Your buyer has a preferred listening style. And you do too. Great salespeople know how to determine the buyer listening style. Then they use that style to make it easy for the buyer to understand the message. In a previous post, Fundamental Communication Styles, the four basic styles in which people communicate. In this post I focus on how best to present information so the buyer understands it.
The Buyer Listening Style
Many studies have shown each of us has a preferred listening (or learning) style. Some of us prefer listening and speaking. We are known as auditory learners. When we learn from illustrations, graphs, written words, we are visual listeners. We learn best by seeing the information. Sometimes we learn best by actually touching or experiencing the information. Then we are kinesthetic or tactile learners. Kinesthetics learn best by doing. Great salespeople know when they present to buyers in the way they learn best they are more likely to favor us….