Do you ever feel like you just don't understand someone? You think you're ready to close the sale but then a customer says he needs more time to research and think through the decision. You're tired from a long week and looking forward to a night at home watching the Golf channel but your wife can't wait to get dressed up and head to a friend's party. Why are people so different??
People are simply exhibiting different behavior styles. That customer is probably Analytical, wanting extra time to process and make a very thorough decision. Your wife is an Expressive, someone who places a high value on people, relationships, and social interaction. Analytical and Expressive are just two behavior styles (there are several different methods for classifying behaviors).
By understanding the differences in behaviors, you can better understand people, their objections, and their areas of comfort/discomfort. Behavior styles training helps you determine your dominant behaviors and then learn to flex to others' behaviors when necessary. For example, even though you might be a Driver personality who likes to complete tasks quickly, give that customer ample time and extra research and resources before you ask him to commit to a sale. He will appreciate the consideration and respect your effort! This flexing builds rapport and trust, two things we want more of in all of our relationships!
To learn more about behavior styles and to determine which style YOU match up with, watch this video short video with Carrie Kuhns, corporate career development specialist. Then, once you understand who you are (and who your spouse, customer, and boss are) come back to the blog and tell us!