The Pitch
Understanding and adapting to the prospect's preferred communication style right from the start is crucial for building rapport and trust. A study by the Journal of Consumer Research indicates that sales interactions aligned with the customer's current mood and communication preferences increase satisfaction and the likelihood of a successful outcome by 34%.
Identifying the Signs:
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People who Share:
- Engage emotionally and are more expressive.
- Participate actively in the conversation, often extending beyond business topics.
- Show interest in you personally, asking about your experiences or feelings.
- Display open body language, such as leaning in, which indicates engagement and openness.
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Those who Want to Start:
- Focus strictly on business topics from the outset.
- Inquire about the agenda or specific business matters.
- Tend to provide brief, concise answers.
- Exhibit more closed or guarded body language, signaling a preference to keep the interaction professional and to the point.
Adjust Your Approach Based on What You See and Hear:
When you detect that someone wants to share, embrace this openness by continuing the personal engagement. This builds a deeper connection, making them more receptive to your business discussion later. Conversely, if the prospect wants to start with business, respect their approach by promptly moving into your agenda. This shows that you value their time and are attentive to their style.
So What?
By recognizing and adapting to these communication preferences early in the call, you can create a more personalized and effective interaction. This not only enhances the prospect’s comfort and trust but also sets a positive tone for the remainder of the call, increasing the chances of a successful engagement.
Next Steps
✅ Practice identifying signs of 'Share' vs. 'Start' in your next discovery calls.
✅ Train your team on adapting their strategies based on these observations.
✅ Reflect on the outcomes to continuously improve your approach.
Closed Won!
Adjusting your approach based on early cues can significantly impact the success of your discovery calls. How do you notice when someone wants to share or start, and what do you do? Share your strategies and let's discuss how to enhance our interactions for better outcomes. What techniques do you use to tune into and adapt to different communication styles? Leave a comment or question below, let's help move those deals to "Closed Won!"
