In sales, you are going to come across a wide range of personality types, and it would be to your advantage to know how to effectively communicate with more than one type. Adapting your communication style to that of a prospect or client will help you build rapport and establish a solid relationship. Stephanie Chung’s recent article addresses this issue, and she spotlights four common personality types that you will likely encounter. Chung also explains how to best communicate with each personality type.
First, before you can understand others, you must first understand your own communication style. Below are four questions to ask yourself, and when considering them, think of all the ways you communicate on a daily basis (with your boss, co-worker, etc.):
- How do I influence others?
- How do I handle challenging situations?
- How do I change my approach when dealing with different behavior styles?
- Am I able to recognize different behavior styles?
Once you’ve answered these questions, you will have a clearer idea of how you communicate and where your strengths and weaknesses lie. Not only will this insight help you adapt your style to communicate better with others, it will also give you an idea of where you need to improve.
Next, Chung shares four common communication styles and how you should communicate with each. For example, when working with someone who is direct, strong-willed, and/or ambitious, he or she will respond most favorably to clear, concise, and to-the-point communications. If you find you have a prospect who prefers this style, before meeting with him or her, brainstorm how you can adapt your own personal style to be more clear and direct.
Check out Chung’s article to gain insight into three more communication styles. Doing so will help you connect more deeply with a wider range of people, which can lead to new business opportunities and partnerships. “By maintaining personal rapport with your client, you’re solidifying your business relationship,” Chung writes. “A great way to create a trusting relationship is by doing small things that make a big difference.”