Sales Success: Focus on How a Prospect Communicates

By Mike Fisher
Originally published on SellingPower.com
Do you ever ask yourself, “How is it that one sales call is a huge success, yet another goes sideways – often due to miscommunication and miscues?”
We’ve all been there. Yet there’s good news: It’s possible to aim for more of the former and less of the latter if you take some time to learn the simple art of matching the prospect’s or customer’s communication style.   
This is key: Learning about how your prospect prefers to communicate will help you know the best way to connect most effectively with him or her.
Which Type of Communicator Are You Dealing With?
We all know that people communicate differently. Some are chatty, others more analytical, still others are brief and to the point. But how can you know what type of person you’re dealing with in any particular sales opportunity?
There are clues all around