How to be a Professional Salesperson.©
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Sales Training - Be a Chameleon.
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Everyone likes talking to people they think are like them. It’s human nature. That’s why, when talking to a prospect or customer, it’s important for you to be like them. You’ll find greater success if you deal with a Type A personality, with a Type A personality. I’ve learned after living in Atlanta for a long time that conversations move at a different pace than they do where I was born in Chicago.
You don’t have to have multiple personalities to be a chameleon. You just need to listen and respond accordingly. Plus, you need to react early in the customer’s buying cycle. It can be tricky.
When I call my old friend Phil in New York and he says, “Hey Looo. How yooou doooin?” I usually say, “I’m doooin fine. How yooou doooinn?” When I speak to some of my Atlanta clients and they ask me, “How y’all doin today?” I respond with “Fiiine. How you all doin?”
Personality types aren’t partial to a particular part of the country.
· Driver – Northeasterner
· Amiable – Southerner
· Introverted – Midwesterner
· Laid back – West Coast
· Driver – West Coast
Sales Homework – My advice here is to:
· Go slow.
· Be sincere.
· Work on it. It takes time to do well, but it’s worth it.
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