Ever been in a conversation with a new prospect or team member and felt like you were speaking another language? You’re thinking: “Why aren’t they getting what I'm saying?” Or felt that you were making a connection only to discover later in the conversation that the other person had “checked out”?
And then you end up walking away, thinking – “what a waste of time!”
So how do you make sure you are getting your point across and that what you have to share is being received by the other person?
By knowing the four primary behavioral styles
and how to communicate with each!
READ ON.....
Dear Direct Selling Leader:
Let’s say you are a naturally friendly outgoing person. You enjoy building relationships. While standing in line at the bank, you strike up a conversation with the person behind you. You start talking about your business with your normal enthusiasm. You’re sharing how wonderful it is, how much freedom you have, the people you have on your team, etc. The person behind you starts fidgeting, checking her watch and looking sideways.
What do you do next? If you were trained in the different types of behavioral styles, you would know what to do.
Here are two possible outcomes:
You ignore the person’s body language and continue with your comments. Eventually you get to the point of asking them if they would be interested in your business opportunity. They respond curtly – “NO, I wouldn’t be interested.” The conversation is over. Meanwhile, you’re thinking ‘What a rude person’!
OR
You notice the body signals and realize that this person has a different behavioral style from you. You immediately understand that you need to tailor your approach. You make one more comment: “You seem to be in a hurry. Would you like to get in front of me?” By doing so, you turn the conversation over to the other person so you can stand back and let them talk. When they reveal something about themselves or their situation, you relate it back to your opportunity in a succinct manner. Maybe you end up saying something like: “I love what I am doing because I have such flexibility that I no longer feel rushed or stressed.” Your factual statement leads to a question from the other person about what do you do. You end up exchanging phone numbers to talk further and you leave thinking –‘What a nice person!’
Which scenario best fits what’s happened to you in conversations?
Have you found yourself thinking that others are just being difficult?
Do you know what behavioral styles want you to be:
-Brief, businesslike and to the point?
-Friendly and casual?
-Appreciative and interested?
-Correct and accurate?
Or what styles HATE to be treated this way:
-Like they have no control?
-Like details are more important than relationships?
-Like you are rushing them to make a decision?
-Like you have all the answers?
In relationships it pays to remember – people are different, not difficult.
Now there’s a way to turn differences into opportunities!
Do you want to know these ways?
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