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Reading Clients & Prospects

Posted By Administration, Tuesday, June 11, 2013
Updated: Friday, August 30, 2013
Why do I have instant rapport with some clients or prospects, while others are more of a challenge?

Each of us has a primary "style" - and we have a tendency to think the world sees life as we do. Our style determines our behavior traits, our work focus, how we communicate and make decisions, and our compatibility with other people.

Years ago when I first started in sales, I was introduced to the DISC model. Understanding these 4 behavior styles have helped me understand and interact with clients and prospects better. For instance, do they:
  • Want to get to know me better or stick with business.
  • Like variety and change or prefer status quo.
  • Want lots of information and facts with documentation or get that "eyes glazed over" look if I give them too much data.
  • Can handle confrontation or avoid it.
  • Make decisions with lots of fact, need others to support the decision, or use their "gut" instinct to decide.

TIP: When dealing with clients, one size doesn't fit all. 75% of the time you'll going to be a different style than those around you. You can't change them, but you can learn to match their style for more effective interaction with others.


Why not join us at the next IMC USA C2M webinar discussion on this subject? It's FREE to members and only $19 for non-members. Click here for more details. on the two live dates - June 14 and 20.

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