Increase Your Sales with Behavioral Styles

Prospects are more likely to buy when they feel comfortable and trust the business owner or salesperson. If you want to increase your sales, how do you develop an immediate connection with a prospect that you just met?

The first step is to learn more about behavioral styles. Behavioral styles are observable tendencies that all people have in dealing with tasks or other people. 

We can group people into four basic styles: Go-Getters, Promoters, Nurturers, and Examiners.

1. Determine Your Behavioral Style

A quick process to determine which style you may be is to determine your decision-making timing and task versus people preference.

If you like to make decisions quickly, you may be a Go-Getter or a Promoter.

If you prefer to take your time when making a decision, you may be a Nurturer or an Examiner.

If you prefer to complete a task before socializing, you may be a Go-Getter or Examiner.

If you prefer to be with people rather than completing a task (or would prefer to complete the task with a partner), you may be a Promoter or a Nurturer.

2. Identify Your Prospect’s Behavioral Style.

The second step is to use that same process to identify your prospect’s behavioral style. Click here for our video series on identifying behavioral styles when you’re meeting someone for the first time. >>

3. Adapt Your Communication Style to Your Prospect’s Style

The third step is to adapt your style and treat your prospect the way they want to be treated.

With a Go-Getter:

• Provide 2-3 of the best options that fits their requirements.
• Be efficient and mindful of their time. Stick with the business at hand.
• Focus on results. How will your product or service improve their life?
• Don’t overwhelm them with unnecessary details.

I’ve had sales appointments with a Go-Getter that were shorter than the drive over to their office. Be ready to have them sign a contract or start work right away if they choose to work with you.

Remember, they see you as the expert. They don’t need a lot of explanation, and too many options will cause them to look elsewhere for your product or service.

With a Promoter:

• Be upbeat and friendly. Show enthusiasm for your product or service.
• Handle details when possible, including filling out the paperwork for them.
• Make it easy for them to buy from you.

Promoters are your fast-paced and people-oriented. They are more likely to say yes now… and then change their mind later. Keep things on a positive note, even if there’s some unhappiness or misfortune. Promoters will push away bad energy and run away if it’s too persistent.

With a Nurturer:

• Listen and show you understand their needs.
• Provide excellent attention and service.
• Give them time to make a decision. Schedule follow-up meeting(s) ahead of time.

Nurturers are slower-paced and people-oriented. They are the most sensitive to “pushy” salespeople. They want to make the right decision for themselves and earning their trust will be an important step to take. They protect relationships, and it can be difficult for them to say no. If they disappear from you, it may be because they aren’t certain or felt pushed and didn’t want to say “no”.

With an Examiner:

• Be organized and prepared with detailed information on your product or service.
• Provide evidence of quality. Use case studies with statistics.
• Similar to Nurturers, give them time to make a decision. Schedule a follow-up meeting ahead of time. Do they need more information?

Examiners are slower-paced, analytical, and quality-focused. They are more reserved and formal, and often have a “poker face,” meaning it’s not easy to read their facial expressions. Know your stuff, because they will lose trust in you if you make up information or are incorrect.

By adapting your communication style to your prospect’s, you are essentially demonstrating your care and commitment to serving their needs over your own. They may not be consciously aware of it; they can just feel it.

This is the start of building trust, loyalty, and lifelong client.