Do you know who you’re talking to?
I mean can you determine who your customer or prospective customer is in the first 15-30 seconds?
Well, you can if you observe and listen carefully and understand a few key elements of each style. Determining the “buying style” can help you connect quickly and open a conversation that relates to the way your customer likes to buy. Knowing this information will save you time, keep you from “annoying” your customer and help you promote and sell more.
I refer to this system as the M.E.G.A Method and call the four styles, Methodicals, Expansives, Governors, Agreeables.
Here’s 5ways to figure out the “buying style” and quickly shift the way you respond for maximum connection:
1. Respect the Driving Principle
a. Methodicals : Be Accurate at All Costs
b. Expansives : Get It Done and Have Fun
c. Governors : Do It My Way and Fast
d. Agreeables : Consensus Before Action
2. Know How They Make Decisions
a. Methodicals: All the Information, Deliberate
b. Expansives: Enough Info in an Entertaining Way, Spontaneous
c. Governors: Bottom Line, Fast
d. Agreeables: Relationship First, No Decision Until Agreement
3. Observe to Connect – Pace, Posture, Energy, Eye Contact
a. Methodicals: Measured, Contained, Low, Little or None
b. Expansives: Swift, Relaxed Confidence, Kinetic Energy, Direct
c. Governors: Quick, Confident, Controlled High Energy
d. Agreeables: Moderate, Relaxed, Medium, Polite
4. Listen to Connect: Rate, Tone, Pitch
a. Methodicals: Slow, Monotone, Low
b. Expansives: Very Quick, Friendly, Moderately Loud to Loud
c. Governors: Fast, Demanding, Booming
d. Agreeables: Moderate, Thin to Mid-Tone
5. Know What’s Important for Them
a. Methodicals: Best Value
b. Expansives: Visibility
c. Governors: Status
d. Agreeables: Friends & Family
Put this into practice and watch how quickly your sales will grow.
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Find more tips on workplace communication in Misunderstood! The Fast Guide to Communicating at Work– What to Say, How to Say It and When to Shut Up!