaime Faulkner of TTISI has identified eight different selling styles. She explains how to adapt your selling style to connect to different customer communication styles. Here are the eight different selling communication styles:

• The Pioneering Communicator

• The Direct Communicator

• The Reflective Communicator

• The Outgoing Communicator

• The Reserved Communicator

• The Steady Communicator

• The Dynamic Communicator

• The Precise Communicator

Jaime has written a very good blog on each of these selling styles and how each style can adapt to selling to different customer communication styles. Read the blog and determine your selling style and then focus on her advice on how to adapt your style to connect and serve your customers to create long term, profitable and mutually beneficial customer relationships.

Jaime’s blog starts with the “Pioneering Style.” Click here to read the blog to learn about all eight communication styles.

Be a “bird of the same feather” when communicating with your customers and see how it improves your ability to become a trusted advisor with your customer!

Michael J Griffin
CEO and Founder ELAvate
DISC Sales Communicator