In part one, we discussed enhancing likeability by connecting with a greeting that conveys empathy and friendliness. We then examined the skill of asking open-ended questions which create “door openers” to conversations about the buyer’s needs. Next, we will cover how the right style of communication transmits positively to the prospect.
Adapting to people is just naturally trying to be more like them. It is choosing to modify our own style to communicate with people in their own language. In the sales world, we call it mirroring. Generally, we achieve this by adapting to our customer’s personality but without being phony. In other words, find some common ground in terms of our personality with the person we are speaking to.