Have you ever found yourself trying to relate to a decision maker who is anxiously awaiting your direct answer? Or being regaled by tales of adventures when you needed to get qualifying information? Maybe you didn’t realize the prospects communication style was different from yours. All of us enjoy conversations matching our style of communicating. Great salespeople know how to recognize the different fundamental communication styles. And they match their sales presentation to the prospects preferred style.
Four Fundamental Communication Styles
Think about a chart with a horizontal axis measuring how responsive a person is. The scale from left to right varies from being quiet, reserved and task oriented to those who are outgoing, gregarious and people oriented. The vertical axis measures from top to bottom how assertive one is. At the top of the scale are those who dominate a conversation while at the bottom of the scale are those who are more amiable. The two scales laid out form four quadrants: